A large pharmaceutical company was looking to further penetrate their top strategic accounts by gaining intelligence on key executives and finding new connections within these companies. They had made some progress with a few contacts, but wanted to accelerate these key relationships. Their sales operations team initiated a relationship analysis and assessment to better understand their key contacts and find new ones.
The chief client officer and sales operations team supplied a representative list of key accounts to RelPro’s data services team. Using relationship connectivity and analytics tools, RelPro identified connections from our client’s board and executives to the targeted accounts, and worked with the sales team to prioritize their importance. Additional analytics, and intelligence sourced through RelPro, enabled our client to brainstorm new ways of engaging with these target accounts – through trade associations, common philanthropic affiliations or industry event attendance.
The sales team was able to propose meaningful new options to develop relationships with key executives, such as joint events based on common organization affiliations and philanthropic interests, and make new introductions through previously unknown connections. They are now assessing their full base of key accounts.