A valuable record. No dependable way to use it.
The team’s work began with broad prospect lists. Before a meaningful message could be written, people had to locate company information, identify the right role, understand the firm’s international activity and prepare the CRM record.
That research was important, but it was repeated by hand and its quality varied. The team needed more time for relationship-building without removing the judgement that makes international business development effective.
Make commercial judgement visible in the system.
We mapped the qualifying questions that made a company relevant to the organisation’s trade mission, then translated those questions into a structured research sequence.
The workflow gathered company context, relevant contact roles and a concise brief. It was deliberately designed to surface evidence for a human review rather than to send outreach on its own.
Context in. A better next move out.
When a company entered the workflow, the system prepared a research record, checked qualification criteria and brought the selected context into the CRM. The business development team received a prepared opportunity instead of a raw name.
This gave each conversation a more credible starting point while preserving a clear human decision before any contact was made.