PRACTICAL RESEARCH & PROSPECTING TRAINING
Turn research into a skill your team can use.
Your team practises research before contact: checking sources, separating facts from hypotheses, choosing roles and preparing validation questions.
WHO IT IS FOR
A shared method. Applied to your market.
For business development professionals, prospecting teams and managers looking for a shared way of working. Modules can also be adapted for founders in individual sessions.
CHOOSE WHAT THE TEAM NEEDS
Seven areas of practice. One clear purpose.
Start with the relevant modules. Open each area to see the explanation and practical exercise.
01Markets and criteria
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What makes a segment relevant to your offer? Which criteria are useful, and which details are simply easy to find? We work on inclusion, exclusion and reasons to prioritise.
Exercise: compare companies and explain why one is worth researching before another. The output is a criteria sheet we can revise.
02Signals and verification
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How do we distinguish a relevant change from news unrelated to the offer? Where can we check the information, how recent is it and what cannot be inferred from it?
Exercise: turn an announcement into a verifiable fact, a hypothesis and a question. Record the source and what remains unclear.
03Company structure and management
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We look at functions, responsibilities and the connection between the relevant activity and a decision. We separate the public organisation chart from assumptions about internal processes.
Exercise: build a simple map of roles, marking what is confirmed and what needs to be asked.
04Roles before names
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Who uses, benefits, coordinates and may approve? A title helps us find a starting point, but we do not treat it as proof of purchasing authority for every project.
Exercise: choose a relevant role for the first question and formulate how to check the person's responsibility.
05Clues about ways of working
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We can examine the language used in recruitment, public communication and information about responsibilities. We do not label an organisation as constructive, defensive or aggressive based only on these materials.
Exercise: turn an observation into a validation question. This is not psychometric assessment, organisational diagnosis or psychological profiling of individuals.
06From research to the first approach
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What is worth saying, what is unnecessary and what should be asked? We build approaches from a concrete observation, a possible connection to the offer and a question.
Exercise: prepare a call opening and a short message. No invented needs and no attempt to hide that we are checking whether a conversation is relevant.
07AI and verification discipline
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We work on research requests, organising findings and useful questions. Sources are checked before conclusions are used. Confidential data is not entered into unapproved tools.
Exercise: identify unsupported claims in a working output, then correct or remove them.
WHAT YOU TAKE AWAY
Tools to use in real preparation.
Depending on the modules: a research template, selection criteria, a role map, validation questions and examples of outreach. The aim is to use them in prospecting rather than collect concepts without applying them.
THE WORKING FORMAT
A format built around your team.
Modules are selected around the team's offer, experience and current process. We can work with real companies in your market using permitted information and jointly agreed criteria.
Duration, format, participant numbers and materials are agreed in the proposal. Not every module has to be covered in the same session.
What remains unknown before a conversation.
Research exercises do not confirm a prospect’s need or authority. Your team learns to form useful questions and test the answers in real conversations.
THE NEXT STEP
Choose where practice should begin.
Choose modules around your offer and team experience. Apply the research record to real companies and review the prepared questions.
Questions before we start
The answers separate what can be documented before contact from what can only be validated in conversation.