1. Define the brief
Agree on the audience, geography, service, contact roles and exclusions. Set the deliverables, timeline, responsibilities and definition of a qualified prospect.
2. Research and qualify
Check company activity, current roles and relevant public contact routes. Retain evidence, review dates and fit notes. A hiring or expansion signal is a reason to investigate, not proof of buying intent.
3. Review a small sample
Check a small set of accounts together. Resolve differences in fit or seniority, then check duplicates against existing clients, contacts and exclusions before expanding the work.
4. Coordinate communication
Agree on positioning, LinkedIn and email responsibilities, follow-up timing and stop rules. Personalize around a relevant reason to connect and keep contact history visible.
5. Hand over interested replies
Provide conversation context, qualification notes and a clear next owner. Distinguish a positive reply, a meeting in scheduling, a booking and an actually completed meeting.
6. Review what happened
Review accepted research, relevant conversations and handoffs alongside activity. Use the evidence to refine the next cycle. Meetings, sales and investment outcomes are not guaranteed.