Better research starts
with a better question.
For account managers looking beyond the company they already serve. Practical methods, worked examples and the limits worth checking.
Is it white space,
or just missing context?
Compare the businesses in the group with where you actually sell. Learn why an absent CRM record does not establish an untapped account.
Read the white space analysis guideThree companies. Three different decisions.
How to find a company’s subsidiaries.
Start with the legal entity. Follow the chain. Check the gaps.
Read the guideParent, subsidiary or sister company?
Three positions in a group. Three different commercial questions.
Read the guideAn account-expansion strategy you can act on.
From an existing customer to a reviewed candidate and a specific next action.
Read the guideSee the decisions behind a shortlist.
Follow a fictional account from related companies to contract checks, role research and an introduction request.
Read the worked example ↗Ready for your next account review.
Editable files, with no form to complete. Each template includes clearly labelled fictional examples and a blank starting row or section.
How to use these templates ↗Entities, contract coverage, fit, target role and next action.
Download CSV ↓Coverage evaluation checklistExpected versus returned records, source dates and unresolved gaps.
Download CSV ↓Customer introduction templateAsk your sponsor to confirm responsibility before requesting an introduction.
Download text file ↓Already have a company in mind?
Put the research into practice with an existing customer.