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Case Study -Database of Companies for a Leading Research Publisher

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• A UK client wanted us to create company profiles for 45,000 companies (public and private) across 25 industries and 60 countries.

• The scope of our research included: Collect key information from company websites.

Data collected included: Company corporate information A brief overview of company’s business Sector and geographic indexing List and information on key executives List of major products Company locations Historical events of the company

Requirement Requirement

• Research on company websites• Data collection from third party credible sources• Validation of data collected from all sources• Data entry into a purpose designed authoring tool• Proof-reading of written content • Multi-layer quality check process

MethodologyMethodology Client Benefits and FeedbackClient Benefits and Feedback

• The client was provided with an efficient and reliable service that included: Error free data collection and input Thoroughly proof-read content Comprehensive coverage of data points specified

by the client Online tool so the client could constantly monitor

progress and input Delivery in multiple formats including XML and PDF

SolutionSolution

• The content is used in some of the world’s leading business information portals.

• Client was able to save on costs due to the low US$ / hour service that we gave. We estimate the cost savings to be around 55% compared to the company’s captive center in India.

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Case Study – Database of Executives For a Professional Services Firm

• A client approached us to check their in-house directory of Officers and Directors

• The scope of our research included: Check existing lists of executives, update changes

and add new executives Check for correct name Check if there is change in designation Add / Update employee biography Add / Update years of experience Add / Update education, qualifications. Historical events of the company

RequirementRequirement


• The client was provided with an efficient and reliable solution that included: Error free and up to date Officers and Directors

database Two layer quality checks on data processed Thoroughly proof-read content Yearly update of the database to keep it relevant

and up-to-date

SolutionSolution

• Client was able to save on costs due to the low US$ / hour service that we provided (around US$ 5 / per hour).• The client benefitted from our existing experience of

handling people databases

• Secondary research on company websites• Data collection from third party credible sources• Validation of data collected from all sources• Data entry into a purpose designed authoring

tool• Proof-reading of written content • Multi-level quality checks including statistical

analysis

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Case Study- Contacts Database – Email Appending for a UK Client


• A UK client approached us to improve their contacts database and add email IDs

• The scope of our research included: Check existing information of contacts provided,

update recent and relevant changes Check for correct name Check if employee still works with the

company Check address, phone an fax details Check if there is change in designation Add Email ID for every contact

ScopeScope


• The client was provided with an efficient and reliable solution that included: Up to date contacts database with added email

IDs. Two layer quality checks on data processed Yearly update of the database to keep it relevant

and up-to-date

SolutionSolution

• Client was able to save on costs due to the low US$ / hour service that we provided (around US$ 5.5 / per hour).• The client benefitted from our existing experience of

handling people databases

• Secondary research on company websites• Data collection from third party credible sources• Validation of data collected from all sources• Multi-level quality checks including statistical

analysis

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Case Study- Marketing Support for a IT Service Provider


The Marketing Team of one of India’s leading IT service providers was overstretched due to high business volumes.

The team was unable to manage certain tasks including:

Drawing key information from company reports and filings Drawing information from data resources the company had

available to it such as Thomson One , Alacra, Factivia, FACTset. Finding target company and executive contacts. Setting up and conducting primary research interviews.


TBRC developed a small and flexible satellite team which could support the client on an ongoing basis. The rules of engagement were guided by a clear Service Level Agreement.

TBRC would:• Work closely with the client on day to day requirements.• Each TBRC consultant was be paired with a member of the

client team.• Provide work to support the client team’s work. • Have a weekly project management team meeting with the

client for feedback, timesheet management and review of the Service Level Agreement requirements.

MethodologyMethodology Benefits and FeedbackBenefits and Feedback

TBRC regularly supported the client with:

• Lists of target companies and executive contacts. • Secondary research data from annual reports, investor

presentations.• Information drawn from the client’s proprietary data

sources.• Scheduled interviews with key industry figures.

SolutionSolution

Target company and executive lists supported the sales team’s efforts.

Secondary research supported more accurate market models and competitor shares.

Pre-arranged Interviews with industry experts improved the client team’s market understanding of qualitative factors in the market.

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Case Study- Business Development for a Build Operate Transfer (BOT) Infrastructure Company


The client was a medium-sized road construction company focusing on inter-state Build Operate Transfer (BOT) projects.

Traditionally it had been focused in the Maharashtra region of India, however it wanted to extend to win more contracts in other Indian states and become a national player.

It wanted help with identifying new opportunities and bidding more successfully for opportunities outside Maharashtra.


TBRC suggested the following approach.

The monitoring of National Highway Authority and State-level road authorities for upcoming tenders.

Analysis of Road Development Authority Bid records. Mapping of major roads in India, by quality and last date of

development. Research interviews with senior figures from competitors,

contractors, state and government authorities.


TBRC offered the following to meet the client’s need.

Ongoing monitoring of new roads projects in India. By state analysis of political and budgetary factors effecting

road infrastructure spend. Mapping of national highways and expressways to highlight

areas where developments were expected. Benchmarking of successful bid pricing and offerings.

SolutionSolution

Through the study the client was able to:

Identify more new road projects nationally at an earlier stage of the process.

Target states based on forecast road development projects. Bid for projects more accurately.

The study helped the client to win more contracts outside of Maharashtra and establish a national presence.

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The Business Research CompanyCase Study- IT Outsourcing Sales Support


A leading Indian IT outsourcing company wanted help to identify and target new corporate clients in the US market.

• The company wished to:

Identify potential customer companies Prioritize them in terms of opportunity size Improve the sales team’s approach Understand the size of the potential market in order

to benchmark sales performance better


• We conducted a thorough research of the specific IT company:

Primary research: Interviewing top level management, Decision makers, Sales Head, R&D Head, customers.

Research of proprietary company and contacts databases to identify target companies and executives.

Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a detailed solution to the client.


The findings were delivered to the client as:

A list of potential customer companies by sizeKey management and purchaser contactsEstimated IT outsourcing budget and requirements

by customer companyMarket opportunity assessmentTailored marketing strategy for penetrating key

companies

SolutionSolution

The client achieved significant like-on-like sales growth through:

Clearer identification and targeting of potential customers.

More accurate and directed pitches and campaigns.

Benchmarking of sales team performance against the market opportunity.

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The Business Research CompanyDisclaimer

All Rights Reserved.These presentations and reports should not be reproduced, re-circulated, published in any media, website or otherwise, in any form or manner, in part or as a whole, without the express consent in writing of TBRC Business Research. Any unauthorized use, disclosure or public dissemination of information contained herein is prohibited. Individual situations and local practices and standards may vary, so viewers and others utilizing information contained within a presentation are free to adopt differing standards and approaches as they see fit. You may not repackage or sell the presentation. The facts of this report are believed to be correct at the time of publication but cannot be guaranteed. Please note that the findings, conclusions and recommendations that TBRC Business Research delivers will be based on information gathered in good faith from both primary and secondary sources, whose accuracy we are not always in a position to guarantee. As such TBRC Business Research can accept no liability whatever for actions taken based on any information that may subsequently prove to be incorrect.

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