Case study | Building-based prospect research
Finding organisations
with the right building size
For a cold-calling agency supporting a fire-safety service provider, LeadHQ researched Dutch organisations with substantial premises and a plausible role in choosing their own suppliers. We connected building records, operator research and relevant contacts in a file prepared for Steamconnect import.
- Buyer
- Cold-calling agency
- Market
- Selected regions of the Netherlands
- Target
- Independent operators of substantial premises
- Research
- Building characteristics, operator fit and relevant contacts
01The offer
Ongoing fire-safety services for substantial premises
The agency's client offered long-term service contracts for fire safety and electronic security, covering supply, maintenance and compliance support. The prospecting task was to find organisations whose premises and operations could justify that service.
Sector filters helped find hotels and theatres. Further research established the scale of their premises, who operated them and whether supplier decisions appeared to sit locally or elsewhere in a group.
02The audience
The building and the operator both had to fit
Companies
- Independent operators and small groups across accommodation, leisure, culture, care, education and other agreed sectors.
- Locations within the agreed Dutch regions, expanded in stages as the project developed.
- Substantial premises and sufficient operational scale, assessed using building records and company evidence.
- Existing customers and prospects screened against the supplied exclusion list.
- Locations with clear central purchasing constraints excluded from the local calling audience.
People at those companies
- Facility and technical management first.
- Relevant property, operations, procurement and safety roles where appropriate.
- Owners or general managers as fallbacks at smaller organisations.
- We aimed to find two relevant contacts per company, starting with the priority roles.
Building area supported the fit assessment. It did not establish ownership, the number of installed fire-safety devices or purchasing authority. Unresolved responsibility still needed to be confirmed in conversation.
03The method
From a physical location to a researched prospect
Three inputs, company and sector sources, KVK identity records and BAG building records, merge into a check of operator and premises fit. Organisations that fit move on to finding people on LinkedIn and Sales Navigator, then adding contact details, then preparing the import file with company, evidence and contact fields. Human review informs the next batch, feeding back into the next company-fit check. Building area is a proxy. Purchasing responsibility and interest need confirmation.
Building area is a proxy. Purchasing responsibility and interest need confirmation.
1Find companies
Local search, Google Maps, sector directories and existing research provided candidate operators.
2Check company fit
Websites, KVK records and BAG building data helped assess identity, location, premises and group structure against the brief.
3Find the right people
LinkedIn and Sales Navigator supported role-based contact discovery, with role and employer checked as shown at research time.
4Add contact details
Clay supported mobile and work-email enrichment for the selected people. Company telephone numbers were sourced separately.
5Prepare for delivery
Company and contact fields were mapped into the agreed Steamconnect import layout. Research context was retained alongside the import fields.
Read the full method
Match the operator to the premises
BAG data accessed through PDOK supplied usable floor area and building characteristics. We checked whether the address described the whole operation, several units or only part of a shared building. Where area was unrepresentative, company and operational evidence informed the assessment. Building size remained a proxy for potential relevance.
Resolve identity and exclusions
KVK identifiers supported legal-entity matching, duplicate checks and comparison with the exclusion list. Company websites and location pages helped reveal group membership and central purchasing arrangements. A standalone-looking location was not automatically an independent buyer.
Validate company profiles before finding contacts
Candidate LinkedIn company pages were checked against company websites and identity evidence. Clay supported profile finding and Apify supported collection and validation. Unresolved matches were withheld. LinkedIn employee ranges and associated-member counts were treated as platform indicators, not exact payroll figures.
Keep discovery separate from enrichment
Contacts were selected for the agreed responsibilities before contact details were sought. Mobile numbers were prioritised; email was added where available. A populated contact field did not establish successful reach.
Refine the next batch
Human review and iterative feedback informed reassessment of ambiguous records and tighter group checks. Qualification came before contact enrichment.
04Sources and tools
Sources and tools
| Source or tool | Role in this project |
|---|---|
| Local search and sector directories | Role in this project: Find candidate locations and operators. |
| Company websites and reports | Role in this project: Assess operations, location, group relationships and scale. |
| KVK | Role in this project: Support identity matching, duplicates and exclusions. |
| BAG via PDOK | Role in this project: Supply address-linked building characteristics, with occupancy limits. |
| LinkedIn / Sales Navigator | Role in this project: Research companies and relevant roles, checking the employer and role shown at research time. |
| Clay | Role in this project: Support company-profile finding and contact enrichment. |
| Apify | Role in this project: Support collection and company-profile validation. |
| Contact data providers | Role in this project: Once the relevant people were identified, add email addresses and mobile phone numbers through 20+ different providers. |
05Delivered
An import file with supporting research
The delivery combined company details with relevant contact records and fields for building characteristics, group relationships and supporting sources. The import layout placed the company and up to two contacts on one row, with standardised segments and telephone formatting.
The file was prepared for Steamconnect import, giving the calling team company and contact fields in its required layout. Research context accompanied those fields to support review before calling. Field availability varied; reported figures, estimates and unresolved details remained separate.
This case describes research and delivery. It does not claim a measured appointment, revenue or decision-maker reach result.
Example from the delivered file
Contact details withheldChassé Theater, an example from the project delivery.
Company and evidence
- Company
- Chassé Theater
- Segment
- Theatre / music venue
- Structure
- Independent theatre foundation
- Locations
- Single location, according to the research notes
- Recorded floor area
- Approximately 5,000 m²
- Building use
- Assembly / meeting use
- Building data source
- Kadaster
- Group assessment
- Research notes describe an independently run foundation, outside a theatre chain.
Recorded building area supported qualification; it did not establish purchasing authority.
Contacts
| Contact | Role | Work email | Mobile | LinkedIn profile |
|---|---|---|---|---|
| Contact 1 | Role: Head of technical services and facilities | Work email: Available, withheld | Mobile: Available, withheld | LinkedIn profile: Available, withheld |
| Contact 2 | Role: Managing director | Work email: Available, withheld | Mobile: Available, withheld | LinkedIn profile: Available, withheld |
Names, email addresses, mobile numbers and profile links are withheld. Fields were populated in the delivery; this does not confirm current reach.
100% match against the agreed brief, with free replacements for mismatches
The guarantee covers fit against the agreed criteria. It does not promise buying intent, successful contact, appointments or revenue.
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