Use case
Find situations where specialist expertise has a reason to matter.
A consultancy usually wins on a specific problem, not an industry label. Build the profile around the commercial situation and the buyer who owns it.
Build the brief around relevance
- Define the operating problem and observable evidence that it may exist.
- Separate decision-makers from people who are merely adjacent to the work.
- Exclude companies that are too early, too mature, or structurally unsuitable.
- Review suggested opening angles before using them.
What to validate
Public information can be incomplete or outdated. Confirm the company, person, role, and current context before outreach.