Case Studies

OnTarget was approached by one of the leading supply chain and logistics outsourcing companies in North America. This company was near the point of market saturation, and required contact research and firmography services for the purpose of illuminating its remaining marketplace and discovering new business opportunities in an industry where it had already tapped most sources of revenue. This supply chain and logistics outsourcer gave OnTarget a list of 130 companies, in the high technology, auto, and consumer goods sectors, at which it had a desire to collect timely information on company culture as it pertains to outsourcing, current outsourcing initiatives, and third-party logistics providers employed by these companies. Over a six week period, OnTarget was able to contact and have conversations with key decision makers at 70 percent of these companies, giving our Client an accurate picture of its remaining revenue potential and the competition. It goes without saying that not all of the companies OnTarget contacted during this project had a desire to change logistics outsourcers, or to outsource in the first place. But this is one of the many reasons that OnTarget’s services are so valuable. What manager wants his sales team wasting time pursuing business that isn’t attainable? The effective sales manager wants his team closing business, not running towards dead ends. OnTarget provided an alternative for this Client. Because of OnTarget’s efforts, this Client now knows on which accounts to focus its sales energy and talent. Just as importantly, it knows on which accounts its sales efforts would prove ineffective. The Client has used this information to prioritize its sales pipeline, pursuing the most valuable opportunities first.