Through longlisting and shortlisting potential buyers of cashmere products in the Netherlands, Globally Cool identified four ‘warm leads’ interested in a possible cooperation with Innowear, Ltd.
Together with the client, we started with determining the ideal profile of the potential buyer. Criteria such as company type, company size, language skills, segments, experience and turnover were set in consultation with the client. With this profile, we started to compile the longlist by using a wide range of sources, such as web portals, directories, trade fair exhibition lists, social media (LinkedIn groups), competition scans, our private network, and local partners.
The next step was reducing the longlist to a shortlist of potential partners through a customized screening process. We reduced the longlist to a shortlist of potential candidates. This was done through a combination of website analytics and telephone interviews with all candidates from the longlist to determine whether the potential candidate fits the ideal buyer profile.
To properly convince the potential buyer of the company’s value, we prepared a pitch, including the Unique Value Proposition in a co-creation session with the client. During the phone interviews, we pitched the company and the products and determined whether they were interested in exploring the possibility of a potential partnership with the client.