Buyer guide
What should a target research project include?
Start with one sales decision, a defined market, and a small first batch that your team can review. Agree on the evidence needed before expanding the work.
Write the decision in one sentence
For example: “Which commercial kitchen distributors should we assess as possible resellers?” That is a narrower question than “Find us more leads.” It tells the researcher which business role matters and what the buyer will do with the result.
Share the offer, good customer examples, service limits, and disqualifiers. Use summaries at first; private customer files are not needed for an initial scope discussion.
Agree on the fields and the boundaries
A company-level brief can include company name, website, fit evidence, source links, check dates, exclusions, and open questions. Named contacts, ownership research, financial estimates, or separate locations add different work and must be agreed explicitly.
Set the market, coverage goal, cut-off date, and acceptable sources. Decide how to handle a market with fewer matching companies than expected. Filling a row target with weak matches is not a useful substitute.
Review a first batch before expanding
Use the first batch to test the brief. Your sales lead should be able to accept a candidate, reject it with a reason, or ask for a specific missing fact. If the criteria change, agree on the revised scope before more research.
Define completion around the agreed fields, evidence, and review step. A company can meet the research criteria while its buying interest remains unknown.
Give follow-up work its own scope
A research file does not run a sales process. Outreach, contact checks, live monitoring, CRM updates, and recurring refreshes need separate ownership and agreement.
For a Henok AI project, the fee and delivery date are set after the research question, coverage, and review needs are clear. No ongoing service starts just because a first brief is delivered.
See what this looks like in practice.
Read the public-data sample to compare source facts, fit judgments, and open questions.
Use a research planning worksheet to turn these questions into a working brief.
- Should you buy a business list, research it yourself, or hire help?
- Why is your target list not turning into sales conversations?
- Should you research direct buyers, distributors, or referral partners?
- Which target companies should your sales team review first?
- What makes a B2B target list useful?
- What drives the cost of B2B target research?
What sales decision are you trying to make?
Tell Henok what your business sells, who you want to reach, your role, and where your current search gets stuck. If there is a fit, the next step is to agree on a paid research scope, fee, and delivery date.
A short description is enough to start. Please leave out private customer records and other sensitive information.