Case Study - Upcoming Hotel Investments - Due Diligence
Case Study - Upcoming Hotel Investments - Due Diligence
Case Study - Upcoming Hotel Investments - Due Diligence
Challenge
Duration of the campaign
6 months +
Industry
Telecom
Services
Ensuring connectivity within buildings
Tools
Our client, a renowned company supplying equipment for hotels, has a strong brand and a wide network of contacts in the hotel industry.
However, the greatest sales potential lay not in established relationships, but in newly emerging facilities, where purchasing decisions were yet to be made.
The client approached us with a request to identify all new hotel investments planned for the next two years, and then to indicate the individuals responsible for purchasing decisions in these projects.
The challenge was that in many cases it was unclear who was making the decisions – the developer, the designer, or perhaps an external investor, as the directors were not yet known.
12
Conversations with directors of leading networks in Poland
112
companies analyzed and classified
205+
A company with feedback on needs and challenges
Challenge
Preparation time
7 days
Industry
Industry and logistics
Services
Outsourcing HR
Tools
Our client, a renowned company supplying equipment for hotels, has a strong brand and a wide network of contacts in the hotel industry.
However, the greatest sales potential lay not in established relationships, but in newly emerging facilities, where purchasing decisions were yet to be made.
The client approached us with a request to identify all new hotel investments planned for the next two years, and then to indicate the individuals responsible for purchasing decisions in these projects.
The challenge was that in many cases it was unclear who was making the decisions – the developer, the designer, or perhaps an external investor, as the directors were not yet known.
12
Conversations with directors of leading networks in Poland
112
companies analyzed and classified
205+
A company with feedback on needs and challenges
Challenge
Duration of the campaign
4 weeks
Industry
Hotels
Services
Market analysis
Tools Used
Our client, a renowned company supplying equipment for hotels, has a strong brand and a wide network of contacts in the hotel industry.
However, the greatest sales potential lay not in established relationships, but in newly emerging facilities, where purchasing decisions were yet to be made.
The client approached us with a request to identify all new hotel investments planned for the next two years, and then to indicate the individuals responsible for purchasing decisions in these projects.
The challenge was that in many cases it was unclear who was making the decisions – the developer, the designer, or perhaps an external investor, as the directors were not yet known.
168
mapped newly emerging hospitality facilities
112
companies responsible for investments, projects or construction
205+
Identified Decision Makers
Our approach
We started with extensive research. We searched through:
industry portals,
press and publications about investments,
local news and announcements,
and official market sources.
Based on this, we created a list of planned hotel facilities: names, approximate locations, investment status, and planned opening dates.
The next step was to enrich this list with contextual data. Using the Clay tool and the Claygent AI agent, we searched the web for information on each investment, identifying, among others:
development companies executing the project,
architectural offices and interior designers,
investors and companies responsible for financing the project.
Thanks to this information, we created a decision-making structure for each facility.
Identification and verification of decision-makers
Having the names of companies, we used different data sources such as KRS, Poland’s national public register of companies and LinkedIn to identify specific individuals responsible for the procurement.
Then, on behalf of the client, we initiated contact through three channels:
Email,
LinkedIn,
Phone.
The purpose of these conversations was to confirm the decision-making authority of the individual, to understand the stage of the investment, and to explore collaboration opportunities.
Result
The delivered report included:
A list of emerging hotel facilities with the most important data (location, opening date, investment status)
Names and data of development, design, and investment companies
Contact information for decision-makersStatus of decision-making verification – who is actually responsible for procurement and at what stage
As a result, the client gained access to a precisely selected group of potential clients - even before the traditional purchasing process began.
Our approach
We started with extensive research. We searched through:
industry portals,
press and publications about investments,
local news and announcements,
and official market sources.
Based on this, we created a list of planned hotel facilities: names, approximate locations, investment status, and planned opening dates.
The next step was to enrich this list with contextual data. Using the Clay tool and the Claygent AI agent, we searched the web for information on each investment, identifying, among others:
development companies executing the project,
architectural offices and interior designers,
investors and companies responsible for financing the project.
Thanks to this information, we created a decision-making structure for each facility.
Identification and verification of decision-makers
Having the names of companies, we used different data sources such as KRS, Poland’s national public register of companies and LinkedIn to identify specific individuals responsible for the procurement.
Then, on behalf of the client, we initiated contact through three channels:
Email,
LinkedIn,
Phone.
The purpose of these conversations was to confirm the decision-making authority of the individual, to understand the stage of the investment, and to explore collaboration opportunities.
Result
The delivered report included:
A list of emerging hotel facilities with the most important data (location, opening date, investment status)
Names and data of development, design, and investment companies
Contact information for decision-makersStatus of decision-making verification – who is actually responsible for procurement and at what stage
As a result, the client gained access to a precisely selected group of potential clients - even before the traditional purchasing process began.