Finding the right contact

Joseph

Hi all,

I recently setup a web development company, I want to offer a well known media company a redesign of their current website. To make this offer to them I need to find the right contact to pitch to, what's the best way about going this? I would need someone who is relatively high up to get a proper answer and someone who is part of the IT team.

Basically, what is the most efficient way of gaining contacts within a company, and who should I make contact with within said company?

Ta

stepbar

Deaddude wrote: »

Hi all,

I recently setup a web development company, I want to offer a well known media company a redesign of their current website. To make this offer to them I need to find the right contact to pitch to, what's the best way about going this? I would need someone who is relatively high up to get a proper answer and someone who is part of the IT team.

Basically, what is the most efficient way of gaining contacts within a company, and who should I make contact with within said company?

Ta

Forget about targeting the IT guy, you need to find out who the Financial Controller is and / or The Guy who is in charge of the purse strings and pitch to them why you think their website needs a rehaul and produce a cost / benefit analysis for same. No company (in their right mind) should even consider a capital expenditure unless there is a clear benefit for same.

Once you have a cost / benefit analysis done up then I would first send same to the customer and follow it up with a phone call with the objective of having a meeting with the customer.

Sonnenblumen

stepbar wrote: »

Forget about targeting the IT guy, you need to find out who the Financial Controller is and / or The Guy who is in charge of the purse strings and pitch to them why you think their website needs a rehaul and produce a cost / benefit analysis for same. No company (in their right mind) should even consider a capital expenditure unless there is a clear benefit for same.

Once you have a cost / benefit analysis done up then I would first send same to the customer and follow it up with a phone call with the objective of having a meeting with the customer.

Disagree, you'd hardly send an engineering proposal on new production plant to the Fin Con, no you'd send to Production Director/Chief Eng. A smart Fin Con would pass the proposal to these people for a technical assessment, the bean counting/cost v benefit crunching is separate. If you can generate amongst the specialists, chances are these people will be internal evangelists.

Also disagree with the notion that web dev is a capital investment, never heard such rubbish.

OP - the key targets and yes a large company could involve a number of targets for you. IMO these would be (but not in any particular order) Marketing Manager, Sales Manager, Managing Director, if the pitch involves more technical improvements to website, then perhaps include IT Manager also.

stepbar

Sonnenblumen wrote: »

Disagree, you'd hardly send an engineering proposal on new production plant to the Fin Con, no you'd send to Production Director/Chief Eng. A smart Fin Con would pass the proposal to these people for a technical assessment, the bean counting/cost v benefit crunching is separate. If you can generate amongst the specialists, chances are these people will be internal evangelists.

Also disagree with the notion that web dev is a capital investment, never heard such rubbish.

OP - the key targets and yes a large company could involve a number of targets for you. IMO these would be (but not in any particular order) Marketing Manager, Sales Manager, Managing Director, if the pitch involves more technical improvements to website, then perhaps include IT Manager also.

What? The OP is proposing to rehaul a website. If the website is integral to the business it's a capital investment. Most companies will treat it as an asset on their balance sheet. At the end of the day the MD / Financial controller will have the final say and if a cost benefit analysis is produced from the off, the decision will be a hell of a lot easier. The people you have reffered to have feck all say when it comes to the number crunching, their input is important but they don't have the final say. What sounds good on paper means SFA if there isn't figures to back it up. A smart person will have those figures researched and available to back up the proposal.

blue4ever

stepbar wrote: »

What? The OP is proposing to rehaul a website. If the website is integral to the business it's a capital investment. Most companies will treat it as an asset on their balance sheet. At the end of the day the MD / Financial controller will have the final say and if a cost benefit analysis is produced from the off, the decision will be a hell of a lot easier. The people you have reffered to have feck all say when it comes to the number crunching, their input is important but they don't have the final say. What sounds good on paper means SFA if there isn't figures to back it up. A smart person will have those figures researched and available to back up the proposal.

No - three 'large media companies' here have their own head of digital/Dig Director - they decide what to do with their budget, in conjunction with overall company strategy.

I appreciate that the FC would seem like the appropiate one - but not. Example - a "brand" is valued on some balance sheets - the FC doesn't tell the Mkt Director what to do.