When Clients of Prospect Companies in Your World Change

When do you change the name or the attributes of companies in your B2B database?

We have a number of examples this month of companies merging or spin-offs and related changes. Later this week we will post a list of all the companies with changes — over 30 of them.

In your database/CRM and those company records you may acquire, look for these kind of updates and currency of records. Here’s a good example — On Thursday, Northrop Grumman will spin off their shipbuilding division into a new entity called Huntington Ingalls Industries. Is there a process in place to make that change? How quickly will your CRM system reflect that change? And will that ripple thru to your sales account assignments and change any coding or scoring for direct marketing operations.

The premise behind CRM and social media is about nurturing that prospect and client and communicating with them to build on the relationship. That won’t work if we don’t get their name right.

For more examples of company change activity among Global 5000 companies — visit our web site

Explore posts in the same categories: Global 5000

Tags: CRM

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