Customer Profiling

Understanding your current customers…

An essential ingredient in planning for incremental revenue growth is the understanding of new profitable customers. However to do so you need to understand who your customers are - and precisely what differentiates a good, profitable customer for YOUR business.

Questions such as ‘what’s the global or local relationship with this business?’ or ‘who else is within their corporate structure that we don’t yet deal with?’ are not easy to answer without a true ‘one view’ of the relationships. The characteristics and trends are rarely held within the standard CRM system.

D&B’s Solution

By matching D&B’s Duns Numbers against your existing customer records, we can provide missing data about your customer base. We can deliver this into your own systems or host a portal to give you access to the vital data. Whether it’s size, geographic, financial or predictive information - current or historic - D&B’s data can enrich your knowledge and help you profile and gain insight from your customer base.

Use this data to understand key sales levers such as what makes the business a good customer for carrier and insurer alike and what the most profitable customers look like.

See if the business is part of a corporate structure, where they sit and who else they are related to. Finally identify cross and up sell opportunities within your current data set and know how to reach them.