Target account development

You know which companies you want to secure as customers. We identify their decision-makers, initiate discussions with them and arrange meetings with your teams.

Speak to a partner Describe your project

What target account development is, and when to use it.

Target account development starts with a list of companies you have selected: major accounts, prime contractors, distributors or integrators that your teams are unable to reach.

For each account, we identify the people who make or influence the purchasing decision. We approach them with a reason to engage that is specific to their company, then qualify each response.

Your teams receive meetings with decision-makers who have agreed to the discussion, along with a context brief for each account.

At a glance

Scope

From 50 to 2,000 named accounts

Contacts

Two to four decision-makers per account

Timeframe

Initial meetings from the fourth week

Geography

International, in the local language

Deliverables

Account mapping, qualified meetings, weekly monitoring

The situations this solution is designed for.

Inaccessible key accounts

Your teams know the target companies but cannot reach the decision-makers.

Supplier approval

You want to join the approved supplier lists of industrial companies in your sector.

Distribution network

You are looking for resellers or integrators in a region or country.

Expansion within existing accounts

You sell to one site and want to reach other sites within the same group.

An approach managed as an engagement, account by account.

We treat each account as a case: organisation, sites, current projects and decision-makers. Our approach is based on what we know about the company, not on a generic sales pitch.

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Is this solution right for your situation?

Often suitable if

You have identified between 50 and 2,000 accounts.
Your offering is sold in meetings, with an average deal value above €10,000.
Your teams can attend four to ten new meetings per month.
You can describe what your best customers have in common.

Less suitable if

You sell mainly to consumers.
Your market includes fewer than thirty companies.
You are looking for sales completed without a sales conversation.
Your teams cannot attend meetings during the week.

Ready to explore your options?

Initial conversation with no obligation. Describe your accounts and we will propose an approach.

Let's discuss your growth

What we assess before engaging an account.

Account fit

Actual activity, size, sites and ongoing projects in relation to your offering.

Decision-maker map

Who decides, who influences and who buys within the company.

Reason to discuss

The account-specific factor that makes your offer relevant now.

Relationship history

Previous discussions with your teams, existing suppliers, current contracts.

Calendar

The likely timing of the decision: budget, tender, renewal.

The most common engagement formats.

Named-account engagementA list agreed with you and worked account by account over 90 days.

Group-wide expansionAll sites and subsidiaries of a group where you already have a presence.

Distributor recruitmentResellers, agents or integrators in a defined area.

Strategic accountsFewer than fifty accounts, with a fully individualised approach.

Typical situations.

Machinery and equipment · Western Europe

A conveyor manufacturer wants to reach 120 food manufacturers.

SituationThe client

Its teams know the factories, but not the people responsible for production line projects.

Our workWhat we do

For each plant, we identify the industrial director, capital projects manager and maintenance manager, then approach them about their expansion or replacement projects.

Expected resultFor the client

Discussions with project owners at some of the 120 plants, and a list of plants preparing an investment within the next twelve months.

Technical distribution · Germany

An equipment manufacturer is seeking distributors in Germany.

SituationThe client

It sells in its home market through a reseller network and has no contacts in Germany.

Our workWhat we do

We map technical distributors in its category in Germany and approach their executives in German.

Expected resultFor the client

Discussions with distributors covering Germany's main industrial regions.

What happens after your enquiry.

Initial conversation

Thirty minutes to understand your offering, your accounts and your objectives.

Proposal

We respond within a week with a scope, timeline and meeting target.

Launch

Account mapping within two weeks, with initial outreach from the third week.

Solutions often combined.

Account prioritisation

Rank accounts by their actual potential.

Learn more

Signal-based outreach

Engage when the need arises.

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Qualification and introduction

Verified discussions, passed on to your teams.

Learn more

Target account development, frequently asked questions.

How many accounts can you cover?

Between 50 and 2,000 accounts per engagement. Below 50, we work account by account with a fully individual approach.

How long until the first meeting?

Initial contact is made in the third or fourth week. The first meetings generally follow within two weeks.

Do you approach several people within the same company?

Yes, usually two to four decision-makers per account, each according to their role in the decision.

Under whose name do you act?

On behalf of Zephir, which introduces your company. We agree each outreach approach with you before launch.

Let's discuss your growth.

We are a commercial growth firm serving industrial companies and their ecosystems. Our role is to understand your offering, define the accounts to target and arrange discussions with their decision-makers.

An initial 30-minute discussionNo commitment. We will respond within 48 working hours.

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