Work / Lead Pipeline
Case Study 02
A 300-firm target universe with quality checks before anything reaches the CRM
A multi-market campaign needed a target universe of boutique and mid-market investment banks that didn't exist in any single source. It also couldn't risk emailing contacts who already had a relationship with the firm. I built both the list and the safety net.
311firms profiled
1,660+contacts built
30,000+CRM records checked
10fields per firm
What I built
- Firm layer. 311 investment banks profiled with headquarters, headcount band, target industries, estimated deal-size range, website, and LinkedIn. Sources included public directories, industry publications, and university boutique-bank lists, with every row source-attributed.
- Contact layer. 1,660+ decision-maker contacts (Managing Director, VP, Director) with verified email, phone, and profile links.
- Data-quality layer. Formula-driven checks against a 30,000+ record CRM export flag duplicates and existing lead ownership before upload.
Quality controls built into the working file
| Check | Purpose |
|---|---|
| Duplicate email | Avoid duplicate CRM uploads |
| Existing account | Avoid contacting active relationships |
| Owner field | Route to the correct internal owner |
| Title filter | Keep only MD, VP, and Director-level contacts |
| Source attribution | Preserve an audit trail per row |
Evidence
Working-file structureanonymized reconstruction, sample rows
| A | B | C | D | E | F | G | |
|---|---|---|---|---|---|---|---|
| 1 | First Name | Company | Title | Duplicate? | In CRM? | Lead Owner | |
| 2 | Alex | Firm A Advisors | Managing Director | a***@firm-a.com | Unique | No | (none) |
| 3 | Jordan | Firm B Capital | Vice President | j***@firm-b.com | Unique | Yes | Colleague 1 |
| 4 | Sam | Firm C Partners | Director | s***@firm-c.com | Duplicate | No | (none) |
| 5 | =IF(COUNTIF($D:$D,D5)>1,"Duplicate","Unique") | =VLOOKUP(D5, CRM_export!A:B, 2, 0) | |||||
Column names and formulas reproduced from the actual working file. Names, firms, and emails replaced with samples.
Outcome
Every batch surfaced duplicates and already-owned records before upload. That protected active relationships, prevented duplicate CRM entries, and reduced upload risk for campaign owners. Pre-launch review went from a manual read-through to a repeatable, formula-driven checklist, and sales launched from a clean list on day one.