Acquisition of new customers in the construction industry by means of market and potential analysis

A leading architecture and object planning company would like to address a target group that has been little worked on up to now more intensively and gain new customers.

Target groups


Potential customers


Direct contacts

CEDURA was commissioned with an individual market and potential analysis for concrete sales management based on detailed data.

The following questions were to be answered along the service spectrum of our client:

  • How is the relevant market developing and what trends and needs are emerging as a result?
  • How large is the relevant customer group and how is it structured?
  • Which companies are involved in detail? Who are the contact persons in these companies?

After a joint definition of the relevant market and the services to be considered, CEDURA created an individual catalogue of criteria for assessing sales potential with possible new customers. At the same time, through the implementation of CedClipping, a method was installed for the continuous observation of the market and news and thus for early lead generation.

The client thus received a quick and detailed overall view of the attractiveness of the market and the customer group as well as a list of the top 50 companies for direct sales processing. After processing this information, further new customer potentials can be called up by the client at short notice according to his needs.

In this way, the information is also transmitted in a targeted and up-to-date manner in the future without overriding the processing by the sales department.

Project Overview:

Market research
Project duration:
6 weeks
Use by client:
Sales optimisation, lead generation
Reporting method:
Data sets, slides, newsletters

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