Leads

Leads

We are here to educate, not sell

We are fiscally healthy, so there is no pressure to make an immediate sale. That said, the longer it takes, the more it costs us in unrealized benefits. The main thing to remember is that our underlying goal is to build good relationships. We are taking steps to ensure TEF stays fiscally healthy.

Focus on quality leads

  • Companies with global presentation (global networks or are in many countries)
  • Companies that have future plans of global expansion
  • Middle-sized companies or small ones (not Fortune 500) so we can manage the workload
  • Companies with the right ratio of executives/unskilled workers (we better serve the people at the top end of the skill set. Top managers and executives rather than lower-level employees who are only using English internally)
  • Companies that have been making profits in the last 3 years 
  • Companies that share our values (made up of people we'd like to work with)

*Notes:
- avoid headquarters (you will waste time because you won't get much info)
- keep in mind that these are merely guidelines. A huge company doesn't necessarily mean a lot of students, so if the number of executive students we get is right, we would still be able to provide our services to them (e.g. IHI) 

List of potential industries to target

Information gathering

What basic information do we need to know?

  • Company name
  • Company's global network (in how many countries)
  • Company's global network addresses (in each country of interest)
  • Company's contact information:
    - telephone numbers
    - email addresses
    - contact persons (HR mainly if possible, admin and/or other executives)

    *Note: get as much contact information as possible and sort it all out later.

Sources:

  • Specialized online magazines/newspapers (Focus, Financial Times, etc.)
  • Specialized websites (business sites for tech companies, etc.)
  • Business association websites
  • Federations
  • Confederations
  • Unions
  • People we know and trust (quality lead!)

Questions to ask yourself

  • Does the company have money to spend? (We need to be confident that our potential client can pay for our services.)
  • What is the company currently doing for their employees with regard to English? (In-house lessons? Paid lessons? Do they have online options already?)
  • Does this company currently have a strong need to express and communicate with enough clarity abroad/or with people from abroad? 

  • How many teachers will we need per student? Do we have enough teachers to provide our services to this company?

  • What is the ratio of executives to unskilled workers? (This is a way of paring it down for us when we approach larger companies.)

See also this document https://docs.google.com/document/d/1-S0Bhx8g5hZe07C8mvMJ9cWk7KHnGDRZ_kI…

Collaborating

We need some sort of cohesion in what our target companies are. We might need to add curriculum and train teachers to teach a certain industry (e.g. with IHI, we are going to get engineers and project managers). By targeting industries that are similar, we minimize our own workload and expenses while still providing customized lessons and value to clients. 

We can take a synchronized approach where we contact the same company from different countries. 

In the future, we can have separate portals on the website for different industries. 

Excel sheet of our leads

Off limits

BCG is off the table globally because everywhere else has a global contract with Myngle.

McKinsey is off the table, too. They wanted to know if we service any of their competitors based off their list (without naming who), and since we do, they can't work with us. 

Inbound opportunities

We will welcome whoever approaches us, unless their actions or values conflict with our own.

Patience and persistence

  • We will need to play the long game for some clients.
  • This is why it is so important to maintain good relationships with indy clients and current corporate clients who leave their companies (to start their own business or go to another company).

Course content