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MIND MAP: The "123" Model for High-Potential Customer Due…
MIND MAP: The "123" Model for High-Potential Customer Due Diligence
One In-Depth Due Diligence Investigation (Purpose: Deeply understand the business)
Tools & Methods
Official Website Deep-Dive (The Root)
Cross-check with the "Customer Questionnaire Set".
AI Analysis (ChatGPT/DeepSeek): Industry, products, trends.
Search Public Records: Business registration, commercial data (e.g., Endole.co.uk for UK).
Google Maps/Street View: See premises, offices, surroundings.
Social Media Deep-Dive (Culture & People)
LinkedIn: Professional profiles (PM, Engineer, CEO).
Instagram/Facebook: Activities, interests, company culture.
AI Analysis: Detailed breakdown of job titles, actual roles.
Customs Data (Procurement Behavior)
Tool: OKKI Xiaoman.
Analysis: Buying cycles, volumes, current suppliers, seasonality.
Two Key Contacts (Purpose: Map power & personalize)
Objective & Actions
Objective: Identify and deeply understand at least 2 influential/decision-making contacts.
LinkedIn: Review CVs, company history.
AI: Analyze job titles, scope of authority.
Google Job Postings: Understand org structure, culture, benefits.
Personal Analysis: Family, hobbies, affiliated companies, credit/reputation.
CC/BCC Email Tactic: In main communications, CC or BCC two additional relevant contacts to increase coverage and positive pressure.
Three Customer Interest Points (Purpose: Find emotional & logical touchpoints for connection)
Information Categories to "Get"
Customer Profile: Wholesaler/Manufacturer/Retailer/OEM-ODM/Brand Owner?
Procurement Habits: Prefer OEM or off-the-shelf? Peak season?
Pain Points/Needs: Price? Delivery time? Quality control? Specific solutions?
Decision Chain: Is the contact in Purchasing or the Boss?
Synthesis & Action
Update CRM/Cloud System: All valuable information.
Status & Aesthetics: The branch is in a premium downtown office building → cares about image, high quality.
Personal Interests: Contact has two daughters, likes Chinese cultural gifts → opportunity for personalization, relationship building.
Business Pressure: Their end-client is a large listed company with a pre-announced launch date → on-time delivery is absolutely critical.
OVERVIEW The "123" Model
Why Do It?
"Know thy enemy and know yourself; in a hundred battles, you will never be defeated."
More targeted communication, "living" language.
Builds trust and rapport.
Finds breakthrough points when facing obstacles.
When to Do It?
Upon receiving an inquiry/sales lead.
Before/after a customer meeting.
When assigned a new customer.
During customer review/audit.
When prospecting new customers.
What to Find Out? (Checklist)
About the Company: Name, country, type, products, business model, size, structure, their customers, financial strength.
About the Individual: Name, title, contact, hobbies, family.
Ultimate Goal
Understand the customer in a MULTI-DIMENSIONAL, LIVING, "SOULFUL" way.
Sense their culture, emotions, personality, inner thoughts.
Be prepared for effective connection, communication, and negotiation.
Case Study
Tech Manufacturer "Softiron"
Scenario: Inquiry for plastic injection parts, possibly for internal hardware structure. Contact is a meticulous Mechanical Engineer based in Germany.
Application of "123":
Deep Dive: Research confirmed Softiron is a UK/US tech firm making high-reliability data storage hardware for finance/aviation. Needs mass production, high precision.
Key Contacts: Primary contact is the German engineer. Strategy: Use LinkedIn to find a Purchasing Manager or Engineering Head in the UK/US office to CC in follow-ups, adding organizational pressure.
Interest Points (Deduced):
Absolute Technical Precision & Quality: Parts for data centers require extreme reliability.
Stable Mass Production & Deadline Compliance: They have product cycles and large clients; delays are costly.
Information Security & Professionalism: A tech firm values IP protection. Highlight willingness to sign NDAs and process professionalism.
Action Plan: Prepare extremely detailed technical quotes, offer pre-production samples, proactively mention NDA readiness, and use CC tactic with a second contact.
Investigation Roadmap (Summary)
Existing Sources: CRM (Xiaoman, HubSpot).
Official Sources: Website, Business Registry, WHOIS.
Social Sources: LinkedIn, Facebook, Instagram.
Data Sources: Customs data, Google Maps, foreign "company lookup" platforms.
Indirect Sources: Associations, blogs, news, competitors.