Federal Agency Refines its Targeting with D&B

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This case study describes how D&B's greater depth of contact data influenced a federal agency to choose D&B over competitors, even though D&B's offer was approximately $30,000 higher.

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Federal Agency Refines its Targeting with D&B

  1. 1. CASE STUDY Federal Agency Refines its Targeting with D&B Depth of Contacts Data Leads to Win-back The Customer: This federal agency conducts some 40,000 facility inspections annually. To help better target its efforts, it utilizes a criteria-based database of 1 million US companies to analyze and identify inspection candidates. With limited human resources capabilities, the agency was particularly concerned with the high costs associated with sending inspectors to ineligible sites. The Challenge: Incomplete, inaccurate contacts data As a consumer-based agency, the organization found itself under constant cost pressure. Operating in the public eye with strict funding allocations left little alternative than to seek every available efficiency. That approach initially explained the agency’s decision to leave D&B. After two decades of depending on D&B, the agency decided in late 2012 sign a cheaper contract with Experian. Early discovery discussions soon revealed that the agency suffered incorrect industry assignments and other significant data problems with Experian. Agency field inspectors were furious. In one particularly worrisome example of data inaccuracy, an inspector was mistakenly sent to a home-based business. Christian Creech, Federal Relationship Manager at D&B, recalls, “When you have an inspector flying toWyoming then driving a car for two hours to inspect a business, you can imagine how frustrating it is when he arrives and it’s a residence.” The Solution: D&B offers unmatched program data insight Data accuracy was paramount in this agency’s decision to return to D&B. D&B offers unmatched insight derived from program data, as well as the ability to access and consume establishment data – both key challenges to this federal customer. Addresses and industry population information must be correct for this agency to do its job well. At the end of the day, D&B’s industry classifications proved far superior to those of Experian. August 2013 “When you have an inspector flying to Wyoming then driving a car for two hours to inspect a business, you can imagine how frustrating it is when he arrives and it’s a residence.” Christian Creech, Federal Relationship Manager, DB
  2. 2. ROI: More than $30,000 saved in wasted time, expenses Even though DB’s rebid with the agency was approximately $30,000 more than Experian’s offer, the agency did not hesitate to re-sign with DB. “While the agency cannot disclose the costs associated with failed inspections, we know that our contract was 25 percent more expensive than the incumbent, or approximately $30,000,”says Creech. “Based on our award, it can be assumed that the agency experienced more than $30,000 worth of wasted time and expenses.” DB’s value proposition to this federal agency is clear: accurate, up-to-date contacts data far outweighs the cost of bad data to an organization. With deeper insight, access, and consumption of establishment data, the agency was able to achieve greater efficiency and improved program results in short order. About Dun Bradstreet® (DB) Dun Bradstreet (NYSE:DNB) is the world’s leading source of commercial information and insight on businesses, enabling companies to Decide with Confidence® for 171 years. DB’s global commercial database contains more than 220 million business records. The database is enhanced by DB’s proprietary DUNSRight® Quality Process, which provides our customers with quality business information. This quality information is the foundation of our global solutions that customers rely on to make critical business decisions. DB provides two solution sets that meet a diverse set of customer needs globally. Customers use DB Risk Management Solutions™ to mitigate credit and supplier risk, increase cash flow and drive increased profitability; and DB Sales Marketing Solutions™ to provide data management capabilities that provide effective and cost efficient marketing solutions and to convert prospects into clients by enabling business professionals to research companies, executives and industries. For more information, please visit www.dnb.com. © Dun Bradstreet, Inc. 2013. All rights reserved. (DB-3556 8/13) August 2013

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