Federal Agency Refines its Targeting
Depth of Contacts Data Leads to Win-back
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.
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.”
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.
“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