INTERN DEVELOPMENT PROGRAM
3456 ALEMEDA ST. FORTWORTH, TX 76126
DECEMBER 2, 2015
12/2/2015 Intern Development Program 1
INTERN DEVELOPMENT PROGRAM
INTERN POSITION OVERVIEW ......................................................................................................................................7
DAILY TASKS .....................................................................................................................................................................7
RESEARCH COMPANY SOURCES...................................................................................................................................8
RESEARCH COMPANY EXMAPLE ..................................................................................................................................9
RESEARCH CONTACT SOURCES ..................................................................................................................................18
HOW TO: RESEARCH .....................................................................................................................................................19
12/2/2015 Intern Development Program 2
Dear E-mist Intern,
I am sad to be writingyouthisletterbecause itmeansmytime here iscomingtoa close.
I am veryexcitedforyouandthe amazingexperience youare abouttohave.E-mistwill
be a greatinternshipwhere youwill learn,stretchyourmind,be exposedtoall aspects
of a business,andbecome amemberof the E-mistfamily.Yourtime here isvaluable—
yourwork isimportantandyouwill be able tocome intothe office andsee yourefforts
beinguseddirectlytohelpdevelopthe business.Youare trulyluckytobe where youare
Learningneverceasesinthe internpositionatE-mist.Asamemberof the Marketing
Department,beingeducatedaboutyourbusinessandthe targetbusinessisessential to
the successof sellingyourproduct.Researchingcompaniesallowedme tobe exposedto
the structure of businessandunderstandthateverycompanyisunique—frommergers
to name-changestofranchisesandindependentcontractors— beingable tospeakto
these specificstructuresiscrucial while marketingourproducttotheircompany.I
learnedhowtoidentifyandpresentknowledgethatisnecessarytothe marketingof our
product.Asthe internIneededtobe able tostudythese businessesandeducate the
AccountDevelopmentRepresentativeonthissothat she isbe able to use it as she
formattingdatathat isaccessible tothe whole company.E-misttookthe time to inform
me about all aspectsof a company,theyunderstandthatIwashere to developasa
businessprofessional.Theyexplainedall the businesstoolstheyutilize from
the weeklybusinessmeetings.Iexperiencedthe importance of communicationwithin
the business,graspedknowledge onthe diverseroleswithinthe business,andeven
contributedmyexpertise Ilearnedthroughoutthe week.NotonlythatbutE-mist
providedme withthe opportunitytodevelopthisInternProgram—ameaningfuldevice
forthe well-beingof theircompany.
will be applicableinyourdevelopmentasa businessleader.Goodluck,workhard,and
take advantage of the opportunityatyourfingertips.
12/2/2015 Intern Development Program 3
Dear E-mist Intern,
If you love entrepreneurship andhave beenlookingforsomethingtobe a part of that
youcan concretelycontributeto,youhave chosenthe rightcompanyto internfor.Here,
youwon’tfeel like aninternandyourcontributionwillbe muchmore thancoffee at
lunchtime or staplingandfilingpapers.Here,youwill be contributingtothe beginning
and continuationof somethinggreatthatyouwill be able tosay youwere a part of. In
veryfewotherinternshipsyouwill be able toworkdirectlytowardslarge company
objectivesandsocloselywiththoseatthe headof them.Youwill receive the best
guidance,support,andadvice fromthe executive teamandstaff whoyouwill getto
workwithin achievingcompanygoalsaswell asyourownpersonal goals.
The effortyouput inhere will directlyhelpgrow E-mistacrossthe nationandbeyondin
visible ways.Youare nothere to fill aspace or hours.Youare here to be a part of a team
withsetobjectives andparticipate asan integral partof the processof growinga start-
up.I encourage youto thinklessof itas an internshipandmore of itas a jobthose
aroundyou value yourworkjustas much as any employees. I’ve seenmypersonal work
of the companyas a whole.Tobe able to do that as a twentyyearoldinternwithno
degree hasbeenanabsolute blessingof anexperience. Those Ihave hadthe pleasure to
workwithhere at E-misthave beenbeyondreceptiveof myideas,suggestions,andeven
ask formy thoughtson impactful decisionsthatwill change whatdirectionE-mistgoes.
Some advice Ihave is to forgetaboutthe term “intern”andtake thisas an opportunityto
developasa professional.Take thisopportunity toutilize yourstrengthstobettera
companyand buildonyourweaknessesbecause the environmentyouwill be inhere is
one that will openlyallowyoutodoboth. I’ve learnedsomuchabout workingina close
teamenvironmentandutilizingall resources toresearchamacro marketfor a brand new
productto be introducedto.The skillsandmethodsI’ve learnedthroughworkingonthis
start up,I will carry throughoutmycareerand can be appliedtomanyfuture jobsand
projects.Most importantly,Ilearnedtothinkwiththe entireend-goal objective of the
here,Iknowalmosteverythingeffectsthe directionof the company.I’ve learnedtothink
keepinginmindnewideas,implementations,andavenuesE-mistcantake inthe future.
It’sthissort of entrepreneurial mindsetthatIthinkismostimportantto developwhile
an internat E-mistbecause itwill notonlyleadyou(andthe company) tosuccesshere,
but at any othercompanyor projectinthe future.
I wishyouthe bestof luckand hope youenjoyyourtime here asmuch as I did!
12/2/2015 Intern Development Program 4
E-Mistis nothingshortof a quantumleapinthe performance andadaptabilityof electrostatic
precise amountstoanysurfacespeople touch.Insecondswithverylittle effort,chargedparticleswill
blanketeveryexposedside of everysurface inaroomto eradicate up to 99.999% of live pathogens.
CEO George Robertson
PresidentandCOO Mark Stratton
Vice PresidentMarketingandSales Michael Bellotto
Chief Financial Officer KentBradshaw
Directorof Salesand Operations AlettaPowell
Directorof Clinical Services Brandi Whiteley
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Directorof Operations Eric Felldman
Regional Vice President- Central Niki Thompson
Regional Vice President- Atlantic JohnParks
AccountDevelopmentRepresentative Sydnie Smith
IT Manager Misael Linan
Executive Administrator Stephanie Norton
Vice PresidentIntegratedSolutions Dan Nestor
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1. Surface ManagementSystems(SMS)
2. AdvancedSurface ManagementSystem(ASMS)
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1. CheckEmail forupdates
3. Presentresearchanddetermineif the companyisatop 100
4. If yes,inputcompanyinformationintoTop100 excel SpreadsheetfoundonOneDrive
5. Create a new workbookpage forthe Companyinthe InternExcel WorkbookonOneDrive
6. ResearchContactsforthe company
7. Inputdata intoInternSpreadsheetonOneDrive
8. If not providedcompanies,Uncoverpotential companies,doresearch,andpresentinformation
to determineif youshouldgoforwardwiththe company
Intern Position Overview
Intern Objective Researching and Presenting accurate market
information for use by E-Mist Sales Representatives
Collecting and Organizing Data
Reporting to Account Development Rep.
Intern Daily Tasks Research Prospective Companies
Gather and Highlight Critical Knowledge
Present Meaningful Data
Utilize Excel for Organization of
Determine Potential Prospective Companies
Intern Expectations Provide Accurate,Pertinent Information
3 Contacts from each region per
Discover Alternative Methods for
Work as a Team Member
Think Outside the Box
Intern Directors Sydnie Robertson
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What to lookforina Company
o SIC: 7349
o $50-500 million
o Six Sigma
o US GreenBuildingCouncil
BOMA International BuyersGuide
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We are a privatelyownedcompany thatstartedin1975 (asHospital HousekeepingSystems) servinga
single hospital withasingle serviceline.Today,we serve 350+ hospitalswithmultiple service offerings,
including:Environmental Services,CulinaryandNutrition,PatientFlow,Facilities,Clinical andBiomedical
Management. Ourgrowthhas been
revenue forourcompanyand our clients,andby
addingvalue toeach customerwe serve.In2013,
we changedour companyname to HHS to
representthe formalizedgatheringof our
evolvingservice linesunderone parent
Mission:To be successful inidentifyingand
Providingasuccessful comfortable hospital stayismore thanjusttreatingan illnessoradministering
care. It’saboutmaintainingacleansafe environmentthatsupportsrecovery. It’sexcellence andexpert
attentionineverydetail—rightdowntosomethingassimple asthe wheelchairride acrossthe hall.It’s
the distinctionbetweenfoodandtrue nourishment.It’saboutinterconnectedsupportservice
healthcare supportservice—andforyou,thatmeanslowercostsanda betterpatientexperience.We’re
inspiredbyyourneedsandchallenges,andwe have the solutions.
Establishingasuperiorhealthcare facilitygoeswell beyondmedical care itself—andeventhe most
expertcare reliesona strongfoundationforitssupport.AtHHS, we bringall the componentsof support
service intoharmony. We workfromthe ground up,fromensuringthatyour building’sstructure is
sound,to creatingspacesandnutritionthatfosterrecovery,tomakingsure eachpatient’sexperience is
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as uncomplicatedaspossible,andeverydetail inbetween.We
knowthe importance of yourtime and resources,andwe value
themjustas much as youdo. Focuson helpingpeople getbetter.
We’ll dothe rest.
Environmental Service Solutions
HHS Environmental Services(EVS)are tailoredhousekeepingandhospitality programsthatensure
financial lossare onlyafewof the productsof disjointedsupportservices.Poorlytrained,under-
resultsandharms the patientexperience.
Solution:EVSisn’tjustaboutmeeting CDCstandards—tous,that’sagiven. Toreduce the riskof HAIs
and to cultivate the mostpleasantatmosphere possible,we gobeyondthe basicsof “clean”byusing
industry-leadingpracticesandtechnologies,suchasournew Total Surface Coverage programthat
leveragesourexclusivepartnershipwithSDLabsto give ourpartnerfacilitiesyear-roundprotection
fromdangerouspathogens.We alsounderstandthatcleanlinessisonlypartof an excellentpatient
and,ultimately,more financial gainforyou.We alsoemployacomprehensivetrainingprogramto
ensure thatyour onsite managementandfrontlineteamsare continuallyeducatedonbestpractices—
not onlyforhigherHCAHPSscores,butfor a strong dedicatedteamthattakespride initswork.
We applyourextensiveexperience inacute-care supportservicesandhospitality,drawingonproven
On average,withinthe first12monthsof implementingourprograms,ouracute-care hospital partners
can expecttosee an HCAHPSTop Box increase of sevenpercentage pointswithrespecttopatientroom
and bathroomcleanliness.Afterthat,we continue tohone ourservice deliveryforthe patientsatyour
products, mission, vision,
noted importance to their
company, Six Sigma,
Programs, partners, their
industries, clients, services,
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We approachour infectionpreventionbybreakingitdownintosix components:
1. Changingthe culture of the EVS team
2. Trainingthe team
3. Usingthe righttools
We are continuallyresearchingnew methodologiesandbestpracticestoeliminate HAIs,andhave
introducedaTotal Surface Coverage programthatutilizesSDPRO,an antimicrobialcreatedbyour
We know thatno two communitiesare exactlyalike,anditis
importantthateach housekeepingprogrambe tailored
specificallytothe needsof eachfacility.Usingdatagathered
fromour partners,we have developedamasterproductivityschedulethatidentifiesthe time necessary
to cleaneacharea—downtothe minute.Thisblueprintisthe foundationof asuccessful housekeeping
Our experience hasproventhatarobust onsite managementteampositivelyimpactsfrontline team
We provide eachteammemberwiththe toolsforsuccess:industry-leadingtraininganddevelopment
programs,substantial companyresources,andincentiveprogramsensure thattheyare motivatedand
We backupall our performance claimsbyestablishingconcrete benchmarksandgoalsforall elements
Our CulinaryandNutritionsolutionsbringawhole new standardtohealthcare foodservice byoffering
Your Challenges:Whenitconcernsmakingacommitmenttotrulyhealthyfoodandlifestyle choices,it’s
oftenhardto get skepticsonboard.Lack of financial transparencycanleadtomoneypocketedby
external companies.Poorlyplanneduninterestingcafeteriaandretail spacesreduce revenue and
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degrade the patientexperience.Withoutpropercommunicationbetweenfoodservice andother
supportservice departments,foodandothervaluableresourcesare unnecessarilywasted.
Solution:HHSCulinaryandNutritionsolutionsismore thanjustdeliveringameal topatientsduring
theirhospital stay—it’sgivingthemthe nutritional supporttogetbetterfasterandempoweringpeople
as advocatesof theirownhealth.HHS isproudto offercommunityhealtheducation andactivitiestoget
and give youthe rebatesyoudeserve.It’salsoimportanttousto create as little waste aspossible—and
withconsistenteffective communication,we reduce the chance thatqualityproductswillgounused.
HHS PatientFlowsolutionshelpmove patientsthroughyourfacilitieswithlesswaittime,lessconfusion,
Your Challenges:Extendedpatientwaittimesforadmissionanddischarge leave patientsfrustrated—
and increasesthe numberof patientswhochoose toseektreatmentelsewhere.Clinical andtechnical
staff satisfactionisimpactedwhenpatientflowisn’tstreamlinedandtheyspendlesstime providing
clinical care for patients.Inefficientpatienttransportationprocessesreduce the numberof daily
BedWatchpatientthroughputsoftware withprovenmanagementsystemstoensure patientsare moved
throughthe facilitywithgreaterease.Thismeansmore openschedulesandanincrease insatisfaction
for cliniciansandstaff, more time forprocedures,anincrease inhospital revenue,reducedteam
Clinical and Biomedical Engineering
HHS Clinical andBiomedical Engineeringsolutionssupportpatientcare andenhance the use of
healthcare technology,keepingthe equipmentyou’veinvestedinperformingasitshould.
Your Challenges:Managingcomplex multi-vendor,multi-pointcommunicationhierarchiesthatincrease
confusion,cost,andrepairtimes.Lackof national benchmarksandbuyingpowerforpricingonparts
and services.Insufficientthroughputof preventiveandcorrective maintenance activities.Lackof
updatedtechnologythataddressesequipmentuse,lifecycle costs,andreal time locations.
Solution:Ourprogramsare tailoredtomeetyourspecificobjectivesandtobringtotal transparencyto
the clinical andbiomedical engineeringprocess—notjusttobetterserve yourpatients,buttomaximize
the ROI on yourcapital investments. We bring best-of-breedmanagementsystemsandquality
assurance throughHHS’s Clinical PeerReview methodologytoensure thatall projectsandinitiativesare
done right,on time,andonbudget.
We supportpatientcare by enhancingthe use of healthcare technologythroughproperengineering,
life of specializedstructuresandbuildingsystemswhile improvingthe Environmentof Care.
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HHS LinenUtilizationandLaundryManagementprogramsare designedtoeducate staff onthisvaluable
commodity,proactivelymonitorusage,andultimatelyhelpyousave tensof thousandsinannual linen
wastedonreconcilingyourinvoice overcharges.Withoutefficientmanagementof incominglinens,your
EVS departmentbecomesoverburdenedbylinendeliveryoverflow.Linenavailabilityisasource of
frustrationforclinical staff whoare focusedonpatientcare.
Solution:Linenisavaluable commodityinhealthcare andourprogramspinpointcostsavings
opportunitiesandcreate a culture of sustainedlinenawarenessacrossall clinical andsupportservice
departments.A reductioninconsumptionwithanincrease inavailabilityincreasesclinical andtechnical
From the momentwe drive throughyour gates,we
realize andrespectthatwe are enteringyourresidents’
homes.Withthatalwaysinmind, we are honoredto
promotesa highqualityof life. Fromcreating
makingsure yourcampus isstructurallysafe andsound,
Establishingasuperiorseniorlivingcommunity goeswellbeyondresidentcare – eventhe mostexpert
care reliesona strongfoundationforitssupport.AtHHS, we bringall the componentsof support
service intoharmony. We workfromthe ground up,fromensuringthatyour building’sstructure is
sound,to creatingspacesandnutritionthatfosterwell-being,tomakingsure eachresident’sexperience
isas comfortable aspossible,andeverydetail inbetween.We know the importance of yourtime and
resources,andwe value themjustasmuch as you do.
Our housekeepingservicesinclude tailoredhousekeepingandhospitalityprogramsto ensure hygienic,
A poorfirstimpression causedbyaninattentivehousekeepingteamcanthreatenthe potential
Lack of communication withresidentsleadstounmetresidentexpectations,withthe ultimate
Insufficientlytrainedandunsupportedmanagement andthe implementationof improper
systems canbe the cause for failedauditsandreports.
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communitywill appearlikeashowplace.Residentinterviews willallow residentstohave theirrooms
providingconfidence thatyourcommunityissafe andupto regulatorycompliance.
All of our systems,programs,andprocessesare gearedtowardcreatingasafe environment.Our
proactive approachto infectionpreventionisthe foundationof the servicesthatwe provide,andwe
breakour program downintosevencomponents:
1. Changingthe culture
2. Trainingthe team
3. Usingthe righttools
5. Ensuringpropercleaningchemical protocols
We knowthatno two communitiesare exactlyalike,anditisimportantthateach housekeeping
program be tailoredspecificallytothe needsof eachindividual seniorlivingcommunity.Withthisin
mind,we begineachnewpartnershipwithacomprehensive,onsite startup.A strong departmental
blueprintisthe foundationof asuccessful housekeepingteam.
Our systemsare builttomeetandexceedsurveyguidelines.Eachteammembermustknow how to
systematicallycleaneachandeveryareaof the community,andmustimplementthissystemeachand
everyday.Since the HHS approachis designedtobe systematicandensure success,we alwaysbegin
trainingbystartingoverfrom square one.Thiswill eliminate anyerroneousinformationandbadhabits
that have beendeveloped.
HHS worksto set departmentgradesfortraininginstructors.This will allowfrontlineteammembersthe
opportunityforcareerdevelopment.We alwayslooksforfrontline teammemberswhoshow a
projectcrews,weekendsupervision,substitute forassistantmanagers,andmayevenattendthe HHS
managementtrainingprograminHouston,Texas.We are proudof the manyexamplesof hourlyteam
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Our approachin managingwhatisimportantto yourresidentsisconsistentwiththe mannerinwhich
we came to understandyouroutsourcingexpectations.We ask,we listenandwe respondwitha
personalizedplan.Withinthe firstmonthof service,eachIllinoisandAlabamaresidentwill be
interviewedinregardtohousekeepingspecial requests.We will documentandimplementthose special
Gettingto knowindividual residentsandunderstandingtheirspecificneedsandcomfortlevelsallowsus
to buildaservice programthat producesa positive impactonresidentsatisfaction.The betterwe know
and understandeachresident,the betterwe canserve andaccommodate theireveryneed.
A vital aspectof our program isour emphasisongettingdirectfeedbackfromresidentsabouttheir
satisfactionwiththe cleanlinessof theirenvironment.Ourmanagementteamimplementsarounding
schedule thatinvolvesall housekeepingmanagers.Ourteamwill be roundingthe communitytospeak
HHS Diningismore than justdeliveringameal toresidents—it’sgivingthemthe nutritionalsupportand
Monotony inmenusmakesmealtime lessexciting,thus
Inconsistentsystemsanddisciplines leadstoloweredresidentsatisfactionaswell as
Creatingtailoredmenusspecificallyforthe residentpopulation,ratherthana corporate template,
attracts residentsoutof theirroomsforsocial dining.RoomService Ambassadorshelptocutdownon
miscommunication,allowingresidentstosee the same personfor12 hoursand orderdirectlyfrom
Communitycare startswitha strongfoundation –literally.HHSmakessure thatyourbuilding’s
Ineffective preventive andcorrective maintenance plansforall assetsunder management
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Residence renovationsandcampusimprovementsrelyonlocal knowledge of existingstaff.
Solution:Computerizedmaintenancemanagementsystemsencompassingall assetsprovide complete
visibilitytoall stakeholders—onanydevice,atanytime.National benchmarksandgrouppurchasing
guarantee financial transparencyandresponsiblemanagement.In-depthprojectmanagementthat
We helpyoutake care of your communityfromtopto bottom;fromprotectingequipmentand
surroundingstructure toevenassistinginshuttingacommunitydown.Inthe currentcomplex and
changinghealthcare environment,itisparamounttoprotect,produce,andrecouprevenue while
extendingthe life of specializedstructuresandbuildingsystems.We create softsavings,guaranteed
hard savings,andevencreate significantnew andpredictable revenuestreamsthroughexpert
Our program isall abouttransparency,therebychangingcomplexmulti-vendor,multi-campus,multi-
pointin-house programsintoasingle pointof contactforall requests,atall times,fromanylocation,
and anydevice.Inotherwords,yourteammembersandadministratorswill all be keptapprisedof each
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What are we researching?
Companies that specialize in janitorial, building maintenance, and property management.
o Normally servicing healthcare, hospitals, schools, corporate offices, public areas,
o Keywords: maintenance, janitorial, facility management, disinfection,
sanitization, infection control, cleaning services.
Where are they?
We are currently focused on companies headquartered in the Atlantic and Central regions
(often with offices in multiple states)
Will be moving into Mountain Pacific soon
Could be international as well but based in the US
Who are we looking for?
The “influencers” within the company
Who has the purchasing power
Who has the decision making power
Who our reps would be personally selling E-mist to
These contacts are different for every company
o Regional Operations Manager
o Purchasing Directors
o Regional Area Managers
o Area Managers
o Account Directors
o “Business Development” executives
o “Sustainability” executives
The Top 100:
In OneDrive, you’ll find a filed called the “Top 100 Contract Cleaning Company Initial Targets”.
In it, you’ll see a tab for each region. Within each tab, you’ll find a list of companies with their
headquarter city, web address, employee size, additional locations, SIC and NAISC codes,
revenue, square feet serviced per day, and associations they belong to.
These are the top companies we have discovered and done baseline research for so far. They are
“on our radar”, so to speak, for the representatives to try to get sales meetings with. Now that we
know what company they are, it is necessary to find out who we’re looking for- Lead Research.
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Step One: Setting up your spreadsheet:
1. Pull a company name from one of the regions in the Top 100 spreadsheet.
2. Open a new workbook and a blank spreadsheet.
3. Name the spreadsheet the name of the company.
4. Format the spreadsheet like this example:
Step Two: Initial starting places:
Look on the company website for an “executive team” or “our staff” page.
Look up the company name on Lead Ferret and see if there are any names listed.
Search the company name on LinkedIn and see if employees are linked together.
Use another business research site such as Bizapedia, Aihit, Manta, etc. to find a few top
names or locations.
For example, when you find at least one employee on LinkedIn that is
within the company you’re researching, usually in the “People Also
Viewed” side bar, there are more employees linked.
Here is an example of a search on Manta.com. It lists the CEOs
name which you can then take to LinkedIn to find more employees
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Step Three: Building out your spreadsheet:
Start putting names you find from your initial searches into the formatted spreadsheet.
Fill in more details such as position name and region from information on LinkedIn or a
Here’s an example of the details you can take from a LinkedIn search: Title, Location, whether or not
they still work for the company, and a description of what they do. This description can be helpful for
determining whether they are in a place to make a purchasing decision, if they can get us in contact
with who we need to reach,and how strong of a contact they are within the company.
Sometimes we just an initial search you will come across an email address or phone
Fill out as many names and roles as you can find with as much detail from your initial
Like the example above, you may not have contact information yet but it is important to
have an idea of what roles and people are within the company.
Most of these companies are large and have multiple offices; try to get at least three
contacts per regional office you can locate so we have a lot to work with in each area.
If you come across a description of duties of a position, it is helpful to add it as a
comment on the cell of that position title so we know who is in charge of what moving
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Searching for Direct Contact
Once you’ve got a good list of management and possible decision making contacts, you’ll
need to fill in direct email and phone numbers.
It’s best to first look for personal phone or personal business numbers and then use office
numbers if you come to a dead end.
Lead Ferret is an option for finding initial contact information per company.
Go to leadferret.com and set up an account to begin searching.
On the main search page, it is most effective if you search by company name to get a list
of potential contacts.
On a contact information page,
make sure it is the same company you are researching as there are many with similar
It is also helpful to cross-check employee’s names that come up on a Lead Ferret search
by looking them up on LinkedIn to make sure they still work for the company and the
information is not out dated; sometimes it is.
If they are not on LinkedIn, try a google search.
Email addresses - the grassroots way:
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Another good starting place is the “contact us” page or section of the company’s
o Sometimes, they will have direct contact information for the individuals you are
looking for and some will only have “contact us” general office information
o You will usually find something like “infomation@__.com” or “sales@___.com”
like the example below:
This is usually an office administrator or auto-response email and is not an executive’s
personal contact but it is useful!
Most individual employee emails will have the same ending as the company email listed
on the website.
o Take “@cushwakenm.com” and use it to search for other contact emails buy
google searching just the ending in quotation marks to return a strict result of just
It will return emails with that ending that you can see match the contacts you’ve
Like here, in some cases, the contact’s personal phone number will be with the
email and you can go ahead and copy this into the worksheet as well.
You will also learn the company email address format and use it to find other
contact’s email addresses as most are the same.
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From here you can look up individuals name plugged into the format and see if
you find a match and more information.
Often times once you have a personal email address, it is easy to find a phone number
that has been saved somewhere along with it.
An easy way to do this is to lookup the email address you have for the contact in
parenthesis on Google so it looks for documents that mention that email specifically.
It will lead you to pages where that individual has left their contact info and usually
includes phone numbers.
For example, here Ann Stahley
from Cushman and Wakefield
left herpersonal information at
the bottom of a lease brochure.
Strictly searching heremail on
Google will leadyou to pages
Filling in Physical Addresses:
Getting a physical address per contact helps determine at which offices key contacts are
located for when we are in the process of setting up meetings.
Sometimes, when searching individuals using their emails or phone numbers, you may
get home or personal addresses.
It is better to look at the area, city, or region they are located and try to determine which
office address they would be located at.
The easiest way to do this is to look at the company’s regional office or headquarters
addresses and use the correlating address closest to the area they are listed in on
LinkedIn, Lead Ferret, or a google search.
o Most top executives (CEOs, CFOs, etc.) will be using the headquarters physical
o “Regional” titled executives will have an address other than the headquarters
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o Site managers, area managers, and project managers likely also correlate to a
regional office address closest to them.
Additional Company Information:
As you go through the process of filling out the lead spreadsheet, you will likely come across a
lot of information about the company you’re researching. It is important to collect as much
relevant information as you can about company focus, management structure, and industry
o Going through the company’s website and taking a look at what they feature as
their specialties or advantage is important.
o They may focus on healthcare, schools, or “clean room” cleaning.
o Print out any pages with information like this to file.
Here, you can see Pristine Environments, Inc. has
particular expertise in aerospace maintenance
and data “clean room” services. You would print
out the pages with information to keep.
o Something that can help us determine who the ideal contacts are and what area of
the company we are in contact with is understanding the management structure.
o A good starting place is to look on the company website for an “our team” page to
determine who top management is.
o On LinkedIn, you can usually see through someone’s past positions posted how
internal structure works:
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o While researching and going through company websites, you’re going to notice
reoccurring trends; here are just a few examples:
Sustainability/ “Green Cleaning”
US Green Building Council/LEED Certification
Green Seal approval
BOMA- Building Owner and Managers Association
ISSA- International Sanitary Supply Association
IREM- Institute of Real Estate Management
IFMA- International Facility Management Association
CETA- Cleaning Equipment Trade Association
BSCAI- Building Service contractors Association International
ARCSI- Association of Residential Cleaning Services
RFMA- Restaurant Facility Management Association
IEHA- International Executive Housekeepers Association
o Any information on these and your company you come across can be printed out.
o Once you are finished with contact and company research, you will compile and
file this information so it is on hand when we have everything we need to know
about the company when we get in contact with them.
o Remember, you are the only one doing the initial research on the company, so
gather the information a representative would need to know.
If you come across smaller companies in the areas you’re researching, take note of their
names and print out a few pages of their website- we don’t want to rule them out
Give these to Sydnie to be filed under “travel lists” (companies to visit while travelling)
for the representatives.
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Here are some example logos you’ll see frequently:
Bid Lists, Governments Files, and Attendee Lists:
While you’re finding contact information, you may open documents that are official bid
lists from cities and government institutions as well as conference sign in lists.
They will have the contact information for plenty of other janitorial companies similar to
the one you’re researching.
Save these! Bookmark them; you will likely find contacts for other companies you will
research on them as well.
These give us an idea of who the larger companies are in each area and discover new
companies and contacts.
When your Lead Spreadsheetand Researchis complete for a company:
After you’ve filled out as many important leads as possible in your workbook and
gathered enough information to give a clear picture of the company, email Sydnie letting
her know you’re done with lead research and include few important details about the
The subject should be the company name so we can easily find it and refer to it.
Organize it in a brief outline; think of it as an “elevator pitch” for the company.
It can be shorter or longer depending on how much specific information you think should
There is an example email on the next page.
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Filing your research:
Once you’ve completed everything and written an email, print out the email, organize
anything you’ve printed out for the company, and bring it over to Sydnie to make a file.
Put the company name on the file tab and which region it is located in.
Put the printed out email that you’ve outlined your research in on top of the other
File alphabetically in the filing cabinet, ready to be pulled out and used for contacting
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You’re ready to start your time as an E-mist Intern! Good luck!
Meg Powell SophiaEllis
TCU Classof 2018 TCU Classof 2017