The document discusses effective prospecting strategies for leveraging annual reports, specifically focusing on Egypt Air as a case study. It highlights the potential for IT solutions within Egypt Air’s subsidiaries and suggests a systematic approach for companies to enhance their business relationships and revenue streams. The author outlines specific steps for researching contacts and formulating access plans to new prospects within the company.

1. Effective prospecting using Annual Reports:
Following is a glimpse on a well-known Egyptian company that is a heavy user of
technology; Egypt Air (EA)!
I am sure may IT companies have been working with EA for
years; selling to their data center, competing with others to
get a bigger piece of the pie, getting into price wars with
competitors, etc.
On the other hand, I have a feeling that not many companies
have a comprehensive account plan for EA that can double the
revenue coming from EA (as an airline only).
EA is a holding company that has affiliates and subsidiaries,
each with significant potential for IT solutions (infrastructure,
computing, applications, etc.). The attached pictures show:
1- EA Board members name and designation
2- EA subsidiaries including names, line of business
and person in charge.
3- EA ownership in those subsidiaries
What do we do with this info:
1- Socially research the names (LinkedIn, Twitter, FB)
2- Read relevant information including annual report of those subsidiaries
3- Research their business and build relevant insights
4- Use our relationship with EA (if we have a
good story there), and ask for referrals
5- Formulate an access plan and start calling on
the new prospects.
Happy selling … Ashraf Osman, Cairo Jan. 2018