We built a contact database for an Austrian company that sells into steel plants.

Fesios is based in Gmunden and is run by a metallurgist. Its market is the hot end of steelmaking: melt shops, basic oxygen furnaces, electric arc furnaces, ladle furnaces, vacuum and RH degassing, and continuous casting of slabs, billets and blooms. Iron making, blast furnaces, rolling mills, sinter making and coke making were outside the brief from the start.

The client supplied the company list and we found the right people inside each one. The rule was up to six contacts per company, 150 a month, towards 450 contacts in total, and one contact per company for the sample.

The titles were technical and senior: metallurgists and R&D metallurgists, process engineers, production technologists, metallurgical and lead engineers, principal specialists, plant managers and directors, area managers, deputy managers, and managing directors of steel production. Later the brief widened to decision makers in automation and digitalisation, investment and capital projects, green steel and sustainability, and logistics. Finance, accounting and HR were never targets.

The engagement ran from May 2021 to June 2024.

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