Lead Generation in Southwestern Virginia

The Challenge

The Virginia Coalfield Economic Development Authority (VCEDA), a regional economic development authority of seven counties and one city in southwestern Virginia was seeking the services of a qualified prospecting firm to evaluate its targeted industry market sectors and conduct economic development lead generation marketing services to attract new business to the region.

The Solution

VCEDA hired Camoin Associates to design and implement a robust prospecting plan that targeted certain key industries known to cluster and succeed in the area. The project plan included identifying viable target companies through research and then outreach, with a goal of scheduling 12 qualified meetings between a VCEDA representative and an interested key executive at the company.

The scope of work included a client orientation covering project scope, client expectations, qualification parameters, geographic focus, and target industry refinement. Throughout the contract term, regular status updates provided the client with intel on what our team was hearing in real-time, allowing the project team to pivot as needed to ensure Camoin Associates was able to deliver the highest-quality leads.

The Impact

The high quality of the leads from this effort resulted in VCEDA extending its contract with Camoin Associates for these services for over five years. The leads that have been identified through these ongoing efforts have resulted in a number of site visits and project announcements for the region.