For us, list-building is very much a “bread and butter” part of what we do. We could be awesome on the phone (we are) and write incredible emails (we do) but none of it would matter if our prospect lists were duff.

As I’m relatively new to business development compared to some of the experts I rub shoulders with, I just always assumed everyone had a team like we do, scouring the web and building databases for clients. But it turns out that many folks (including some of our competitors!) buy them in from external list-building companies.

The big question is, does it matter?

Well… my answer starts with a question (I’m like a politician in that way). What process that wasn’t purely mechanical was ever improved by automating it or cutting corners? Sure, some list-building agencies allow you to manipulate twenty drop down lists and tick as many filter buttons as you can, but without a smart human eye-balling every list made, something will slip through the cracks.

If you want a list you can depend on, invest as much time, effort and love into it as possible. These names and numbers potentially represent the future of your company. These are they guys you plan to collaborate with (and be paid handsomely by) for years to come., so invest invest invest.

If buying in the same list your competitors bought in last week seems like the strongest move, then fine; fill your boots. However, some diligent desk research and directory interrogation might uncover the real prospects that haven’t yet made it onto the communal “for sale” lists.

Happy hunting.