The objective of profiling target accounts is to create new demand for the compelling proposition which was documented in Stage #2 as the Thought Leadership Point-of-View. IDL structure the target account profile interviews according to the format of the Point-of-View and IDL delivers a narrative transcript of the interview to provide the IT solution sales person with the greatest insight and compelling reason-of-call. The profiling process covers these stages with the interview normally structured around 4 key points.

Target Accounts Database: IDL build a 100% custom database of decision-making contacts at the agreed target accounts for the compelling solution and the database passes to the IT solution provider upon completion of the project.

Profiling How is the prospect prioritizing action around the compelling issues - for example, the SEC NASD & NYSE Rules for Business Continuity - is compliance with these rules a priority and if so when is action anticipated and by whom.   What IT solution is budgeted to deal with the compelling issues - for example, is investment planned in an IT solution to reduce the cost and risk of complying with the SEC NASD & NYSE Rules for Business Continuity, and if so what type of solution and when is it scheduled to be implemented.   Who is funding the solution and what is the estimated budget - for example, who are the stakeholders in the budget decision for the SEC NASD & NYSE Rules for Business Continuity, and what is the budget estimated value.   What engagement process for the prospect with the IT solution provider would deliver the most value - for example, may we arrange for the IT solution provider to present their Thought Leadership Point-of-View to the stakeholder group etc.

Outcome Reporting: IDL reports the Profile outcomes to the IT solution provider using an online tool that offers access to the interview information immediately it leaves IDL Quality Control processes.