PDF + Excel workbook
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Audit a sample for company fit, contact evidence and freshness. Get a PDF checklist and an editable Excel review sheet.
Get the free guide ↗PDF + editable worksheet · Data & research
A company changed. What should you say next?
A research sheet for director appointments, office moves and other company updates, with an evidence trail and example openers.
The short answer
How should a company update inform your outreach?
Confirm what changed in the original source and whether it affects the business you serve. Write a possible problem as a question, identify the relevant person and choose a small next step. An update can justify research; the buyer still needs to tell you whether the problem exists.
Before you begin
What you will take away
Your alerts produce facts, but sellers struggle to turn them into a relevant reason to contact someone.
- A sourced research note and one opening question that the recipient can answer.
- PDF + editable worksheet. Four-page PDF with a reusable worksheet.
- Examples are illustrative and can be adapted to your sector.
- Use it with your current tools, then keep the next step on the company record.
01
Work through the problem
Messages congratulate a new director or mention a filing without explaining how the conversation could help.
1. Record the actual change
Save the source URL, event date and date checked. Distinguish a filing date from when the underlying event happened. Keep the exact business identifier so a similar company name does not mislead you.
2. Check what it does not tell you
A registered-office move may be an administrative change. A director appointment does not prove a budget, a vacancy or dissatisfaction with a supplier. Write those unknowns beside the fact.
3. Connect the event to your offer
For an IT provider, a confirmed operating-site move could raise a question about handover arrangements. If your offer has no credible connection, retain the research note and look for another account.
4. Find the person who owns the process
The newly appointed director may not own the task. Check the company’s own team information and an up-to-date professional profile. Keep the person and the operational question together.
5. Write one answerable question
Mention the specific fact briefly, state the process you help with and ask whether it is relevant. Avoid claims that you know their plans. Log the reply and next step against the company record.
02
Worked example: an office address change
A facilities supplier spots a new registered address. It checks the business website before assuming the trading premises moved. If an operating-site move is confirmed, an opener could be: “I saw your team has moved to the new premises. Who is coordinating the handover for site maintenance?” If the address is just a company-secretarial change, that opener has no basis.
Situation
What changed, when, and where did we verify it?
Problem
Which process might the change affect?
Implication
What would be delayed if that process were not ready?
Need-payoff
Would a short handover checklist help the person responsible?
03
Your working sheet
Use these fields to keep the facts, decisions and next actions together.
- Company and identifier
- Event and event date
- Original source and date checked
- Confirmed facts
- Unknowns and alternative explanations
- Possible operational problem
- Person responsible
- Opening question and next action
Before you use it
- The message is supported by a current fact.
- The record keeps uncertainty visible.
- The question relates to an actual service you provide.
- The reply, rather than the event, determines the next step.
Common questions
Before you download
What files do I receive?
PDF + editable worksheet. The kit contains a four-page PDF and an editable text worksheet.
Do I need an Adapt account?
No. Use the worksheet with your existing tools. No account, payment or trial is required to download it.
Are these real customer examples?
No. Examples are illustrative. Adapt them to your own sector and check the facts before using them in a conversation.
Will I be added to a mailing list?
The request is saved so the team can understand which guide you requested. You can separately opt in to guides and product updates using the unchecked box on the form.
Sources
Where this comes from
The references support the underlying methods and checks. Examples and worksheets were written by Adapt Leads.
- Companies House company search ↗Check company identity, status, officers and filings against the original record.
- Huthwaite: SPIN questions ↗The original methodology explains Situation, Problem, Implication and Need-payoff questions. The examples here are Adapt Leads exercises.
Free download
Keep the guide to hand.
A sourced research note and one opening question that the recipient can answer.
- Four-page PDF guide
- Reusable worksheet with practical checks
- Original examples to adapt to your sector
Free to use. No card or trial. See how the same work continues in Adapt.
Your download is ready
Keep your copy and put it to work.
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