Do clients supply their own contact lists or do you source the lists for them?

Cormac Repman
2 days ago
3 min read

About 80% of the time, clients bring their own lists to us, and we work directly with their data. The other 20%, we source the contacts ourselves and charge them for the research and enrichment.

When clients supply their own lists

Most companies already have a list in mind—it might be from a previous campaign, a target account list they've built, existing CRM data, or industry research they've done. We integrate directly with that. You tell us the titles, industries, company sizes, or geographies you want to target, and we take it from there: clean the data, verify emails and phone numbers, then launch sequences.

This approach works because you already know your ICP. You've done the work to identify who you want to talk to. We're just the execution layer.

When we source the lists for you

Sometimes prospects say, "We know the industry and the problem we solve, but we don't have a list of people to contact." That's when we step in. We research and build the list from scratch—pulling decision-makers and contacts that match your ICP, verifying their information, and handling all the enrichment.

The cost varies depending on list size and complexity. For a basic 500-contact list in a straightforward industry, expect $2,000-$4,000. Highly specialized verticals or narrower targeting criteria (C-level only, specific geographies) run higher. We pass those costs through at cost—no markup—because we only charge for qualified meetings anyway.

Why we don't just source everything

You might wonder: why not always source the list? Two reasons. First, most companies have better targeting knowledge than we do. You know your best-fit customer profile; we know how to reach them. Second, sourcing takes time. If you have a list ready, we can launch campaigns within days. If we're starting from scratch, add 2-3 weeks for research and verification.

The quality piece

There's a hidden reason 80% of clients supply their own lists: quality. A list you've vetted and refined tends to perform better than one we source, because you've filtered for things we can't—product-market fit, competitor proximity, or past interaction history. If you're in B2B SaaS and you already know the top 30 accounts in your space are your real targets, that list beats a generic industry search every time.

When we do source, we're conservative. We pull from verified databases, skip obvious spam signals, and target roles we know convert. But your domain expertise always adds value.

How it works in practice

Clients who bring lists move the fastest. You send us a spreadsheet (names, titles, companies, emails), we validate and enrich it, then sequences go live. Clients who ask us to source usually do it because they're entering a new market or expanding their ICP, and they want that initial research investment upfront.

Either way, you only pay for qualified meetings—not for the list, not for calls, not for activities. If we source the list, that's the only time there's an upfront cost outside of our per-meeting fee.

The bottom line

Do what makes sense for your situation. Have a list? Send it over. Starting from scratch? We'll source it and pass on costs transparently. The main variable is speed and who has the better targeting knowledge.

Ready to talk through your specific situation? Book a call with us and we'll map out which approach makes sense for your market.