LinkedIn Research Guide

1Go to the Company's LinkedIn Page

Open the "Company LinkedIn" URL from your CSV. For example:

This takes you directly to SCS Group's company page.

2Click "People" Tab

On the company page, click the "People" tab (usually under the company name). This shows all LinkedIn members who list this company as their employer.

3Filter by Job Title

Use LinkedIn's built-in filters to find decision-makers. Look for these titles:

• Operations Manager
• General Manager
• State Manager
• Facility Services Manager
• Business Development Manager
• Managing Director / CEO (for smaller companies)

4Alternative: LinkedIn Search

If the company page doesn't have many people listed, use LinkedIn's search bar with this format:

Or copy the exact query from your CSV's "LinkedIn Search Query" column.

5Record the Details

When you find a decision-maker, record:

• Full Name: Copy/paste into your CSV
• Job Title: Exact title from their profile
• LinkedIn URL: Right-click profile → Copy link

Prioritize These Titles (in order)

1. Operations Manager / General Manager
   They make equipment purchasing decisions or influence them directly.
2. State Manager / Regional Manager
   Responsible for multiple sites — high-value targets.
3. Facility Services Manager / Contract Manager
   Manage day-to-day operations and equipment needs.
4. Business Development Manager
   They care about ROI and competitive advantages (good angle for Blancus 40 pitch).
5. Procurement Manager / Purchasing Manager
   Direct control over equipment buying — but often need ops manager approval.

Batch Processing (Recommended)

Don't research all 50 companies at once. Work in batches:

Week 1: Research top 10 high-priority companies

• SCS Group, IKON, SKG, Advanced Group, Cirka
• Performance Property, CIC, MediClean, Ominta, Serco

Week 2: Next 15 medium-priority companies

Week 3: Remaining 25 companies

What If You Can't Find Anyone?

Some companies have limited LinkedIn presence. Try these alternatives:

Option 1: Check Company Website

Look for "Our Team" or "Contact" pages. Sometimes they list operations managers.

Option 2: Call Reception

Receptionists often know or can transfer you to the right person.

Option 3: Use Generic Title

If you can't find specific names, address emails to "Operations Manager" or "Facility Services Manager" and send to info@company.com. Less personal, but still works.

Copy/Paste These Search Queries

Use the "LinkedIn Search Query" column in your CSV. Examples:

Paste directly into LinkedIn's search bar. Adjust if you get too many/few results.

Advanced LinkedIn Filters

After searching, use LinkedIn's filters (left sidebar):

• Location: Set to "Greater Melbourne Area" or specific suburbs
• Current Company: Select the company from dropdown
• Industry: Choose "Facilities Services" or "Commercial Cleaning"

You Don't Need 150 Perfect Contacts

Here's the reality:

1 strong contact at 20 high-value companies > 3 contacts at 50 companies

Why? Because:

• Operations Managers usually loop in other decision-makers if interested
• Better to have 20 well-researched, personalized emails than 150 generic ones
• You can always add more contacts later if the first person doesn't respond

Examples from Your Target List

Adam Browning - Victorian Sales Manager, SCS Group

Good target: Sales manager role means he understands ROI and competitive advantages.

Joe Cremona - General Manager, IKON Property Services

Perfect target: GM level, large company, Melbourne-based. High decision-making authority.

George Tahan - Managing Director, IKON Services Australia

Top-level target: MD role. May not handle day-to-day equipment purchasing, but good for relationship building.

Action Plan

1. Download the decision-makers CSV (link below)
2. Start with Row 1 (SCS Group) - Adam Browning & Jason Janes already found
3. Work through top 10 companies first (15-20 mins each)
4. Record findings in CSV as you go
5. Start outreach once you have 10 contacts (don't wait to finish all 50)

⬇️ Download Decision-Makers CSV