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Description
Account-driven business where knowing the client is everything
JLL is a global commercial real estate services firm advising enterprises on leasing, workplace strategy, capital markets, and property management. Their business is fundamentally account-driven: enterprise clients have complex corporate structures, regional entities, and shifting decision-makers.
Winning and expanding accounts depends on knowing two things reliably: what the company looks like today (size, footprint, HQ, structure), and who actually drives decisions (titles, seniority, and contactability).
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Problem
JLL's data pain isn't exotic — it's constant
Decision-makers change roles frequently
Especially in procurement, facilities, and finance.
Contacts in CRM become stale
Leaving account teams chasing wrong people.
Corporate structures shift
Due to acquisitions and reorganizations, but hierarchies in CRM lag behind.
Manual research overhead
Account teams waste time doing manual research before meetings, QBRs, and outreach.
The result
The result is slower pursuit cycles and missed expansion opportunities inside the same account.
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Solution
API-driven enrichment and refresh feeding CRM and account planning tools
JLL uses TargetWise as an API-driven enrichment and refresh service feeding CRM and account planning tools.
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Scheduled refresh of strategic accounts
Strategic client accounts are refreshed monthly or quarterly to keep:
Company — current
Company size
Industry
HQ country
Contacts — up to date
Verified email
Direct dial
Job title
Seniority
LinkedIn URL
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Pre-outreach validation
Before campaigns or executive outreach, contacts are re-verified to avoid wasted touches and to identify current stakeholders.
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Controlled field set
JLL only stores the eight high-leverage fields to avoid clutter and maintain data governance.
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Result
Account teams operate with more current intelligence
✓
Better stakeholder accuracy
Fewer "wrong person" outreach attempts.
✓
Faster preparation for strategic meetings
Because firmographics and LinkedIn URLs are already available.
✓
Improved outreach efficiency
Due to verified email and direct dials.
✓
Less manual research workload
Freeing teams to focus on deal execution.
Summary
JLL uses TargetWise as an API-driven enrichment and refresh service feeding CRM and account planning tools. Account teams operate with more current intelligence — better stakeholder accuracy, faster meeting preparation, improved outreach efficiency, and less manual research workload.
