How we work / Signals
How we find the moment.
Good outreach lands when something just changed for the buyer.
Enquirer Consulting Group (ECG) times outreach to a buyer's real moment. We watch for public signs that a company's situation just changed, such as a new hire, a funding round, an FDA clearance or a new facility. We check each one at its source, match it to what you sell, and turn it into one plain sentence that gives the buyer a reason to talk now. When there is no real signal, the message does not invent one.
- Market + data
- Messaging
- Outbound engine
- AI + automation
- MonHiringPosting for a field service lead, Southeast region
- TueFDA clearance510(k) cleared for a new catheter line
- WedNew siteOutpatient imaging center announced for spring
- ThuNew leaderA new VP of supply chain starts
Saw the new imaging center is due to open in the spring. Who is setting up service coverage for it?
The short version
What is a buying signal?
A buying signal is a public, dated sign that something changed inside a company you want to reach.
Some signals say a company fits: it sells into the right market, at the right size, with the problem you solve. Others say why now: a new leader, a new site, a product just cleared for sale. Fit decides who belongs on the list. Timing decides who hears from you first.
What we watch
Which moments do we watch for?
These are the moments we watch for in US medical and pharma. Each one is public, dated and checkable, and none of them needs private data. The lines are examples of the one sentence a moment can become.
01Hiring
A role opens.
A posting for a sales, quality or service role shows where a company wants to grow, and what it is short of while it hires.
Example lineSaw the posting for a field service lead in the Southeast. If coverage there is stretched in the meantime, we may be able to help.
02Funding
Money lands.
A funding round or a new investor means a plan with a deadline. Budgets for the next stage get set soon after.
Example lineCongratulations on the new round. If the next stage includes a US launch, a short call on distribution coverage could be useful.
03FDA clearances and recalls
A product clears, or is pulled.
A 510(k) clearance or an approval is public and dated, and a launch usually follows. A recall is different: we flag it to your team and hold outreach unless your offer genuinely helps with the fix.
Example lineSaw the 510(k) clearance for the new catheter line. As launch planning starts, would a short call on distribution coverage help?
04New facilities
A site opens.
A new hospital wing, imaging center, lab or plant needs equipment, service contracts and the people who buy them.
Example lineSaw the new imaging center is due to open in the spring. Who is setting up service coverage for it?
05Leadership changes
A new leader starts.
New leaders often review suppliers and priorities early, which opens a door that was shut to an outside partner.
Example lineCongratulations on the new role. When you review the supplier list, I would like to be a name on it.
06Trade shows
A show is on the calendar.
An exhibitor list or a speaker slot tells you who will be in the room, and gives both sides a reason to meet there or right after.
Example lineI see your team is exhibiting at the show next month. Worth a short meeting on the floor?
07Technology changes
A system changes.
A new records, ordering or imaging system changes workflows and integrations, and the people who own them are open to help.
Example lineSaw the move to a new records system is underway. If order workflows are part of the change, we should talk.
08Content engagement
A buyer leans in.
A comment or a share on a post about your field shows attention. It is the lightest signal, so we only use it alongside a stronger one.
Example lineYou commented on the piece about value analysis committees. Curious how your team handles product reviews today.
From signal to sentence
How does a signal become a reason to talk?
Spot it
We watch public sources for the moments that matter to your buyers: company announcements, job postings, FDA databases, event lists, news and professional networks.
Check it
Each signal is checked at its source and dated. A stale or thin signal is dropped, not stretched.
Match it
The signal is matched to what you actually sell, using rules agreed with you in the build. A signal that does not connect to your offer is ignored.
Write one line
The signal becomes one plain sentence in the buyer's world: what changed, and why a conversation is worth having now.
Approve and send
Your team signs off the rules and the claims before anything sends. The engine fills one named line per buyer inside the approved message. It does not write the rest of the message on the fly.
The test for every line: would the buyer recognize it as true, recent and about them? If not, it does not go out.
The guardrails
What do we never do with a signal?
- Touch patient data. The engine runs on business contact data and what companies publish about themselves.
- Invent a signal, or guess at one. No signal means a plain, relevant note instead.
- Sell on a recall. A recall goes to your team as a flag, and outreach waits unless your offer helps with the fix.
- Reach into anyone's private life. We stay with what a company has made public about its own business.
- Make claims your compliance team has not approved. Every message is built on your approved claims and reviewed with you before it sends.
Where it sits
How does this fit Build, Run, Own?
Signals are part of the outbound unit we build for you, not a separate product. They follow the same four-month arc as everything else.
Build.
We set up the signal rules with you: which moments matter for each product line, which sources to watch and which lines are allowed.
Run.
The engine watches, checks and fills the line while the unit runs in your market. Interested replies reach your sellers with the context to take the call.
Own.
At handover your team keeps the rules, the source list and the line library, with the trained operator who ran them.
Questions
Frequently asked questions.
- Is this the same as intent data?
- Not quite. Intent data usually means research activity inferred from third-party sources. We start from public, dated events a buyer would recognize, such as a clearance, a hire or a new site. Lighter signals, like engagement with content, only count alongside a stronger one.
- Is the message written by AI?
- People write the message, on your approved claims, and review it with you before anything sends. AI helps find and check signals, then fills one named line per buyer inside that approved message. It does not improvise product claims your compliance team has not seen.
- What happens when a buyer has no signal?
- They still get a relevant note, built on why companies like theirs buy from you. We do not force a moment that is not there. Timing decides who hears from you first. It does not decide who is worth reaching.
- Does signal-timed outreach work in a regulated market?
- It works inside your rules. Signals come from public company information, messages are built on approved claims, and your compliance or regulatory lead signs off before anything sends. We give no legal advice.
- Do we keep the signal system after the four months?
- Yes. The signal rules, the source list and the library of approved lines are handed over with the rest of the unit, along with the trained operator who ran them. See what an engagement looks like.
Start here
See which moments matter in your market.
Tell us how you sell today. We come back with a free Reachable Buyer Map: which buyers you can reach, which channels are idle, and what we would build first. No obligation.