Pitch preparation time cut from hours to under 30 minutes. Every inbound request met with a briefing already assembled before anyone picks up the conversation.
The problem
When someone fills in a contact form or books a meeting, you know very little about them. A name, a company, maybe a line about what they're looking for. The research that would make the first conversation substantive — who they are, what they do, where the likely pain is, which angle is relevant — still needs to happen, and it happens manually, right before the call, if it happens at all.
For a consultancy or advisory business, that first conversation is the pitch. Arriving unprepared doesn't just waste time — it signals exactly the opposite of what you're trying to demonstrate.
How we built this
At Nornilo, this is the system we use for every inbound contact. When a request comes in — through a contact form or a meeting booking — an automated workflow triggers before anyone reads it.
The first step is anonymisation: personal identifiers are stripped from the request before any data leaves our systems, so the research workflow operates on company and context information only, not on the individual. This matters both for GDPR compliance and for keeping the research focused on what's actually useful.
From there, the workflow identifies the company — from the domain, the organisation name, or both — and runs an automated research pass using publicly available information: what the company does, the industry context, their likely operational profile, any signals about where automation or workflow problems might exist. That output is cross-referenced against Nornilo's capabilities and value proposition to identify the most relevant angles to pursue.
The result lands in our inbox as a structured briefing: a few paragraphs covering the company background, the nature of the request, the likely opportunity, and the angles worth exploring in the first conversation. By the time someone sits down to prepare for the call, the groundwork is already done.
What this looks like in practice
The same pattern applies to any business where inbound contacts deserve a prepared, personalised response — professional services, advisory, consulting, complex B2B sales. The specifics vary: the research sources, the cross-referencing logic, the format of the output. What stays consistent is the principle — the first conversation should start with a point of view, not a blank slate.
A typical build involves a form or calendar trigger, an anonymisation step, a research workflow (we use n8n with LLM integration for the analysis and synthesis layer), and a delivery step that puts the briefing somewhere useful before the conversation happens. The whole workflow runs in minutes.
Part of our AI Enablement and Process Automation work. See How We Work for engagement options.
