Case study
Over £2m added to the pipeline from contacts buried in email
Frankham Group, a built-environment consultancy with six subsidiaries, was moving to Deltek with its contact data spread across spreadsheets, legacy systems and inboxes. After an AI workshop with the senior team, we used AI to extract over 15,000 contacts from email, enrich them and feed them into Deltek every night.
2023–24
- 15,000+
- contacts extracted from email2023–24
- 1,500
- contacts found that had slipped through the cracks2023–24
- £2m+
- added to the sales pipelinefirst 6 months
The challenge
Frankham Group provides design, engineering and consultancy services through six subsidiary companies, including Frankham RMS. Information on clients and prospects was kept in a mix of spreadsheets, legacy systems and ad-hoc tools, and the group was moving to a new Deltek ERP by Q2 2024. Many contacts existed only in the email system, and opportunities with potential, existing and historic clients were being missed. The senior team was keen on AI, but what they read about it said little about how to apply it to a business like theirs.
What we did
- 2023 — a two-hour AI workshop with the senior leadership team, which surfaced the contact data sitting in the group's email
- Pilot: contact data quality assessed by source, validation services and AI models tested, and the Deltek import format agreed
- Extraction: AI read email signatures for contact details and recorded who each contact dealt with, how often and about what
- Enrichment: current role and professional background added from LinkedIn and other sources
- Integration: nightly updates into Deltek, with flags for the business development team and alerts when a contact changes company
What we built
- Contact extraction from email signatures
- Interaction history for every contact
- Enrichment from LinkedIn and other sources
- Nightly updates into Deltek
- Priority-contact flags for business development
- Alerts when a contact changes company
The result
Over 15,000 contacts came out of the group's email, including 1,500 that had slipped through the cracks. In the six months after the extraction, more than £2 million was added to the sales pipeline. The business development team now hears when a contact moves company, which is a reason to get back in touch, and the group has a working example of AI paying its way.
- Microsoft Outlook
- Deltek
- AI extraction
- LinkedIn enrichment