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Case study

Jun 19, 2026

min. read

How Build Concierge turned 60,000 LinkedIn connections into meetings

TL;DR

Build Concierge is an AI-powered customer engagement platform for field services businesses in the UK
Based in Leeds, its sales development team recently used Handshaik for a data enrichment exercise
From an initial cohort of 60,000 LinkedIn connections, Build Concierge were able to drill-down into 17,000 ICP prospects, enriched with up-to-date phone numbers and email addresses for outbound marketing activity
Simon Field, Co-founder of Build Concierge, says Handshaik is “the dealmaking tool for anyone who’s serious about growing their business”
Now, they’re looking forward to further utilising the platform through the new people search functionality, finding the right decision-maker within a target business

Building a pipeline with the right people

Build Concierge is an AI-powered customer engagement platform for the UK field service management industry. Trusted by businesses across drainage, heating, ventilation, and air conditioning (HVAC), electrical, fire and security, and plumbing and heating, it’s an essential platform for any organisation with engineers on the road, and a back office that needs to run more efficiently.

It’s the third business from serial founder, Martin Port. His previous venture, BigChange, was a job management platform that was sold to Simpro Group in a deal valued at more than £300m in October 2024. After a successful £3.8m raise in June 2025 that valued the business at £35m, it has been consistently adding customers across facilities management, property services, and field service management at pace since.

And, while their target market was well-defined - typically UK SMEs, with 10-150 employees - the challenge was less about knowing who their customers were, and more about getting to the right person within that business.

The SIC code problem

The sales team were building lists in the same way most growing B2B businesses do, with LinkedIn, Google searches, scrapes of Companies House and legacy prospecting software

Unfortunately, most B2B data tools rely on SIC codes to classify companies by sector.

For a business operating in the field service management industry - like drainage, electrical, or plumbing - these sectors don’t always fit neatly into standard industrial classifications. And, while B2B prospecting tools can highlight the right companies, it’s much harder to identify someone who can act as a champion for Build Concierge within those businesses.

With every export landing in an Excel spreadsheet and every target list being pulled together manually, the sales team were spending more time sorting data, instead of using it.

What changed?

Build Concierge’s sales team had spent years building their LinkedIn network. With over 60,000 connections between them, they had a pool of people in their target sector who’d accepted a connection request, previously engaged with their content, or been followed-up with after an event.

LinkedIn may show you who’s connected with you, but it won’t hand over their email address or phone number.

The full list of 60,000 contacts was uploaded to Handshaik. The platform de-duped it, and cross-referenced the data with their CRM, reducing the 60,000 down to approximately 50,000 unique records. Then, Build Concierge was able to run enrichment across the full data set, resulting in:

85% of contacts matched to a valid email address
80% of contacts matched to a phone number

“Enriching the data has been absolutely instrumental to us,”

‍says Simon,

‍“Getting the right contact details, phone numbers, emails, has been transformational for the way our sales team have worked.”

Using Handshaik, the team was able to filter the enriched list against Build Concierge’s ICP. From 50,000 records, there were 17,000 key people of interest. That list was synced with HubSpot, which then led to dedicated marketing activities to that cohort.

Where Build Concierge goes next

From the initial outreach, the team started seeing results immediately. Thirty meetings were booked, with a bounce rate of under 1% (that’s fewer than 100 companies out of the 17,000 total).

“Our sales team have been able to spend more time sitting demos with the right people and the right companies, rather than spending time trawling through data.”

says Simon,

For Build Concierge, people search is the next step, finding the right decision-maker or champion inside a target business.

“Something that might have taken us hours will take us literally minutes,” ‍

Simon continued,

‍“It’s going to have incredible results, generating thousands of pounds for the business.”

To be able to move from a manually-built Excel pipeline to a 17,000-contact ICP list with 85% email coverage, the potential that Handshaik offers Build Concierge is clear.