A B2B financial services firm that helps businesses claim the Employee Retention Credit. I built and ran their outbound system as an external operator for three years. This engagement is the reason Kalm GTM exists.
BLC helps businesses claim the Employee Retention Credit — a federal tax credit most qualifying businesses don't know they're eligible for. The problem was finding the right businesses at the right time.
PPP loan data is published by the federal government. A business that took the PPP loan almost certainly qualifies for the ERC. That's not a guess from a bought list. That's a pattern sitting in government records that nobody was using for outreach.
One data point in the public record told me exactly who to contact and why they'd care.
I built email sequences that referenced the business's own situation — you took the PPP loan, you likely qualify for the ERC, here's what you might be leaving on the table. Every first message brought information the recipient didn't have before they opened it.
Calls happened after someone showed interest. By the time I picked up the phone, they'd already read something specific about their own business. The conversation started differently than a cold call.
I ran the entire operation externally — not as an in-house hire, but as a contractor building and running the system from the outside. $400/month in tools. No team. Three years.
BLC proved something simple: when you find the right public record, you can tell a prospect something about their own business that's genuinely useful to them — whether they become a client or not. You're not interrupting their day with a pitch. You're giving them information they didn't have. That's why they reply.
What I did manually for BLC — pulling government records, identifying who qualifies, writing messages that reference their specific situation — is what the system does automatically now. CMS data finds facilities in staffing crises. OSHA records find companies with safety violations. Different industries, same pattern: a public record reveals a situation, and the first message brings value instead of asking for it.
The difference is that it used to take hours of research per list. Now it runs weekly, scored and ranked, with talk tracks built from the data. What shows up in your inbox Monday morning is the same work — just automated.
One call to see whether the public data in your market supports this system. I'll pull the numbers before we talk.