Lockley
Intelligence · Guide · October 2026

How do I follow up a UK prospect with something new to say?

Check the prospect's public record for anything dated since your last contact: a filing, a hire, a contract, a new director. Open the follow-up with that fact rather than 'just checking in'.

Written from Lockley's index and the sources below, updated 21 October 2026.

The best follow-up to a UK prospect who has gone quiet is a new, dated fact about their company. Before you write, check what has been filed or posted since you last made contact: a new officer, a charge, a job advert, a contract award or a set of accounts. Open with that, and the message gives them a reason to reply that 'just checking in' does not.

What to check, in order

1. Companies House filing history. Open the company's page and read the filing history from the date of your last contact. Look for officer appointments or resignations, new charges, confirmation statements and accounts.

2. Job postings. A new role in a function related to your product is the clearest sign of a changed priority. A first-of-function hire is stronger still.

3. Contracts. Search Contracts Finder for awards to the company, and for contracts of theirs that are ending. A win may create demand for suppliers. A contract ending may mean a re-tender.

4. The company's own website. Look for news, new locations, new product pages or a changed team page.

5. Planning registers. A new application can show a move or an expansion.

From record to follow-up line

What you foundWhereA follow-up line
New director appointedCompanies House officers'I saw [Name] joined as [role] on [date]. New leaders often review suppliers in their first months.'
New charge registeredCompanies House charges'I noticed a new charge was registered on [date]. If you are funding new equipment, here is how we help.'
First hire in a functionJob postings'You are advertising your first [function] role. Teams in that position often ask us about [topic].'
Contract awardedContracts Finder'Congratulations on the [buyer] award. Delivery often needs extra capacity.'
Accounts filedCompanies House'Your latest accounts show [fact]. That made me think of [relevant point].'

Rules for using the fact

State the date and the source, so the prospect can see you have read a record, not guessed. Keep to what the record says and do not infer motive. A charge shows a lender took security, not that the company is short of cash.

Offer something with it: a short observation, a relevant case or a specific question. Then ask for a small next step.

Keep the cadence sensible. Two or three follow-ups over several weeks, each tied to a different fact, is better than daily messages with none.

Remember the law. Live calls and emails to businesses are subject to PECR, and personal data about named individuals is subject to UK GDPR. Check the Corporate Telephone Preference Service before cold calling a company. This is a guide, not legal advice.

Making it routine

Pick a day each week, list the prospects you have contacted in the last 90 days, and check each one's filing history and postings. It takes a minute or two per company with the right links to hand. Lockley links every finding to its source record, which makes the check quicker for the companies it surfaces.

Questions

How soon should I follow up?

Within a few days of a first message, then again when a new record appears. Tie each contact to something new.

What if nothing has changed on the record?

Check the website and job adverts. If still nothing, wait. A repeat of the same message adds little.

Is it acceptable to mention a Companies House filing?

Yes, it is public information. Keep it factual and relevant to your offer, and do not imply more than the record says.

How many follow-ups are too many?

There is no fixed number, but two or three spaced over weeks, each with a new reason, is usually reasonable.

Do I need to check the CTPS?

For cold calls to businesses, check the Corporate Telephone Preference Service. See the PECR guidance from the ICO.

See which of these companies are worth calling for your business, with the source for each.

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