In B2B sales, due diligence, or journalistic research, identifying the right contacts is crucial. Who is the managing director? Who makes the decisions? And how do I reach these people?
Official Sources for Managing Directors
Commercial Register
The commercial register is the primary source for official representation authorities. The managing director search facilitates research:
- Managing directors (GmbH): Registered in commercial register Section B
- Board members (AG): Also in commercial register B
- Authorized signatories (Prokuristen): Persons with power of attorney
- Sole proprietors: In commercial register Section A
Important: The register shows legal representation authority, not necessarily operational management or decision-making power.
Firmenbuch (Austria)
The Austrian Firmenbuch contains the same information for Austrian companies. Accessible at firmenbuch.at.
Swiss Commercial Register
In Switzerland, each canton maintains its register. Central access is via zefix.ch.
Difference: Managing Director vs. Decision-Maker
Not every managing director is the relevant decision-maker for your concern:
| Role | Typical Responsibility |
|---|---|
| Managing Director/CEO | Overall strategy, final approvals |
| CFO/Finance Director | Finance, controlling, investments |
| COO | Operational processes, production |
| CTO | Technology, IT decisions |
| CMO | Marketing, communications |
| CPO | Product, development |
In smaller companies, the managing director often combines several roles. In larger ones, there are specialized executives below the management board.
Research Strategies
1. Company Website
The "About Us" or "Team" page often shows the leadership team with names, functions, and sometimes contact details.
Tip: The imprint can also contain relevant information (responsible for content, authorized representatives).
2. LinkedIn
LinkedIn is the most important platform for B2B contacts:
- Search by company name + position
- Company page -> Employees -> Filter by leadership positions
- "Alumni" function for former employees
3. Press Releases
Company announcements often name executives with quotes. Sources:
- Press section of company website
- Press portals (ots, presseportal.de)
- Industry news
4. Annual Reports
Annual reports of listed companies contain:
- Board and supervisory board with biographies
- Organization charts
- Compensation reports
5. Events and Conferences
Speakers at industry conferences are often decision-makers in their field:
- Conference programs
- Podcasts and webinars
- Trade journals
Understanding Representation Relationships
Sole Representation
"The managing director has sole representation authority" - one person can represent the company alone and sign contracts.
Joint Representation
"The managing directors represent the company jointly" - two or more persons must act together.
Mixed Representation
"Together with another managing director or an authorized signatory" - flexible combinations are possible.
Practical Relevance: For contract conclusions, the right person(s) must sign. Incorrect representation can render contracts invalid.
Recognizing Managing Director Changes
Frequent changes in management can be a signal:
- Strategic realignment
- Internal conflicts
- Financial problems
- Acquisition or sale planned
The commercial register documents all changes chronologically. A look at the history is worthwhile.
Making Contact
Email Formats
Most companies use standard formats:
- firstname.lastname@company.com
- f.lastname@company.com
- firstname@company.com
- lastname@company.com
Tools like Hunter.io or Snov.io can verify the format.
Phone Contact
The switchboard often connects directly - with the right wording:
- "I would like to speak with Mr./Ms. [Name] regarding..."
- Not: "Can you connect me with the managing director?"
For direct contact on LinkedIn:
- Personalized message with reference to the recipient
- Clear benefit, not a sales pitch
- Short and to the point
Consider Data Protection
When researching and storing personal data, GDPR applies:
- Only collect necessary data
- Document legal basis (legitimate interest)
- Comply with retention periods
- Respect information rights
Public data from commercial registers or LinkedIn is subject to less strict rules than self-collected data.
Networks and Connections
Often the indirect approach is more effective. With the Network Explorer you can find connections between people and companies:
- Mutual contacts on LinkedIn
- Alumni networks (same university, same former employer)
- Industry associations and networks
- Supervisory board/advisory board connections
These "warm introductions" have significantly higher success rates than cold calling.
Automated Research
For larger research volumes, specialized tools exist:
- Company databases with executives
- API access to commercial registers
- Lead enrichment services
- Sales intelligence platforms
These tools save time but do not replace manual verification for important contacts.
Conclusion
Identifying the right decision-makers is the first step for successful B2B communication. The commercial register provides legally binding information but must be supplemented by other sources.
The key lies in combination: official registers for legal certainty, LinkedIn for current positions and contact details, press work for context and relevance.
Automate decision-maker research: With the Managing Director Search and Network Explorer, you can find managing directors, shareholders, and their connections at a glance.