B2B Compliance Consultancy 10x Outreach and Replaces a Marketing Hire with Hunter

Meet NawRath

NawRath is a boutique compliance consulting firm based in Chile, providing risk management, internal audit, and regulatory compliance services to enterprises across sectors including mining, healthcare, and aviation. 

With a team of eight specialists - all with backgrounds in business administration and internal audit - the firm advises companies on meeting an increasingly complex and demanding regulatory environment in Chile.

As a small, specialist firm, sales fall directly to Joaquín Nawrath. With no dedicated sales team, he's both the General Manager and the one doing prospecting, outreach, and client development - all while managing the delivery side. 

Getting in front of the right decision-makers - CEOs, legal counsel, controllers - and converting those conversations into meetings is the entire commercial engine of the business.

The challenge

Before Hunter, Joaquín ran his outreach the hard way: identify contacts on LinkedIn Premium, manually copy each email address, open Gmail, and send one message at a time. 

The approach worked - he could generate meetings and close clients - but it was painfully slow.

In a full week of email activity, he might send 20 to 30 messages, generating one or two meeting requests.

"Before Hunter, I was doing the same, but it was way slower... Now we achieve better results, faster."

Joaquín Nawrath, General Manager, NawRath

The bottleneck wasn't quality - it was volume. 

Reaching CEOs and legal counsel at mining companies, manufacturing firms, and airlines required significant manual effort for every single contact. 

At the pace he could sustain solo, the business was leaving a large portion of its potential pipeline untouched.

The solution

Joaquín uses Hunter to run his full outbound process - from list building to sending email sequences - within the two hours per day he allocates to sales.

1. He starts on LinkedIn SalesNavigator, identifying CEOs of mining companies, legal counsel at manufacturing firms, controllers at regulated enterprises, then uses Hunter to find their email addresses
2. He builds sequences of 200-300 contacts, writing tailored messaging for each segment within: strategic-level copy for CEOs focused on competitive positioning, operational-level copy for legal counsel focused on pain relief, and technical-level copy for internal audit professionals who need specifics over persuasion.
3. Sequences run entirely within Hunter. The goal of every sequence is simple: secure a meeting. Nearly every company that takes a meeting then receives a commercial proposal - making the meeting-booking rate his primary conversion metric.
4. Hunter also serves as a staging area for contact data, keeping his CRM clean. He maintains lists in Hunter and only moves contacts to his CRM when they show genuine intent.

He compares the approach to Google Ads, which he also runs:

"The precision of the lead in Hunter is stronger than Google Ads. With Hunter, I go straight to the decision maker. With Google Ads, there is less qualification, meaning that when I do the meeting, sometimes it's people that have no budget or authority to act.”

Joaquín Nawrath, General Manager, NawRath

The results

In the year before Hunter, Joaquín reached 20 to 30 companies through his outreach. Last year, with Hunter, that number was 300.

"Last year I reached 300 companies in one year. If I compare this with before Hunter, the number is no more than 20 or 30 companies in a year." 

Joaquín Nawrath, General Manager, NawRath

He now consistently generates three to four qualified meetings - meetings that almost always convert into commercial proposals. And the quality of those leads is higher than any other channel he runs. 

He attributes 40-50% percent of his total commercial reach to Hunter.

For a General Manager-as-sales-team, the platform has effectively replaced the role of a dedicated marketing hire - at a fraction of the cost.

The takeaway

For Joaquín, Hunter solved the core constraint of running sales as a one-person operation: time. 

The work of identifying and reaching the right senior decision-makers at regulated enterprises is increasingly hard. 

Hunter didn't change what that work requires - it made it possible to do at scale, without adding headcount.

As Joaquín puts it himself:

"Hunter is like having a marketing assistant, but incredibly affordable. Even if I spend two, three hours a day in Hunter, I’m saving the expense of one person."