It's almost the end of the quarter, sales numbers are nearly on target, we just need a little boost to get them higher, perhaps even above target, I need that bonus.

"You know what? Let's launch a quick campaign and mail our prospects!"

I'm sure this all sounds very familiar if you are in the marketing department of any medium to large company, and it is a great initiative of course. But who shall you email? Where do you get the addresses?

We could for example mail our prospects, people who expressed some interest in one of our products; or perhaps people who entered that competition last month; perhaps people who were submitted by someone in our friend-gets-friend referral campaign; perhaps the subscribers to our newsletter; what about ex-customers we want back; let's buy a list from a broker; ...

And this is where it gets hairy:

• Are you mailing the right people, possibly sending a super promo mail that will anger a new customer who paid so much more for the same product a few days ago?
• Do you have permission to email these prospects; did you ask them for their permission to send them this kind of promotions and did they opt-in?
• Did you exclude persons who opted out from your list?
• Is your list deduplicated? Are you not sending multiple mails to the same person through the same or different email addresses?
• Are you not publishing your list of email addresses to every recipient?

A mistake at this level can cost you dearly, in terms of losing face or upsetting client or supplier relations, and it could all be solved if you had followed proper procedures when you acquired the email addresses.

All you needed to do was:

• Ask for a prospect's email only when needed.
• If you want to use this information for other purposes, inform the prospect and ask for his explicit permission.
• Allow the prospect to review, change and delete his information at his simple request at any time.
• Check if the supplier of your mailing list or broker has obtained the permission of your prospects and has informed them of the possibility of their information going to you for marketing purposes.
• At any communication, give the prospect the opportunity to opt out of future communications of this kind or of any kind.

A Privacy Impact Assessment at the design phase of a project can detect such opportunities and a Data Protection Audit can analyse and correct the flow of information within your organisation.

It will save you in the long run!