Growth often depends on a few people who know the market and hold the relationships. Leads are tracked in personal notebooks or WhatsApp chats, proposals are written from scratch each time, and partnerships are agreed on a handshake with no clear split of roles. When results are uneven, it is hard to see whether the problem lies in the target market, the offer or the follow-up.
Kemlat helps you build a structured approach to business development. We define the customer segments to focus on and the value you offer each one, set up a sales pipeline that tracks every opportunity from first contact to signed deal, and prepare proposal and negotiation guidelines. For partnerships, we design a framework that states what each party contributes, who does what and how results are shared.
How we work
- 01
Review current sales and relationships
We review your sales records, current customers, lost deals and existing partnerships, and interview the people who sell. This shows where your business actually comes from today.
- 02
Choose segments and priorities
We group potential customers into segments and assess each by fit, value and the effort needed to win it. For each priority segment we write a short statement of the value you offer. We also name the existing customer accounts with the most room to grow.
- 03
Design the opportunity pipeline
We define the stages an opportunity passes through, the conditions for moving between stages and who owns each step. We add a standard proposal structure and rules for discounts, terms and approvals.
- 04
Design the partnership framework
Where partnerships are part of the plan, we define the partner types you need, what each party contributes, how leads and revenue are shared and how the relationship is reviewed.
- 05
Launch with the sales team
We introduce the pipeline, proposal standards and targets to the team and apply them together to live opportunities.
- 06
Review results
At agreed review points, we go through pipeline and partnership results with management. We then adjust segments, stages or partner terms where the results call for it.
What you receive
Target segments and offer
A short list of priority customer segments, the reasons for choosing them and the value you offer each one, plus the existing accounts to develop.
Opportunity pipeline design
Pipeline stages, the conditions to enter and leave each one, owners and the information to record at each stage.
Proposal and negotiation guidelines
A standard proposal structure, approval rules for discounts and terms, and practical guidance for negotiation.
Partnership framework
Partner types, contributions and roles, principles for sharing leads and revenue, and a routine for reviewing each partnership.
Sales review routine
A regular meeting format and a short set of indicators for tracking the pipeline and partnerships.
What changes for you
- The sales team spends its time on the segments most likely to buy and to be profitable.
- Management can see open opportunities, their stage and their value at any time.
- Proposals are consistent and quicker to prepare.
- Partners know what is expected of them and how they benefit, which reduces disputes.
Where this service sits in the KEMLAT Method
Scope: Kemlat designs the approach and supports your team; we do not sell on your behalf or act as your agent. A customer relationship management (CRM) system to run the pipeline can be set up as a separate service.
Questions clients ask
Will you find customers or partners for us?
No. We help you decide which customers and partners to target and how to approach them. Your team owns the relationships and does the selling.
Do we need a CRM system for this?
Not at the start. The pipeline can begin in a shared spreadsheet. Once the stages and data are agreed, a CRM system makes tracking easier, and we can help you set one up.
Can you help draft partnership agreements?
We define the commercial terms and the split of roles that the agreement should cover. The legal agreement itself should be drafted or reviewed by your lawyer.
What do you need from our side?
Sales records, a list of current customers and partners, examples of past proposals and time with the people who sell. A senior sponsor is needed to approve the segments and rules.
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