01 / Customers
Develop your next customer relationships.
Identify organizations that may need your product or service, reach relevant decision-makers and establish interest in a qualified meeting.
01 / Deal origination
Customers & commercial partnerships
A deliberate route to new business.
Your market extends beyond your existing relationships. Kalder identifies the customers and commercial partners worth approaching, establishes interest and brings the conversation to your team.
Commercial relevance
comes first.
A useful opportunity starts with a reason for the other party to engage. We define that reason around your offering, your target market and the commercial relationship you want to build.
02 / Partnerships
Find a shared commercial interest.
Identify businesses with a reason to explore a distribution, referral or complementary service relationship with your company.
The assignment
From market research
to a reason to meet.
Define the opportunity.
Establish your offering, target organizations, relevant decision-makers and the commercial reason for an approach.
Develop the target market.
Research organizations and contacts against the agreed profile, with relevance guiding the selection.
Open the conversation.
Approach relevant contacts, assess their responses and establish interest in a commercial discussion.
Make the introduction.
Coordinate the meeting and provide the context your team needs to take the conversation forward.
Qualification
has a definition.
Before outreach begins, we agree on the organization profile, the relevant contact and the level of interest that makes a meeting worth your time.
The organization.
A business that matches the agreed customer or partnership profile.
The person.
A contact whose role is relevant to the opportunity being discussed.
The interest.
An expressed willingness to consider the relevant commercial conversation.
Engagement scope
A clear assignment.
An understood handoff.
The scope sets out the target profile, research and outreach responsibilities, qualification criteria and introduction process. Reporting, expected activity and commercial terms are agreed for the engagement.
Further detail
Before
we begin.
What does deal origination cover?
Customer development and commercial partnerships for B2B businesses. We identify prospects, conduct outreach, establish interest and facilitate qualified meetings. This service does not include investment or acquisition sourcing.
Does Kalder focus on a particular industry?
We work across industries. The starting point is your offering, the counterparties you want to reach and whether a clear, relevant assignment can be defined.
Can an engagement focus on partnerships?
Yes. The assignment can cover distribution, referral or complementary service relationships, as well as direct customer opportunities.
Who takes the commercial conversation forward?
Your team leads the conversation after the introduction and decides whether to pursue an agreement. A qualified meeting establishes an opportunity to engage; it does not guarantee a contract.
Begin the conversation
Who belongs in your next commercial conversation?
Tell us about your offering and the market you want to reach.