CORE Business Development Methodology

The CORE methodology was built with one singular purpose:

To win profitable business deals — quickly, efficiently, and consistently.

In the complex world of business development, cultural differences, organizational dependencies, and administrative noise often complicate sales cycles. CORE cuts through this complexity, focusing only on the essential elements required to accelerate sales cycles while increasing profitability, deal size, and success rates.

Origins of CORE

CORE was born from an in-depth review of over 600 engagements managed by our founder across new logos, upsells, cross-sells, renewals, and expansions.

The analysis revealed a striking truth: 98% of deals were won or lost because of four fundamental factors:

• Control

• Ownership

• Relationship

• Execution

While external anomalies such as mergers, acquisitions, or economic crises occasionally influenced results, they were rare exceptions. This insight led to the creation of a methodology built on these four universal pillars.

The CORE Elements

Control
The foundation of every successful deal. Without control, nothing else is possible. Control means understanding the problem, shaping the solution, and securing alignment both internally and externally. It enables you to manage your company, your customer, your competition — and ultimately your destiny. Power is nothing without control.

Ownership
Once control is established, ownership must follow. True commitment arises when all parties take responsibility for their part in success. Deals with distributed ownership achieve 3–4x higher win rates. Simply put: when we own it together, we win it together.

Relationships
Often unpredictable, yet always essential. While you may sometimes succeed with limited relationships, you will never succeed with none. CORE simplifies relationship building — once control and ownership are secured, relationships with decision-makers are built on trust and mutual understanding, not superficial contact. Cultural intelligence and authenticity are central.

Execution
The final stage where strategy becomes reality. Even with control, ownership, and relationships in place, many deals fail due to poor execution. CORE ensures execution is the natural outcome of the process — timely, targeted, and decisive. Doing nothing is never an option — by design.

CORE DNA: Deal Net Analysis

At the heart of the methodology is the CORE DNA, powered by CORE IQ (Intelligent Questions), our proprietary tool that applies the entire framework in practice. Originally designed for individual deals, CORE DNA also measures the operational readiness of entire organizations.

The Results?
✔ Laser-focused forecasting
✔ Higher margins
✔ Shorter deal cycles
✔ Larger deal sizes
✔ Stronger customer retention
✔ Improved win rates
✔ Lower resource drain

Proven Results

Formalized at the end of 2019, CORE delivered immediate impact afterwards:

• Average 225% quota achievement for four consecutive years

• 1,000%+ aggregate revenue growth

• ~70% win rate

• 300% increase in total compensation

The Result

CORE is one of the few constants in business development.
Through the fusion of strategy and tactics in real-time, CORE empowers organizations to act swiftly, decisively, and successfully — turning complexity into clarity and strategy into results.