The Rebar Method

A working process for developing new revenue opportunities.

We connect market research, a credible offer, targeted conversations, and commercial follow-through. Each step produces something your team can use.

01 Find

Choose targets with a reason to engage.

Start with the customer problem and the business model. Identify potential buyers and partners, then assess fit, timing, access, and the practical route to a first opportunity. Public signals inform the research; assumptions remain visible until they are checked.

Outputs

A target profile with clear inclusion and exclusion criteria.
A prioritized account list with evidence and timing.
A defined reason for each account to consider the offer.

Example

For a new channel, the strongest target may be a specialist provider already solving an adjacent problem for your buyers. The research should explain how that relationship could work.

02 Frame

Develop a proposition each participant can support.

Translate the opportunity into a customer benefit, a commercial incentive, and a practical division of work. Depending on the opportunity, the output may include a joint offer, referral model, reseller proposition, integration concept, or pilot plan.

Outputs

A concise commercial brief.
A model showing who sells, delivers, supports, and earns.
The main assumptions and feasibility questions.
A proposed demo workflow grounded in product and API documentation, where useful.

Example

A partner proposal should explain the benefit to the partner’s customers, the work required, and the value the partner receives. A revenue scenario should make its assumptions clear.

03 Reach

Open a conversation around a specific opportunity.

Develop outreach that matches the target’s role and priorities. Use a short initial message, a relevant reason to engage, and a useful next step. Work genuine responses into a more tailored commercial concept.

Outputs

An approved outreach narrative and follow-up sequence.
A clear process for responding and qualifying interest.
A record of what the market accepts, questions, and rejects.

Example

A commercial leader may respond to a new revenue opportunity. A product leader may need to understand the workflow. The core proposal stays consistent while the explanation changes.

04 Convert

Give the opportunity a concrete next step.

Prepare the meeting with context, objectives, and a proposed outcome. Develop the response into a working commercial proposition. Advance the account through discovery, product questions, a pilot, or the next agreement milestone.

Outputs

A meeting brief and participant context.
A tailored concept, workflow, or demonstration where useful.
A next step with an owner, date, and success measure.

Example

A productive partnership meeting might end with a shared customer profile and an agreed first introduction. A more technical opportunity may need a scoped product review before either side commits.

05 Automate

Make the useful work repeatable.

Use automation to maintain research, organize qualification information, update records, and support follow-up. Review the quality of the inputs and outputs as the campaign develops.

Outputs

Repeatable research and follow-up processes.
Consistent records and attribution.
A review process for changing the approach as evidence arrives.

Example

AI supports the research and preparation. Commercial judgment determines the offer, the qualification bar, and the next action.