Business Model & Costs
We assume a significant portion of our clients’ business development risk for as long as the management of that risk remains within our scope of responsibility. However, we cannot make business development entirely risk-free (see the next FAQ regarding a 100% success-fee model).
For this reason, we do not charge any setup or onboarding fees, and we do not invoice unsuccessful contact attempts (which typically account for approximately 95% of all executive-level outreach).
We charge fees exclusively for meetings that are both organized and actually held, based on verified, real business needs — meaning you only pay for value that is clearly delivered.
It is important to note that “value” is not the same as a signed contract. Value already exists when you gain a genuine opportunity to build trust, present a strong proposal, and engage with a seriously interested decision-maker. In B2B sales, it is not uncommon for a meeting held today to turn into business only months or even years later.
In our sales development consulting services, our principle of “you always pay for the previous step” ensures that every fee paid is backed by tangible results and demonstrable client satisfaction.
Unfortunately, a purely 100% success-based model is not sustainable. In short, for the following reasons:
Would you enter into an agreement with your own clients where they only pay you after they have successfully closed deals with their customers?
From an economic perspective, if companies could shift the entire risk of business development to third parties, corporate operations would become almost “guaranteed.” Independent “lead factories” would proliferate, distributing business opportunities on a secondary market. This does not happen — precisely because of the inherent risk involved, not because a 10% success fee would be unattractive.
If we were to acquire business entirely at our own risk, market logic would dictate that we compare clients against each other: who is willing to pay more for the same lead?
Business owners invest in products, machinery, employees, and infrastructure. There is no reason why sales — one of the most critical capabilities of any company — should be excluded from this shared responsibility.
While a full risk-transfer model could theoretically be managed through a venture capital– or insurance-like structure, the diversity of client industries and offerings would make this impractical and significantly more expensive due to the required risk premium.
A more detailed explanation can be found in our related blog article.
Not every meeting results in an order—this is a given. In B2B, a 20% conversion rate from meeting to contract is considered average (and in some cases good). What matters is that the combined cost of successful and unsuccessful meetings will not exceed the pre-agreed percentage of the successfully concluded contracts.
In addition, B2B sales cycles are typically long and are often measured in years. Therefore, follow-up is required for every single lead—either by DMCenter or by our client using their own internal resources. The former is covered by our optional “we take it to contract” package, in which we also manage the proposal phase and the contract conclusion.
In our base model, there are no additional costs for business development; we only invoice separately for consulting services and purchased data, if applicable. Meetings are charged at a fixed fee, which includes all preparation, research, and telephone-related costs.
If you require extended services (e.g. CRM integration, follow-up, campaign reporting), these are agreed upon separately.
If you also use our sales development consulting, you can leverage its deliverables beyond our own business development activities. For example, we charge a consulting fee for the concise, to-the-point formulation of your sales message, which you can later use on your website, in brochures, email marketing, and similar channels. This message also essentially forms the backbone of our telemarketing script, which is indispensable to our work. (If you already have such a well-developed message, no consulting fee is charged.)
Methodology & Quality Assurance
Yes. In the B2B sector, most decision-makers are accustomed to being contacted by phone, and trust can be initiated through this channel. The key is high-quality, personalized communication. Our professional salespeople do not read from a “pre-learned script”; instead, they engage in real dialogue, ask questions, and assess needs—using a communication style appropriate for senior executives.
Before every campaign, we conduct dedicated onboarding for our team members so they become familiar with the product, the value proposition, and the target group’s challenges. In addition, calls are continuously monitored through quality assurance, training, and real-time script development, ensuring communication that is fully aligned with your brand.
All of our clients can verify the quality of our sales communication through test calls.
(In practice, decision-makers in the target group do not expect expert-level product knowledge from the first call—they are fully aware that a telesales professional is contacting them. If our colleague cannot immediately answer a specific question, this often provides a natural opportunity to arrange a personal meeting—of course, only after positive lead qualification.)
We pre-screen and qualify all prospects in advance. We only schedule meetings with decision-makers who:
fall within your defined target group,
have expressed genuine interest in a prior personal conversation, and
are willing to allocate time for the discussion.
Meetings are organized only if the lead meets the pre-defined qualification criteria. As a result, we do not schedule “filler meetings” or cold contacts without real relevance.
We manage the database ourselves. We work with multiple sources, including:
our own, continuously updated B2B decision-maker database,
licensed company databases, and
publicly available online sources where appropriate (e.g. LinkedIn Sales Navigator and data enrichment platforms).
Target group filtering and segmentation parameters are defined jointly in advance, and we guarantee data quality.
Every lead is validated in advance via LinkedIn, company databases, and mandatory phone-based pre-qualification. We only organize meetings where the contact is authorized to make decisions (most often a professional decision-maker rather than procurement), or—with our client’s prior approval—a person who at least has a decision-preparatory role.
Before each campaign, we apply duplicate protection by cross-checking your existing client and partner list against our database, ensuring that no current clients are contacted again.
If you prefer not to share your client list, this is also possible: we provide you with the raw database in advance, you remove any companies you consider outside the target group, and we will not know the specific reason for those removals.
Calls are made by our own internally trained B2B sales managers (not call center operators). They are experienced in handling high-level business conversations and act as presales professionals, not “call center agents.”
Yes. Before launching a campaign, we develop an industry-specific script and call logic in a workshop setting. After testing, this framework is finalized and deployed live.
All clients receive weekly status updates and detailed reports via an online dashboard, where weekly performance, conversion rates, scheduled meetings, and lead statuses are clearly visible.
Of course. We can integrate your existing database into the campaign—and we also provide fresh, validated leads as needed.
It is possible that we have previously worked with one of your competitors. This means we are familiar with the market segment.
However, we do not work with competitors in parallel. Within our consortium model, we may organize joint or group campaigns with industry-complementary partners.
Within a defined period (approximately six months), we do not approach the same target contacts with a competing offer.
Resource Requirements & Responsibilities
In most cases, we can start within 15 business days, provided that all required inputs (product information, target group definition, access credentials) are delivered on time. Even in an express setup, a minimum of two weeks is required for the (joint) preparation phase.
To get started, only 3–5 hours of your time are required. This typically includes a short onboarding call, a script feedback discussion, and the sharing of a few background materials (e.g. product description, value proposition, existing customer base, previous campaign experience).
After that, we take over all operational tasks—from target group research through copywriting, database building and cleansing, all the way to calls, email campaigns, and LinkedIn outreach.
During the campaign, you will only need to allocate 1–2 hours per week for feedback and approvals (for example, during status meetings), so that we can fine-tune messages and priorities.
In other words: you provide strategic direction, and we execute the operational sales work on your behalf. This is why we are especially valued by company leaders who do not have the time to “review every single campaign email” and are primarily interested in results.
After contract signing, your involvement typically includes:
1.5-hour onboarding video call (product overview)
1-hour script review video call
1.5-hour workshop via video call to define target group segmentation and lead qualification criteria
Creation of a one-pager or landing page
Definition of a blacklist (existing customers)
(Optional) Providing your existing database, if it is to be used
During the setup phase, we require your input for product briefing and target group definition. After that, we run the campaign independently, with weekly reporting and ongoing optimization.
