Business Development

CRM Guidelines

Reachout Calendar

Hover a strike to identify the bucket or tier — colours match the cards below

Lead Buckets

Industry Contact Tiers

Lead Categorisation — The Five Bucket Model

Priority

1

Bucket 1

Highest

Priority

2

Bucket 2

High

Priority

3

Bucket 3

Medium

Priority

4

Bucket 4

Low

Priority

5

Bucket 5

Lowest

1 Bucket

Bucket 1

Highest priority — Must keep

10–15% Target Portfolio
50% RM Time
▼

Definition

Active Revenue Partner. Deals in last 6 months, live deal, or confirmed near-term transaction <90 days.

Monthly KPIs

1 meaningful touchpoint (call/coffee/meeting) Response time: <4 hrs during business hours Proactive pipeline check-in (not reactive)

Quarterly Requirements

1 owner-involved interaction (rotates between owners) Face-to-face meeting or site visit Deal post-maturity or strategy discussion

Monthly Value-Add

Settlement Bulletins

Quarterly Value-Add

Data-driven market update email (not generic)

Anchor Event

Invite to a conference Invite to an exclusive Dorado hosted event

When to Involve Owner

Deal >$15M or complex structure Client concern or dissatisfaction Competitive threat from another lender Strategic opportunity (new product/capability)
2 Bucket

Bucket 2

High Priority Growth

15–20% Target Portfolio
30% RM Time
▼

Definition

Established Revenue Partner. Has transacted, likely to again. Good execution, financial capability confirmed.

Every 6–8 Weeks RM KPIs

1 touchpoint: call or coffee Focus on pipeline and friction points Share market insights relevant to their projects Email response – same day Settlement Bulletins

Quarterly Value-Add

Data-driven market update email (not generic) Deal structuring brainstorm or case study Quick owner drop-in (call or brief lunch)

Anchor Event

Invite to a conference Invite to an exclusive Dorado hosted event

Promotion to Bucket 1

Automatic when any of these are met:

1 deal closed in 6 months & 1 in pipeline 1 deal >$15M in last 9 months 3 quality referrals in 6 months
3 Bucket

Bucket 3

Nurture & Watch

20–25% Target Portfolio
15% RM Time
▼

Definition

Developing Opportunity. Real potential but not yet consistent. Early-stage relationship or broker with limited volume.

Quarterly Activity

Check-in call or coffee Settlement Bulletins Email response: <24 hours

Promotion to Bucket 2

When any of these are met:

First deal closes Concrete deal <90 days High engagement
4 Bucket

Bucket 4

Monitor

25–30% Target Portfolio
5% RM Time
▼

Definition

Prospect / Inactive. Known contact, no proven pipeline. Early conversation only.

Activity

2–3 touches per year (email only)

Promotion to Bucket 3

Responds with genuine interest

Demotion to Bucket 5

12 months with no engagement
5 Bucket

Bucket 5

Do Not Pursue

20–25% Target Portfolio
0% RM Time
▼

Definition

No realistic revenue value. Misaligned product, poor credit quality, or unresponsive after multiple attempts.

Activity

None (or annual compliance email)

Reasons for Bucket 5

Poor credit quality Product misalignment No response after multiple attempts Previous poor experience

Industry Contact Framework

Tier

A

High-Value Introducer

Tier

B

Active Network Contact

Tier

C

Passive / Early Stage

A Tier

Tier A

High-Value Introducer

▼

Definition

Regular referrals, senior industry standing, or unique market access.

Cadence

Monthly contact Quarterly face-to-face Annual owner engagement

Measured By

3+ quality introductions per year Deal conversion from referrals
B Tier

Tier B

Active Network Contact

▼

Definition

Occasional referrals, good industry visibility, emerging relationship.

Cadence

Bi-monthly contact Invite to events Share market updates

Measured By

1–2 introductions per year Engagement and responsiveness
C Tier

Tier C

Passive / Early Stage

▼

Definition

Known professional, limited interaction, potential not yet proven.

Cadence

Quarterly email Annual check-in call

Measured By

Responsiveness to outreach Any introduction generated