At a glance
| Who it is for | Fintech, lending, mortgage, wealth and B2B fintech infrastructure companies, typically $50M to $2B in revenue |
| Where we add capacity | New enterprise partnerships alongside your existing team |
| What you receive | Target research, executive outreach, deal management, launch materials and weekly reporting |
| Who does the work | Kevin Schwaner, supported by a second director and two U.S. account managers |
| What your team provides | An executive sponsor and named legal, compliance and product leads |
| How it is priced | Monthly retainer plus a performance fee on closed partnerships |
Where does outsourced business development add capacity?
We take responsibility for the new partnership opportunities assigned to the engagement. We agree the products, partner categories and targets with your team, then handle outreach, negotiation, follow-up and launch preparation.
We do not sell leads, book meetings at volume, or resell another company's product.
This can support a new product, an additional partner category or opportunities that need dedicated attention while your team runs the partners it already has. The fractional head of partnerships page covers leadership scope and hiring options.
What will your team receive?
Target research
We use the Partnership Graph to assess customer access, product fit, partner economics and launch requirements. Proposed targets are checked against each company's own announcements.
A full engagement works a longer list of 50 to 200 candidates across products and categories. The first call starts with eight to ten priority targets for one product.
Executive outreach and deal management
Kevin is on every partner conversation, from first message to signature. We manage discovery, partner requirements and commercial discussions. A second director and two U.S. account managers handle research, scheduling, materials and follow-up.
Commercial and launch documents
We prepare term sheets, eligibility logic, implementation requirements and reporting plans for your team's review. Launch materials include copy, presentations, FAQs and a 60 to 90 day partner pilot plan. Your legal, compliance and product leads approve the relevant work.
Weekly reporting
Our weekly report shows each target, its stage, the next action and who needs to take it. We flag outstanding commercial, legal, compliance and product decisions so your executive sponsor can see what needs attention. We track progress through Identify, Engage, Discover, Scope and Launch. The partnership strategy and management guide explains the stages and how to measure the work.
How do we work with your team?
As your business development consulting firm, we coordinate the work with an executive sponsor and named legal, compliance and product leads. Your sponsor sets priorities. Your team supplies product expertise and approves commercial terms and launch requirements.
We prepare the materials and manage the discussions needed to reach those decisions. The partners launch under your team's name.
Who owns the partner relationships and documents?
Your company owns the relationships and signs the agreements with the partners. We hand over contacts, documents, pilot terms and reporting in writing. Ongoing partner management stays with your team unless separately scoped.
Schwaner & Co.'s enterprise partnership record
Relationships already open in your partner categories
Schwaner & Co. brings nearly a decade of enterprise partnership experience to its work as a business development consulting firm. We have 200+ enterprise relationships across insurance, banking, lending, automotive and consumer platforms and have driven over $200M in partnership revenue for the companies our team members have worked for. Where your partner categories overlap with those relationships, the first conversation starts warm.
We reached 173 people inside one top-five P&C carrier, starting from a cold message with no introduction, and the result was a signed partnership agreement.
We also opened a conversation with the Chief Business Officer of a national mortgage lender through a cold message, with no introduction or prior relationship.
Frequently asked questions
How is this different from sales outsourcing or lead generation?
Sales outsourcing books meetings with individual buyers at volume and hands them to your sales team. We develop a small number of enterprise partnerships, each able to put your product in front of the customers a partner already serves, and manage each one through negotiation, approvals and launch.
What information helps you prepare the initial target map?
Your product, its intended customers, existing partners and any known eligibility or launch requirements. Flag companies already in conversation with your team so the initial map reflects those discussions.
Will outreach come from Schwaner & Co. or our company?
Kevin opens conversations from Schwaner & Co. on your company's behalf, introducing the product and the proposed partnership opportunity. Your team joins when a product, commercial or compliance answer has to come from you.
Share your product and partnership goals so we can prepare an initial target map for our first call. Discuss your partnership goals.