Codifying the RBS Framework: From Relationships to Repeatable Wins

Introduction

In the complex world of financial technology and enterprise banking, sales success rarely comes from persuasion alone. It is built on precision, preparation, and partnership. At Samvad Consulting, the Relationship-Based Selling (RBS) Framework codifies these principles into a structured, repeatable system—one that transforms selling from a transactional pursuit into a trusted, relationship-driven journey.

Developed through real-world experience across Tier-1 banks and emerging fintechs, the RBS Framework serves as a playbook for underdog brands seeking to win landmark deals despite limited market recall.

The Architecture of RBS

The RBS Framework is built on three nested layers that define how an organization can sell with intent and integrity:

1. Components – the major pillars of relationship-based selling.

2. Subcomponents – the behavioural disciplines that bring each component to life.

3. Nuclear Components – the actionable micro-habits that make the framework operational and measurable.

This structure ensures that every sales action—from the first client conversation to post-contract engagement—is backed by a deliberate, repeatable process.

Core Components of the RBS Framework

While the detailed substructure remains Samvad’s intellectual property, the framework broadly spans eleven components representing the full enterprise sales lifecycle:

1. Client Centricity – mastering client research, active listening, and mutual validation.

2. Sales Mindset – fostering entrepreneurial ownership, humility, and focused execution.

3. Focused Strategy – aligning sales with go-to-market priorities and ideal client profiles.

4. Deep Research – building intelligence through market, competitor, and stakeholder insights.

5. Foot in the Door – creating credible first impressions through targeted outreach and value.

6. Deepening Engagement – strengthening relationships across decision layers and functions.

7. Transition to Project – validating fit through PoC and building the business case for commitment.

8. Winning Proposal – crafting solutions that resonate with business and technical sponsors.

9. Deal Closure – steering negotiations with fairness and client comfort.

10. Contract Signing – ensuring delivery feasibility and win-win contracting.

11. Scaling Up – sustaining relationships through feedback, advocacy, and continuous engagement.

Excerpt: How Components, Subcomponents, and Nuclear Elements Interlink

Every Component (like Client Centricity) defines a mindset. Each Subcomponent (like Active Listening or Win-Win) translates that mindset into tangible behaviours. And within them lie the Nuclear Components—the smallest, most actionable practices that can be trained, measured, and replicated across teams.

Together, they form the atomic structure of RBS—a living framework that scales from individual performance to organizational culture.

Why Codification Matters

Codifying RBS ensures that relationship-driven selling isn’t left to chance or charisma. It becomes a system of predictable excellence—enabling every seller to operate with the same discipline, empathy, and execution clarity.

For fintech founders and sales teams alike, this codification:

• Creates a shared language for deal pursuit.

• Converts soft relationship skills into measurable outcomes.

• Enables training, evaluation, and coaching at every stage of the sales cycle.

Conclusion

The RBS Framework is more than a methodology—it is Samvad Consulting’s signature approach to helping fintechs and technology firms build trust, credibility, and repeatable success in enterprise banking.

By codifying relationship-based selling into clear, teachable components, Samvad enables smaller brands to compete like giants—anchored in trust, backed by research, and executed with purpose.