STEP 1
The Roadmap
Fixed price. Five to six weeks. Ends with a written assessment and a prioritized set of recommendations.
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STEP 2, OPTIONAL
The retainer
Six months. We work alongside your team on the priorities the Roadmap identified.
WHAT DRIVES GROWTH
The Eight Pillars that determine it
1. Target Market Segments
Many companies define the target market by who bought in the past instead of who they want to target now.
Outcome: effort concentrated where it returns the most.
2. Value Proposition Narrative
Buyers want to know why it matters to them and what the value is, not what the product does.
Outcome: where the story is compelling, and where it falls short.
3. Proof of Value
A buyer who cannot see what the solution is worth in their own numbers looks for a discount instead.
Outcome: a business case that justifies the price.
4. Revenue Generating Assets
Buyers judge you by your image and your materials, and collateral built for an earlier stage may no longer be effective.
Outcome: materials that help deals rather than undermine them.
5. Sales & Marketing Budget
Sales and marketing are large discretionary investments and how they are allocated directly impacts revenue growth.
Outcome: whether the spend returns, and where it should move.
6. Channels & Partnerships
A good partnership brings in business you would not otherwise see and should be mutually beneficial.
Outcome: what the current ones bring in, and what to consider.
7. Pricing & Commercial Terms
Discounts negotiated deal by deal, and contract terms traded to close, give away revenue that has already been earned.
Outcome: a price list and terms that collect what the product earns.
8. Commission & Incentives
Compensation drives behavior whether or not that was the intention and that behavior may not be what the business needs.
Outcome: incentives that pay people to align with business goals.
WHY AN OUTSIDER
Some things are hard to raise internally
Questioning pricing when someone else owns it cuts across a colleague's remit, and the people closest to the customer often see what is going wrong but may not feel comfortable saying so. An outsider can ask those questions and take input from anyone.
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Those conversations run across you, the leadership team, key employees, customers, and where possible, prospects who chose another option. They are conversations with someone who has pivoted a business when it was needed and managed through industry and economic downturns.
STEP 1
The Growth Accelerator Roadmap
When revenue goals are being missed, opinions surface from people who each see their own part of the problem. Customers rarely volunteer what nearly stopped them buying, and the prospects who chose someone else are gone before anyone asks why. The Roadmap does that work, over five to six weeks.
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​We have the time it takes and no stake in whose decision gets questioned.
What's included
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Anonymous survey across the organization
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Branding, website, and presentations
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Data sheets, case studies, and white papers
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Business cases, proposals, and contracts
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Competitor analysis and battle cards, where they exist
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Recorded sales calls, demos, and negotiations
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Invoices, seat usage, churn, and pipeline, from your own systems
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Pricing, discounting, and renewal terms against revenue and margin goals
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Sales and customer success compensation, and the behavior it drives
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Marketing spend by channel, and what it produces
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Conversations with leadership and across every function
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Conversations with customers and lost prospects, where possible
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A half-day prioritization workshop with the leadership team
If it appears that there could be an opportunity for cost reductions that could be repurposed towards revenue growth, we will identify it at a high level. A cost or restructuring analysis would be a separate engagement and is not part of the Roadmap.
What you receive
A readout session with you, presenting the findings, a prioritized set of recommendations, and how to act on each one. A written assessment follows. Where an investor engaged us, they receive their own brief. Fixed price, no hourly billing, no change orders. Delivered remotely over five to six weeks.
STEP 2, OPTIONAL
From roadmap to execution
Some recommendations can be handled by your existing team. Others need someone with a track record of growing revenue across multiple businesses. Even so, your team will be running this after we've gone, so they are involved throughout. You receive a monthly written report covering work completed, hours applied, and progress against the agreed priorities.
Retainer options
Advisor to the CEO
10 hours per month
Regular working sessions with you. Execution stays with the team.
Embedded
20 hours per month
Weekly sessions with you and leadership, direct work on the priorities.
Operator
40 hours per month
In the business weekly, working the priorities with the people who own them.