How we work with you
Every engagement starts with listening. What happens next depends on what we find. The three areas below reflect how most engagements naturally take shape — though in practice they often overlap, and we follow the problem rather than the structure.
01
Commercial Diagnostic
Before anything else, we need to understand what’s actually happening — not what the pipeline report says, and not what anyone believes to be true in isolation. The picture looks different depending on where you sit.
We talk to everyone with a stake in the commercial function: the board, the founder, the sales team, pre-sales, client success. We look at the process, the tech stack, the behaviours, and the conversations that are and aren’t happening. We ask uncomfortable questions and listen carefully to the answers.
What comes out is an honest assessment and a practical plan — not a framework imposed from outside, but a clear-eyed view of where the gaps are and what needs to change first.
The board
How reliable is the pipeline? How well is it understood and communicated? Are the right conversations happening at board level?
The founder
Is there a clear ideal client profile, or is the business chasing everything? How well does the proposition reflect the problem being solved? How is the business going to market?
The sales team
What process do they actually follow? What’s the tech stack, and how is it being used? Where are they spending their time, and what’s getting in their way?
Pre-sales and client success
What insight is being captured and shared? Are case studies and client stories being used to their full potential?
02
Fractional Commercial Leadership
This is the core of what we do. We embed into your business as a senior commercial leader — not as an advisor looking in from the outside, but as someone who is genuinely present and accountable alongside you.
That means attending client and prospect meetings, sitting in on internal conversations, being available when something difficult comes up. It means helping the founder build a commercial function that has its own momentum — one that doesn’t depend on them being at the centre of every significant deal.
The shape of each engagement is different. Some businesses need help building the right process from scratch. Others have a process that looks right on paper but isn’t working in practice. Some need a steady hand through a period of growth or change. What stays constant is the approach: we start with the people, work outward to the structure, and keep the focus on relationships that compound over time.
Engagements are typically structured around a defined number of days per month, agreed in advance and reviewed regularly. We work with a small number of companies at a time — that’s not a sales line, it’s what makes the model work.
03
Sales Team Development
Process and structure matter, but they only go so far. At some point the work becomes about people — how they think about selling, how they have conversations, and whether they’re spending their time with the right people at the right level.
This isn’t classroom training. It’s on-the-job coaching — working alongside individuals, sitting in on their calls and meetings, and helping them develop the instincts and habits that actually drive pipeline. We pay attention to where effort is going versus where value is being created, and help people make that distinction for themselves.
The goal is a team that is confident, well-directed, and capable of building the kind of relationships that close business and keep it — without needing the founder in the room to make it happen.
No commitment required to have a conversation.
If anything here resonates, the best next step is a conversation. No deck, no pitch — just an honest discussion about where you are and whether we’re the right fit for each other.
We’re based in Guildford and work primarily with founder-led companies in the Surrey and London area, though the right engagement matters more to us than geography.