What it is
A bounded engagement that establishes where your revenue motion has gone ad hoc, what that is costing you, and what to fix first. It runs as working sessions with the people who own the numbers, against a scope agreed before anything starts, and it ends in a document you can act on with or without me.
It also needs read-only access to the systems being assessed, and delegates cannot answer the questions this asks; the full list is on the Revenue Motion page.
The introductory call comes first and is not the diagnostic. Part of what that call decides is whether one is warranted at all. Eight dimensions get scored, each on what is observably happening; the eight are listed on the Revenue Motion page.
What actually happens
Nothing follows automatically. The roadmap is written to be run in-house, and where it is not executable with the people you have, the readout says which route fits.
Findings attach to a method or a way of working, never to an individual. A diagnostic is not a performance review conducted by an outsider.
Who it suits
A repeatable motion that has outgrown the structure holding it together.
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No agreed cause
Forecast accuracy, win rates, ramp time and churn all moving the wrong way at once, with a different explanation from each function.
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Span
The team tripled and the informal coordination holding it together stopped reaching. Past seven or eight people one manager can no longer hold every deal and every person.
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Interface
A region, a division or an acquired business running against a head office with its own process, systems and compensation.
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The case upstairs
You own the budget but the structure is owned upstairs. The output is the case you take to the people who do own it.
When it is not the first move
Three situations where something else comes first, and where buying this one costs you a month.
- You already know the problem and need the plan
- Options costed, a recommendation that survives a board. That is advisory.
- The decision is made and you need senior hands
- Paying to have a settled question re-asked is the commonest way this engagement gets wasted. The other three routes are on the home page.
- Nobody can say which plays reliably work
- Process built around an unproven motion only makes the wrong thing efficient. The useful work is smaller: concentrate effort into what your data already says is working.
How the first call works
Forty-five minutes, no charge. No pitch. No deck. You describe what is happening and what has already been tried. You leave with my read on it and a straight answer on whether a diagnostic is the right next step.
If it is, you get a written scope and a number before anything starts.