Three things, with the prices on them.
Two fixed price pieces of work and one ongoing seat. You can read what lands and what it costs before you ever talk to me, which is more than almost anyone in this category will give you.
The Engine Check
Free · About ten minutesTwenty questions about how your revenue actually runs. You get a score and the places you are losing the most. Start here whichever way you go, so we are both looking at the same picture.
The Market Count
$4,500
Fixed price · Two weeks
When this is rightYou are guessing at how big your market really is, or your quota was set off a number nobody checked.
I take your product and score every bank and credit union in the country against what it actually needs. Then I work out which structural gate governs your category and screen your open pipeline against it.
- Your addressable market as a number, with the institutions named and ranked
- A written read on the gate that decides your deals
- Your open pipeline flagged where deals cannot close inside the window
- A ninety minute walkthrough with you and whoever you want in the room
Steps one and two of the method
TALK TO MARKThe Revenue Audit
$8,000
Fixed price · Four weeks
When this is rightThe forecast keeps missing and nobody in the building can say why.
Everything in the Market Count, plus a deal by deal read on your pipeline, forecast and CRM. I measure how much of your pipeline is stuck in the stretch between a good demo and a decision, and how long it has been there.
- Everything from the Market Count
- A scored read on your revenue engine with the gaps named
- A check on whether your CRM can even measure the sales method your team was trained on
- The share of your pipeline sitting in the dead quarter, and what comes out of it
- A fix list in the order I would work it, with what it costs you to leave each one alone
- A working session with your leadership team
Steps one through four
TALK TO MARKEmbedded Revenue Leadership
From$12,000
Per month, plus upside on a one year term · Six months minimum, one year for the upside
When this is rightYou need a revenue leader now and you are not ready to hire one full time.
I take the revenue seat and own the number with you. That means the forecast, the pipeline discipline, and coaching whoever is going to hold the number after I leave. On a one year term I put part of my own pay on the bookings number we set together after the audit.
- A weekly deal desk where every open deal is inspected against how these institutions actually buy
- Forecast ownership, with a number you can take to a board
- The sales process, qualification and comp written down so a new rep can run it
- Coaching for your VP or your founder, whoever is carrying it
- Every lost deal filed the same way, so the reasons stack up
- On a one year term, a share of every dollar booked above the target we agreed on
The whole method, run continuously
TALK TO MARKHow I work
Every engagement uses three tools I built: the Market File, the Gate Map and the Method Check. They are not for sale. They are how the work gets done.
Every engagement starts with the free Engine Check, so we both see the same picture before money changes hands.
If the Market Count says your addressable market is too small to justify the rest, I will tell you that and we will stop there.
The Market Count credits against the Revenue Audit if you decide to keep going inside thirty days.
No performance number goes on the table before the audit. Until I have counted your market and walked your open pipeline, a bookings target is a guess, and neither of us should be paid against a guess. Once we both know what is actually there, you set the number.
Six months is the floor on the seat, and the upside only exists on a one year term. A sales cycle in this channel runs nine months and often longer. Anything shorter than six months is not long enough for a fix to reach the number, and a kicker on a short engagement would pay me for deals that were already closing before I walked in. Between six months and a year it is retainer only.
The upside is paid on bookings, not revenue. I do not own your implementation or your revenue recognition, so I should not be paid on either. I am in your pipeline every week, so bookings is the thing I can actually move.
If you need something that is not on this page, say so and I will tell you straight whether I am the right person for it. I would rather send you somewhere else than take work I cannot do well.