Find what’s holding growth back, with a number against each fix and a clear order to do them in.
Leads are coming in. The team is busy. The numbers are not moving the way the effort suggests they should. Everyone has a theory: marketing says the leads are fine and sales isn’t working them, sales says the leads are unqualified, and nobody has the evidence to settle it.
Usually it is not one thing. It is a market assumption nobody has tested, a funnel stage that leaks quietly, a message that doesn’t answer the objection that actually kills deals, and a retention problem that has been masked by new business. The point of this engagement is to stop guessing which.
The difference between £5k and £12k is not effort, it is evidence. The lighter version reads what your business already knows about itself. The fuller version goes and finds out what it doesn’t.
Built from what you already have. Fast, and enough when the problem is somewhere in the funnel and the data is good enough to find it.
Everything above, plus going outside the building. Worth it when the question is bigger than the funnel, or when you are about to commit serious budget to an answer.
If you don’t know which you need, that is a normal place to start. It is usually clear within the first conversation, and I would rather scope it down than sell you research you don’t need.
Access and orientationCRM, analytics, reporting and whatever the team believes is true. I work out which of those beliefs the data supports.
The investigationThe funnel end to end, and on the fuller version the customer and sales-call research alongside it. This is the part that takes the time, and most of it does not need you.
Sizing and sequencingFindings turned into bets, each with a number on it and a view on what it depends on.
The sessionPresented to you and the team who will have to act on it, not emailed as a document. The output is agreement on what you are going after, not just a report.
Then that is a finding, and often the first one. If the data is bad enough that nothing can be concluded from it, I will say so early rather than spending your money building an analysis on sand.
No. The plan is written so your team, your agency or a contractor can run it. Some clients hand it straight back to me, some don’t, and both are fine.
On the desk-based version, a few hours across the engagement. On the fuller version, more, because the sales team and your customers are part of the evidence. I schedule around them rather than the other way round.
No, and be careful of anyone who does. I own the quality of the diagnosis and the honesty of the numbers behind it. Whether the plan gets executed is the part I don’t control, which is exactly why the plan is written to be executable.
Tell me what’s not working and what you’ve already ruled out. I’ll tell you which version of this you need, or whether you need it at all.
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