How it works
Every engagement starts with where your sales are leaking, measured across six stages. What happens next is scoped and priced before anything starts.
The six-stage playbook
Most businesses are strong in three or four. The money is in the other two.
Getting in front of the right customers
Getting in front of the customers who matter, and the people inside them who make the decision, rather than whoever will take a catalogue.
Understanding what they're trying to achieve
Finding out what the customer is actually trying to achieve, and what they buy elsewhere, before you pitch anything.
Proving it on the shelf and on site
Showing, not telling: the range in stock and visible where customers buy, and proof from the trades who use it.
Winning on value, not price
Winning on value: terms and rebates that are earned, margin your people understand, and the confidence to hold price when it's challenged.
Turning interest into orders
Turning interest into orders: follow-up that actually happens, quotes tracked where people trust them, specifications that become orders, and ordering that's easy.
Keeping and growing accounts
Keeping and growing the accounts you've won: spotting early when one is drifting, knowing who else they buy from, and asking customers how you're doing.
Three steps
Twenty-four questions. An instant report: your overall score, each stage, your two biggest leaks and three things to do next.
We go through your two weakest stages. You leave with the first fix, whether or not we ever work together.
If there's work worth doing, you get a fixed scope and price before anything starts, and a defined change at the end.
Ways to work together
Merchants usually start with the Lost Sales Audit. Suppliers usually start with the Commercial Partner or a Trade Connections assessment. Mileage is charged at 55p a mile. Other travel, such as trains and flights, and accommodation are charged at cost where needed.
Merchants and wholesalers
I take your supplier planograms and your own sales, stock and purchasing data, and work out what should have been on the shelf, what wasn't, how long it was gone and what it was selling at when it was there.
It's an audit, not a solution. What to do about the number is the next conversation.
Independent merchants
Four weeks getting into the bones of the business, three days a week: the counter, the yard, the cab, finance and the ordering screen. Two months deploying change with your people, eight days a month. Nine months alongside you, two days a month on site, making sure it sticks.
Scope is agreed up front and reviewed monthly with you. New ideas go on a list, not into the invoice.
Manufacturers and suppliers
Experienced commercial leadership without the full-time seat. One day a month in the field or the business doing visible work; one day with you on what's changed and what's next.
I'm never the face of your business in front of a customer. I coach the people who are.
Suppliers getting closer to the trades
Most suppliers are two steps removed from the people who use their products, and convinced going direct means war with the merchants. It doesn't have to. I've done it without the war.
The rules you sign up to: you own the focus group, nobody is paid for an opinion, and the price is one a merchant could match.
What I never own
I'm never the face of your business in a customer meeting, and I won't own a make-or-break tender. Those belong to your people, and I'll make sure they're ready for them. It keeps the work honest, and it keeps the result yours.
Not ready to talk yet?
Twenty-four questions, under ten minutes. Your report arrives by email straight away: where you're strong, where you're leaking, and what to do first.
Start the Growth ScoreReady now?
Your two weakest stages and the first fix, whether or not we ever work together.
Book a call