How I work
Every engagement starts with a diagnosis. No assumptions, no generic frameworks — a structured assessment of where your sales narrative is breaking and why buyers aren't getting it fast enough.
Pre-Sales Translation Diagnostic
Engagement: 1–2 weeks · Fixed scope · Fixed fee
A structured diagnostic engagement for cybersecurity companies struggling with unclear positioning and slow early pipeline progression.
What we do together:
Structured interviews with your product team, sellers, and sales leaders to map where buyer conversations break down
Review of your pitch, messaging, and positioning through the lens of the three breakdown framework
Buyer perspective analysis — what your ideal buyer hears vs. what you intend
Identification of which breakdown is primary: Capability Framing, Value Translation, or Differentiation
What you walk away with:
A clear diagnosis of where and why your messaging is breaking, mapped to the three framework areas, with a prioritized set of recommendations for what to fix first.
Diagnostic + Narrative Strategy
Engagement: 3–4 weeks · Fixed scope · Fixed fee
Full diagnostic followed by collaborative advisory sessions to develop the strategy to fix it.
What we do together:
Full Pre-Sales Translation Diagnostic as the foundation
Working sessions with your leadership and sales team to develop the corrected narrative strategy
Collaborative development of a discovery conversation framework — how sellers should structure buyer conversations to surface urgency and qualify faster
Advisory on competitive positioning: how to answer "How is this different from X?" without going defensive
Guidance as your team rebuilds their materials — I pressure-test the strategy, your team executes
What you walk away with:
A validated narrative strategy and discovery framework your sales team understands and can own. Clients in this engagement typically see measurable improvement in qualified discovery conversion within 60–90 days.
Ongoing Strategic Advisory
Engagement: Month-to-month retainer
Continued strategic counsel for companies that want a thought partner beyond the initial engagement.
What we do together:
2–3 working sessions per month focused on your highest-priority GTM challenges
Real-time feedback and refinement as you test the narrative in market
Strategic counsel for new product positioning, competitive responses, or market expansion
Available for key conversations: board prep, investor narrative, analyst briefings
Getting Started
All engagements begin with a complimentary 20-minute discovery conversation. I take on a limited number of clients each quarter to ensure the quality of every engagement.