HOW I WORK
Start with the truth. Then fix what is getting in the way.
Every engagement begins with an honest picture of what is happening—not just what the dashboard says. Then we work on the incentives, standards, tools and support that shape the result. I work directly with your leaders and partners, and I stay involved through implementation.
KEY QUESTIONS EVERY ENGAGEMENT ANSWERS
1
Define your target. Establish clear, measurable, and aligned business objectives across every sales channel.
Where are you going?
2
Face reality. Get an honest assessment of performance from your data, frontline staff, and customers.
Where are you now?
3
Execute change. Identify the specific moves and practical actions needed to bridge the gap and drive results.
How do we bridge it?
Iterate fast. Scale only what works.
DIAGNOSTIC · 2–4 WEEKS · FIXED FEE
Channel Audit
A fast, structured reality check on your go-to-market. You get a clear view of what's working, what's missing and what's getting in the way, whether or not you go further.
Approach
- Set objectives, stakeholders, and metrics
- Interview leaders, sales teams, and partners
- Review of the data and documents you already have
- A high-level read on market, competitors and partner performance
STRATEGY · 3–9 MONTHS · PHASED
Channel Design
Redesign or enhance your channel ecosystem so teams, partners, and customers move in profitable alignment.
Approach
-
Go-to-market strategy built on what your customers, and your customers' customers, actually value
-
Channel roles, coverage and priorities: keep what works, cut what doesn't, add what's missing
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Compensation, MDF and recognition that reward doing what's best for the customer
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Partner operating standards, support and a performance cadence
TARGETED · PROBLEM-SPECIFIC SCOPE
Funnel Optimization
Find the fallout at every step from first contact to active customer, and close it. Often, these are the places where relatively small changes can have a measurable impact.
Approach
- Map funnel yield by channel
- Fix leaks in routing, hand-offs, and delivery
- Assess sales productivity development needs
Deliverables
- Executive brief on current performance
- Identification of channel value leaks
- Immediate quick-win action plan
- Recommendation on full-scale engagement
Deliverables
- A unified channel strategy
- Incentives that eliminate channel conflict
- Consistent customer experience standards
- Launch support through full implementation
Deliverables
- Ranked list of value-leak points
- Practical fixes for operational owners
- Clear metrics to track improvement
Why before what and how...
We don't talk about tactics or technology until we agree on the business outcome. If we can't define why we're doing the work, we don't start.
The customer is the only fair referee...
Internal opinions on channel performance are usually biased by departmental incentives. We look at the journey through the customer's eyes instead.
Every channel has its own strengths...
We don't try to make digital act like a store, or a dealer act like a call centre. We use what makes each route different, rather than trying to make them all the same.
Structure beats effort...
If the incentives and support are broken, even the best people will eventually stop trying. We fix the system so that effort actually stays rewarded.
WHERE THIS WORK FITS
It fits organizations that sell through two or more channels (stores, dealers, national retailers, call centres, online or field sales) where results vary between channels, regions or partners, and where partners are starting to disengage or channel conflict is showing up in front of customers. It also fits manufacturers and brands that sell through retailers and need to win with their customers' customers.
If the gap you see is between your managers rather than your channels, that is the work I do at