This is the work of choosing your markets, segments and channels, and building the plan to grow in them, new geographies included. You bring someone in when growth has stalled, you’re entering a market you don’t know, or the commercial plan is a page of targets with no route to hitting them.
When to hire an external consultant
Growth has flattened and you need someone to find where the next chunk actually comes from, segment by segment.
You’re expanding into a country or category you don’t cover, and someone has to build the entry plan from scratch on a deadline.
Your team is running the day job and can’t step back to rethink the commercial model at the same time.
Typical activities
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Sizing and prioritising markets and segments, then deciding where to focus and where to walk away.
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Working out the route to market: direct, partner, channel, and what each one costs to run.
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Building the geo-expansion plan, from regulatory and pricing reality to the first customers.
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Redesigning the commercial model, the sales motion and the targets so the plan is something people can execute.
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Turning it into a go-to-market plan with owners, milestones and a number the board believes.
Our Members specialised in this service come from MBB or a commercial strategy firm, with people who’ve also held growth and commercial roles inside scaling businesses. We look for people who’ve run market entries and go-to-market plans start to finish, and who measure themselves on revenue rather than recommendations.
