ARTIFACT 01
The load diagram
All five systems scored against your own evidence, with the short column named and the shortfall measured. One page a board can read.
How it works
Most consulting proposals describe an outcome and stay vague about the work. Here is the actual shape of the Diagnostic, what I need from you, and what lands on your desk when it is finished.
01 / THE FOURTEEN DAYS
I read your record rather than asking you to describe it. Most of the work happens without you in the room, which is deliberate: your time is the scarcest input and I would rather spend it on the two conversations that matter.
| WHEN | WHAT HAPPENS | WHAT IT COSTS YOU |
|---|---|---|
| BEFORE | The thirty minute call | No deck and no discovery script. You tell me what the last two quarters looked like. If I am the wrong person, you find out here, free. |
| DAY 1–2 | Access, not interviews | Read-only CRM access, your last forty closed deals won and lost, and whatever process documentation exists. About an hour of someone technical. |
| DAY 3–5 | I read the record | Pipeline data, stage hygiene, win rates by segment, ramp history, renewal timing. Nothing from you. This is the part most engagements skip. |
| DAY 6–8 | Six conversations | Thirty minutes each with reps, a manager, and whoever owns operations. I am checking whether the documented process is the one being run. |
| DAY 9–10 | Two calls listened to | Recordings if you have them, live if you do not. I am scoring discovery against evidence, not against a rubric. |
| DAY 11–12 | The scoring | All five systems scored, gaps ranked by what each is costing per quarter rather than by how annoying it is. The load diagram gets built here. |
| DAY 13 | You read it first | The written diagnosis goes to you a day before we discuss it, so you are not reacting live to conclusions about your own business. |
| DAY 14 | Ninety minutes, the readout | Founder or revenue leader must attend. We walk the diagnosis, argue about it, and leave with the ninety day sequence agreed. |
02 / WHAT YOU GET
Editable files, not a locked PDF. If you never speak to me again you should still be able to run the sequence, hand it to a new hire, or take it to another consultant.
ARTIFACT 01
All five systems scored against your own evidence, with the short column named and the shortfall measured. One page a board can read.
ARTIFACT 02
Each gap with the arithmetic showing what it costs per quarter, so the sequence is an argument rather than an opinion.
ARTIFACT 03
What to fix, in the order that compounds, with owners and a checkable proof point at each step. Built to run without me.
ARTIFACT 04
The systems that are working, written down, so nobody spends next quarter improving something that was never the problem.
03 / THE CONDITIONS
None of these is negotiable, and all three are the reason the work lands. If any is a problem, better to find out on the first call than in week two.
Not a curated export. If the CRM is a mess, that is a finding rather than an embarrassment, and cleaning it first hides the thing I am looking for.
Reps included, not just leadership. The gap between what leadership believes is happening and what reps actually do is usually where the diagnosis is.
Founder or revenue leader, ninety minutes, no delegate. If they will not attend, nothing I build survives me and I would rather not take the engagement.
04 / AFTER THE FOURTEEN DAYS
The most common outcome, and a good one. You have the sequence, the arithmetic and the artifacts. Many companies need the diagnosis far more than they need the builder.
The Sprint on one system, or the Full Build across several. The Diagnostic fee is credited in full against anything booked within sixty days.
Then you do not pay for it. That is the guarantee, and it is why I only take the reads I am confident I can make.
No deck, no discovery script. Tell me what the last two quarters looked like and I will tell you which of the five systems I would open first, and whether I am the right person to do it.