How We Work

Three Ways We Work Together

In complex B2B sales, you are not selling to just one person. You are building confidence across a buying committee with different goals, risks and veto points. The buying committee is not a formal department but a temporary assembly of influencers. Key roles xN typically include:

  • The Economic Buyer: The ultimate budget sign-off (e.g., CFO, VP of Finance).
  • The Champion/User Buyer: The primary day-to-day user who will benefit directly (e.g., a Marketing Manager for a CRM, a Production Line Manager for new machinery).
  • The Technical Buyer: Evaluates against technical requirements, security, and integration (e.g., CTO, IT Director, Lead Engineer).
  • The Executive Sponsor: Has strategic oversight and cares about ROI and business impact (e.g., CEO, COO, Departmental VP).
  • Influencers & Gatekeepers: Legal, procurement, and even external consultants who can veto or shape the deal.

Our services evaluate your offerings against likely buying committee wants, needs and pain points and turn buyer insight into clear, role-specific value stories so you shorten cycles, lift win rates and avoid last-minute objections.

 

1. The Foundation Sprint (4 Weeks)

$6,500 + GST

A focused four-week engagement that defines your point of view and aligns it to the real people who decide. We map the buying committee, surface both active and latent pain, and translate those insights into a launch-ready content and sales pack.

Key Deliverables:

  • Buying Committee Map & Power–Interest Grid
    Identify Economic, Technical and User buyers, plus procurement, legal and “silent influencers”. See who can say “yes”, who can say “no”, and what each needs to hear.

  • Persona Snapshot Cards (3–5 roles)
    For each key role: objectives, success metrics, top pains and fears, likely objections, and approved messaging hooks.

  • Trigger & Pain Audit
    A simple field guide to common triggers (strategy shifts, external pressure, internal breakdowns, growth pains) and a quick “Five Whys” template to uncover unstated needs.

  • POV & Thesis Workshop (2 interviews with your CEO/key team members)
    Extract a defensible, memorable thesis that speaks to each committee member’s priorities.

  • Key Content Pillars
    We identify the three key “pillars” for your content, primary themes that represent the essence of your product or service offering.

  • Cornerstone Article (2,500+ words)
    The article, based on a mutually-agreed content pillar, reframes the problem and path to value. We also develop supporting materials for each buying committee role.

  • Consensus Playbook for Sales
    Talk tracks and objection handlers by role (CFO, CIO/CTO, User Champion, Procurement/Legal). Includes a simple risk-and-veto checklist.

  • LinkedIn Amplification Kit (3 pillar posts + 6-week plan)
    Short formats that ladder back to your cornerstone and speak to different roles.

  • Voice & AI Usage Guide
    Guardrails and prompts so your team can safely repurpose content while keeping an authentic executive voice.

  • Light-touch Measurement Plan
    Track early signals that matter: senior meetings by role, proposal alignment, and engagement velocity across contacts.

Best for you if you want to:

  • Launch a clear POV and test it with the right stakeholders

  • Enter a market or introduce a new offer with confidence

  • Give sales a practical way to build consensus, not just attention

 

2. The Thought Leadership Engine (Quarterly Retainer)

$3,500 + GST / month

Consistency builds trust and compounds authority. The Thought Leadership Engine is a quarterly retainer that transforms your thought leadership from a series of one-off projects into a disciplined, revenue-focused system. This programme turns one-off content into a disciplined system that feeds demand, protects key accounts and keeps your value story aligned to the buying committee’s worries and wins.

Your Quarterly Programme Includes:

  • Strategic Content Mix

    • 1× Decision Tool per quarter (e.g. checklist, ROI calculator, playbook) tuned to a target role (CFO, CIO/CTO, or User Leader).

    • 6× Pillar Articles (500–800 words) – a new article every two weeks based on one of your three key pillars and linking back to your themes.

  • Buyer-Intelligence Loop
    Monthly strategic customer interviews across roles, plus a simple win/loss pulse (loss calls at 30–60 days; win calls at ~90 days) to learn why you win and where confidence breaks.

  • Digital Body-Language Review
    Read what the data is saying: who’s consuming ROI vs. security content, spikes in multi-contact engagement, and intent signals that show an active cycle.

  • Shared Insight Repository
    Centralise interviews, win/loss notes, persona updates and messaging so sales, marketing and product work from the same truth.

  • Editorial Board Briefing (Quarterly)
    A short strategic memo and live review for leadership covering trends, competitor narratives and consensus barriers we must address.

  • Enablement Support
    Role-specific talk tracks, email copy and one-page briefs for sales and customer success.

Best for you if you:

  • Have content activity but need a system that ties it to revenue

  • Must defend key accounts from competing narratives

  • Want continuous insight and iteration, not one-and-done assets

 

3. The Flagship Program (12 Weeks)

$15,000 + GST

To truly lead your market, you must own the definitive narrative. The Flagship Program is an intensive 12-week engagement to create a definitive, research-backed asset that your market trusts — and that each committee member can act on. We handle research design, interviews, production and launch so your flagship work opens board-level doors for the next 12–18 months.

Programme Deliverables:

  • Proprietary Industry Research & Report: We manage the process of synthesising data to produce a defensible, 25-30 page “State of the Market” report, complete with a transparent methodology to build maximum trust. (If the ideal research is not available, we will work with you to commission market research companies to run the research on your behalf).
  • In-Depth Stakeholder Interviews (6-8): We interview your customers, partners, and internal experts to ground the research in real-world proof and generate powerful case stories.
  • A Complete Multi-Format Asset Package:
    • Full report + executive summary
    • CFO Pack: ROI/TCO narrative, calculator and risk-mitigation one-pager
    • CIO/CTO Brief: security, integration and scalability
    • User Adoption Guide: day-one value and success metrics
    • Board-ready slide deck and two detailed case stories
    • Executive video (6–8 minutes)
  • Signature Launch Event & Distribution:
    • Strategy and content for a cornerstone Executive Forum (in-person) and a follow-up Webinar.
    • A comprehensive PR kit and launch strategy.
  • Integrated Sales & Measurement System:
    • A complete Sales Pack by role for the flagship report.
    • Guidance on setting up your CRM and marketing automation to track the asset’s influence on meetings, RFPs, and revenue.

This is for you if you’re an ambitious market leader who wants to:

  • Be the reference voice in your category
  • Support market entry or expansion with authority
  • Command premium pricing with proof that matters to each role

If any of these options resonate with you, click on Start Here and let’s talk.