Direction
A clearer route to market.
- Target customer and proposition work.
- A market-entry or partner plan where in scope.
- Priorities, ownership and a delivery plan.
Build the capability to scale
Build & Scale
Build a connected commercial operation: the people, process and management practices that turn a growth plan into everyday execution.
Book a 30-minute ConversationFrom ambition to operation
Build a sales operation your team can use.
Growth exposes the gaps between a good proposition, capable people and a consistent way of selling. Build & Scale provides more hands-on time to strengthen those connections. It suits businesses where the work extends beyond managing the current pipeline.
We agree the few priorities that matter, build the relevant tools and use them with the team. The engagement can focus on a specific constraint or several connected workstreams, with scope and ownership agreed before work starts.
The commercial engine
Eight components. One working operation.
A market plan needs the right roles. New hires need a usable process. CRM needs to reflect that process, and management needs evidence from the pipeline. Each component supports the next.
01Proposition
Make the customer problem, value and reasons to choose you clear.
02Go-to-market strategy
Choose the customers, markets, channels and commercial priorities.
03Organisation design
Define the roles, responsibilities and capacity the plan needs.
04Recruitment
Assess role fit, hire against agreed criteria and plan onboarding.
05Process
Give the team practical discovery, qualification and progression standards.
06CRM
Reflect the agreed process in stages, data and usable reporting.
07Pipeline
Apply the process to real opportunities and buyer-confirmed next steps.
08Management cadence
Coach, forecast and review performance so the operation keeps improving.
↻ Management insight feeds back into the proposition, market focus and team priorities.
This is a connected model, not a requirement to rebuild everything. We prioritise the components your business needs.
A phased implementation
Design it. Use it. Make it stick.
The sequence below is an illustrative delivery framework. Timing depends on the agreed scope, weekly capacity and team availability; phases can overlap. We agree the delivery timetable and review points together.
Phase 01
Agree the foundations
Establish the starting point, customer focus, commercial priorities and the constraints that matter.
Practical outputAn agreed brief, priority workstreams, responsibilities and measures of progress.
Phase 02
Design the operation
Shape the go-to-market approach, roles, sales process and supporting tools around how your business sells.
Practical outputThe relevant market plan, role scorecards, playbook and CRM requirements.
Phase 03
Put it into practice
Work with the team on hiring, onboarding, live opportunities and the management rhythm, according to scope.
Practical outputPractical working sessions, coaching, adopted processes and clear action owners.
Phase 04
Embed and hand over
Review what is being used, resolve friction and transfer ownership so capability stays with the business.
Practical outputAgreed documentation, progress reviews and a handover with the next priorities.
Practical outputs
Tools and capability the business keeps.
The deliverables follow the brief. A scoped plan connects the work to your commercial priorities, with support putting changes into practice, progress reviews and a handover of the agreed materials.
People
A team built for the role.
- Organisation and role requirements.
- Role scorecards and interview criteria.
- Onboarding and coaching guidance.
Execution
A repeatable way of working.
- A practical sales process and playbook.
- Agreed CRM stages and reporting needs.
- Pipeline reviews, forecast discipline and management routines.
Where the priority is pipeline recovery, we review stalled opportunities, distinguish active deals from nurture and agree actions for those worth pursuing. Coaching uses real conversations and opportunities, with practical guidance the team can reuse.
Relevant experience · Kaizan
Commercial foundations, built in practice.
At an early-stage AI SaaS business, I recruited and onboarded SDRs and Account Executives, built the customer profile, sales playbook, discovery and qualification framework, and introduced coaching and forecasting practices.
I also designed a 14-day pilot approach and worked with the CEO on pricing and positioning. This shows the type of commercial foundations I have built; it is not a promise of a particular revenue outcome for your engagement.
“Scott did a phenomenal job building our go-to-market and sales function from the ground up. His structured approach, commercial expertise and exceptional attention to detail, particularly in recruitment and developing our sales processes, gave us the foundations to scale with confidence.”
Investment and engagement options
Build the capability. Agree the commitment.
From £9,500 per month for two days per week.
Retainers have a three-month minimum and are invoiced monthly in advance. Travel is charged separately. Scope is agreed before work starts.
Discuss Build & ScaleScope the right level of support
A narrower project or workshop can also be scoped separately at £1,250 per day.
Hiring, market entry and partner work are agreed according to the experience and capacity the business needs; third-party fees and tools are not assumed to be included.
Build around the priorities
We agree the workstreams, practical outputs and people involved before starting.
Delivery is sequenced around the team’s capacity, with review points to check adoption, resolve obstacles and agree the next actions.
Start with a conversation
Find the right support for your business
Whether you lead a B2B business or support a PE or VC portfolio, an initial conversation can clarify where a sales performance review, fractional leadership or practical transformation would help.
Book a 30-minute ConversationPrefer to explain your situation first? Send me an enquiry.