Why it exists
Most consultants come in with a framework. I come in with questions.
The single biggest mistake in commercial consulting is prescription before diagnosis. A consultant who arrives on day one knowing what you need isn't doing diagnosis; they're selling a product.
Every engagement starts with Discovery Week because I refuse to start building before I know what I'm building and why. It's how I make sure the roadmap reflects your business, not a template I had before I walked in.
Discovery Week also works as a standalone engagement. Some founders just want the diagnostic and the roadmap (to know what's broken and what to prioritise) and then take it from there themselves or with their existing team. That's a completely legitimate outcome.
The only outcome Discovery Week is designed to avoid is the one where we spend time and money building the wrong thing.
The scope
The full revenue picture. Not just sales.
Discovery Week covers the complete revenue function, from top of funnel to forecast. Everything that affects whether the business can generate and predict revenue reliably.
Pipeline health
- Volume, velocity, and conversion at each stage
- Pipeline coverage ratio
- Deal quality and qualification rigour
CRM architecture
- Stage definitions and exit criteria
- Data hygiene and completeness
- Whether the setup reflects how you actually sell
Win/loss patterns
- Where deals are being lost and at what stage
- Competitive losses vs. process losses
- Deals that stall vs. deals that die
Revenue reporting
- Forecast accuracy on a rolling basis
- What the business can and can't predict
- Board-level reporting quality
ICP and positioning
- Whether you're going after the right buyers
- How the business shows up in market
- Message clarity and differentiation
Team and structure
- Capability and capacity of the sales team
- Role clarity and accountability
- Where the founder is still load-bearing
Marketing to sales handoff
- Lead quality and qualification process
- Where the breakdown between functions lives
- Attribution and feedback loops
Tech stack
- What's in use vs. what's actually being used
- What's getting in the way
- Where the gaps are
What you get
A clear roadmap. Not a deck full of observations.
The output of Discovery Week is a written document: a structured, prioritised revenue roadmap. It tells you specifically what's broken, why, and in what order to address it.
No generic observations. No "consider implementing a CRM" recommendations. If your CRM is broken in a specific way, the document says exactly what's wrong and exactly what to do about it.
The roadmap is written to be worked from, whether by me in a follow-on engagement, or by you and your team independently. It doesn't require me to be useful.
The roadmap covers
- The specific things that are broken, ranked by impact
- Root causes, not just symptoms
- A prioritised build sequence: what to fix first and why
- Quick wins: things that can be changed in the next two weeks
- The recommended engagement model (Project, Fractional, or Advisory), or a recommendation to go elsewhere
- A clear scope for any follow-on engagement, including expected outcomes
After Discovery Week
Three paths. One right answer for your situation.
Project
Fixed-scope build
A defined piece of work with a clear start, end, and deliverable. Good when you know what needs to be built and you want it done properly.
Learn more →Fractional
Embedded leadership
I step in as a part-time commercial leader. Embedded, not advisory. The right model when the build is ongoing and the business needs leadership, not just a deliverable.
Learn more →Advisory
Advisory engagement
For businesses that have the right people to execute, but want a senior commercial brain in the room at key decisions.
Learn more →Common questions
What founders usually ask.
How long does Discovery Week actually take?
Five days of focused diagnostic work. That can run over one or two calendar weeks depending on access and scheduling: interviews to arrange, data to review, calls to join. The work is time-bounded; the calendar sometimes isn't.
What do you need from us to make it work?
Access to the people involved in selling: the founder, any reps, relevant marketing contacts. Access to the CRM. Time for structured conversations. Honest answers. That's it. You don't need to prepare a presentation or clean anything up; I'd rather see the actual state of things.
What if we decide not to continue after Discovery Week?
That's a completely legitimate outcome. The roadmap is yours regardless. Some founders just want the diagnosis. If after Discovery Week it's clear that what you need isn't what I do, I'll say so, and where possible I'll point you toward who can help.
How much does it cost?
Discovery Week is a fixed fee. The investment is relative to the size and complexity of the revenue function. See the pricing page for guidance, or get in touch and we'll confirm the fee upfront before anything starts.
We're very early-stage. Is this right for us?
Discovery Week is most useful for businesses that have some revenue history: a pipeline, a CRM, some reps, and real data to work from. If you're pre-revenue or at very early stages, the work looks different and may not be the right fit. Get in touch and we'll work out whether it makes sense.
Ready to find out what's actually broken?
Book Discovery Week. Five days. One roadmap. No commitment to what comes next until you've seen the output.
Book Discovery Week