The Engagement
The Approach
Good commercial work starts with understanding the business, not applying a ready-made solution.
I work with B2B companies on commercial strategy, positioning, offering development and selected strategic projects. The starting point might be a new opportunity, a changing market, an offering that needs work or a business direction that needs further development.
I look at the business as a whole: what customers value, where the company competes, how it makes money and what it can realistically deliver. The original brief doesn't always capture the full commercial question.
My role is to bring that understanding into the work, develop a direction and turn it into something the business can use.
When I'm Engaged
Commercial Direction & Opportunities
The company needs to evaluate business opportunities, understand its competitive position or develop a clearer direction for a defined commercial priority.
Positioning & Differentiation
The company needs to establish what makes it competitive, articulate its value to customers or strengthen its position in the market.
Offer & Service Development
An existing offering needs to evolve, a new service is being developed or the company wants to explore how its capabilities could create additional value.
Strategic Projects
A defined business initiative needs experienced commercial input, cross-functional perspective and practical involvement to move the work forward.
How I Work
01
Understand the Business
We start with what you're working on, what you want to achieve and the commercial context. I get into the business properly before determining what the work needs to involve. The brief is a starting point, not necessarily the problem to solve.
02
Develop the Direction
I work through the relevant commercial questions, examine the available options and develop a direction grounded in the market, customers and business realities.
03
Make It Actionable
The work is translated into clear choices, priorities and practical next steps that your team can use.
Output: Depending on the engagement, a commercial strategy, positioning direction, go-to-market plan or defined strategic project deliverable.
Working
With Me
I work directly with founders, leadership teams and the people involved in the work.
I'm quick to understand a business, comfortable working across functions and interested in what will make a meaningful commercial difference.
I ask questions, challenge assumptions when necessary and build on what already works. I don't believe in adding complexity to make the work appear more strategic.
Engagements can be structured as defined projects or ongoing fractional partnerships, with scope and responsibilities agreed according to the business need.
