A diagnostic is the best place to start. We have experience with what works – and doesn’t work – in many companies and many industries.

Our goal in a diagnostic is to reveal clear steps you can immediately take on your own to get the results you want, while avoiding pitfalls. Our deliverable will include recommendations about those steps, plus two or three additional options for more in-depth actions that could help you to greatly improve your market results.

Diagnostics normally consist of two to five days of interviews and analysis, and a written report on findings with recommendations for next steps.

Anyone looking to:

1. Improve top-line revenue
2. Get a better return on product launch and market strategy processes
3. Deepen market penetration
4. Improve ROI on B2B sales and channel activities

As a neutral third party we:

• Inject new perspective and expertise
• Increase your credibility as you seek internal buy-in

We begin with telephone discussions to identify your revenue goals, and what obstacles you see to their achievement. Our phone meeting should include a high-level picture of what you want to achieve, your detailed goals, and what have you already tried. That will give us enough information to estimate how much effort a diagnostic would require, and we can agree upon who might be involved, and pick some tentative dates.

Once we start, our two- to five-day ‘sprint’ includes -

• A visit with you, on-site, to understand your situation. We typically meet with people in individual or in clustered interviews, or we use a half-day growth workshop focused on key teams. Or we may combine the two approaches. To be successful, our diagnostics team will normally require some access to key process owners and influencers and to information about current performance and performance trends (under non-disclosure, of course!)

• The next step is to work with you in applying our own tools and experiences to help you identify your low-hanging fruit. The final report comes a week later.

It typically contains:

• Concrete actions within easy reach that would increase your success.
• Obstacles and risks plus key steps to mitigate them.

This process is inexpensive and eliminates the bias of an internal audit (which can be a lot like “giving yourself a haircut.”)

Not every top-line revenue function is ripe for the sort of rapid-fire diagnostic analysis we’ve described. A fifteen-minute call is usually sufficient to determine whether or not we can help. If we mutually agree that it can, we’ll be glad to arrange an appointment with your team to conduct a diagnostic.