Before the next investment, know your way in.
Twelve questions to help you evaluate market priorities, buyer relationships, conversion readiness, and operating capacity. Check only what your business can answer with evidence today.
This guide is not a diagnostic guarantee. Your choices stay in your browser; the preview does not submit or store them.
Customer & offer fit
Priority customers
Can you name the specific customer groups and work you most want to win?
Consider customer value, service fit, and profitability rather than volume alone.
Economic fit
Do you know which offerings produce worthwhile contribution after sales and delivery costs?
Consider selling cost, gross margin, travel, payment terms, and service requirements.
Geographic choice
Can you explain why your target territories are worth the time and operating effort?
Consider demand, distribution, travel, workforce, and customer concentration.
Buying & relationships
Decision-makers
Can you identify who buys, influences, refers, and approves the work?
Look beyond the direct customer to advisors, intermediaries, and procurement.
Reason to choose you
Can an unfamiliar buyer understand what makes your offer suitable?
Use explicit scope, fit criteria, and verifiable reasons to trust the team.
Introductions
Is there a deliberate program for developing and maintaining relevant relationships?
Think referral partners, accounts, trade connections, and repeat clients.
Conversion & continuity
First response
Does every qualified inquiry reach a named person with a clear next step?
Include calls, forms, scheduling, missed inquiries, and backup ownership.
Proposal journey
Can you see opportunities move from inquiry to consultation, proposal, and decision?
Reduce ambiguous handoffs and missing follow-up.
Repeat relationships
Is there a useful way to remain in touch after delivery?
Retention, reactivation, service reminders, and appropriate referrals.
Commercial discipline
Useful measurement
Can you distinguish qualified opportunities from clicks or unqualified inquiries?
Agree on definitions, deduplicate, and follow through to outcomes.
Capacity and cash
Would the team and balance sheet support the demand you plan to generate?
Check labor, scheduling, estimating, fulfillment and cash timing.
Decision gates
Do you know what evidence would justify expanding, refining, or pausing investment?
Make the assumptions and checkpoints visible before increasing spend.
Clarity before volume.
The count is a conversation starter, not a performance score. A single gap at the wrong point in the buying journey may matter more than several smaller items. Start with the decision most likely to change what your business does next.
If an important answer is missing, a focused Market Access Blueprint may be a sensible first step. If priorities are clear but execution is disconnected, Build & Launch may be more relevant. An established program may benefit from an Ongoing Growth Partnership.
See the three engagement formats ↗