Focused commercial projects
Solve one commercial growth problem properly.
I run focused go-to-market and commercial strategy projects when one problem is clear enough to define but too important for a quick opinion — from product launch and positioning to market entry, sales motion, partnerships and pricing.
Typical engagement: 4–6 weeks around one commercial question. Best for SportsTech companies with a launch-ready product or a product in market, some evidence of demand and a specific commercial question that needs senior ownership without opening an ongoing engagement.
When a focused project fits
One problem. Fixed time. Clear commercial outcome.
We need to sharpen our ICP, positioning or value proposition.
We are entering a new market or customer segment and need to validate the commercial motion.
Founder-led sales is producing customers, but the pattern is not yet repeatable.
We need a partnership or distribution strategy that creates real commercial leverage.
Pricing or monetisation needs evidence before we make a larger decision.
Our funnel, pipeline or commercial operating model needs to be redesigned around what is actually working.
How the project works
4–6 weeks around the problem, not a predetermined pile of deliverables.
The scope is fixed around the commercial question. The work adapts to what the evidence shows, so time is spent resolving the problem rather than producing unnecessary output.
- 01
Frame
Define the commercial question, constraints, evidence and decision that the project needs to unlock.
- 02
Investigate
Use customer insight, market evidence, funnel data and commercial conversations to test the assumptions behind the problem.
- 03
Decide
Turn the evidence into clear choices around positioning, sales, partnerships, acquisition, pricing, market entry or operations.
- 04
Build
Translate the decision into the practical motion, experiments, playbook, process or next actions the team can execute.
Typical focused projects
Examples of problems worth isolating and solving.
Product Launch & GTM Validation
Define the initial ICP, positioning, buyer, pricing assumptions and commercial experiments before or during market launch.
ICP & Positioning Reset
Clarify who to sell to, why the problem matters and how the proposition should be framed.
Market Entry Strategy
Validate the customer, buyer, positioning, route to market and channel assumptions before entering the US, Europe or another international market.
Sales Motion Design
Turn founder-led learning into a clearer and more repeatable qualification, pipeline and sales process.
Partnership & Distribution Strategy
Determine where partnerships can create access, distribution, credibility or revenue — and where they are simply activity.
Pricing & Monetisation
Test the commercial logic behind pricing, packaging and value before scaling.
What you should leave with
A decision and a working commercial system — not a 60-slide deck.
- A clearer commercial decision
- Evidence behind that decision
- A practical motion or operating model
- Defined experiments and next actions
- Metrics that tell the team whether it is working
- A playbook the team can continue using
Fit
Who this works for.
Good fit
- Launch-ready product or product already in market
- Some evidence of demand
- One meaningful commercial problem can be clearly framed
- Leadership team is willing to challenge assumptions
- Team wants a senior operator involved in both thinking and implementation
Not a fit
- Idea stage with no customer or market evidence
- Multiple unrelated problems bundled into one project
- Need is mainly executional marketing production
- Looking for a generic strategy report with no implementation
- Unwilling to talk to customers or test assumptions
If the questions are recurring rather than one defined problem, ongoing senior advisory is usually the better fit.
FAQ
Questions buyers ask.
- Can a focused project cover product launch?
- Yes. A focused project can be used to validate the commercial side of a launch, including ICP, positioning, pricing assumptions, buyer journey and the initial go-to-market motion.
- Can you help us enter the US, Europe or another international market?
- Yes. Market-entry projects can focus on buyer validation, positioning, commercial channels, partnerships and the sales motion required for a specific geography.
- How long does a focused GTM project take?
- Most projects are structured around roughly 4–6 weeks. The scope is fixed around the commercial question rather than a predetermined number of deliverables.
- How is this different from Advisory?
- A focused project has a defined commercial problem and a defined time frame. Advisory is better suited to recurring decisions where the leadership team wants ongoing senior commercial input.
Let’s talk
Have one commercial problem that needs to be solved properly?
Tell me what is stuck, why it matters and what you have already tried.