Frameworks that make the right behaviour intuitive at a consultant’s desk, without forcing generic scripts. Each is built from how your best people already win.
02.1[ Illustrative schema — customised per client engagement ]
Targeted prospecting architecture
Structured, multi-channel touchpoints and account-based cadences aimed at your tiered target accounts.
Touch 1
Research & trigger
Touch 2
First touch
Touch 3
Value follow-up
Touch 4
Multi-channel touch
Touch 5
Meeting request
Touch 6
Review & recycle
Channels, timing and messaging principles are defined per firm and sector.
02.2[ Illustrative schema — customised per client engagement ]
Discovery & sales meetings
A structured questioning framework that moves a conversation from a vacancy to a commercial qualification.
Stage 1
Business driver
Why this hire, why now?
Stage 2
Cost of delay
What happens if the seat stays empty?
Stage 3
Mandate scope
Who decides, and what does success look like?
Stage 4
Commercial commitment
What terms make this a partnership?
02.3[ Illustrative schema — customised per client engagement ]
Terms, commitment & value protection
Guardrails for defending fee levels and securing exclusive commitment, so margin is protected by process rather than personality.
Fee guardrails
Your agreed floors, and the trades consultants may offer instead of discounting.
Commitment options
How exclusivity, retainers or priority terms are positioned and earned.
Escalation points
When a negotiation goes to a manager, and what they need to see.