Services
Going for it is good, but not always sufficient. Every engagement starts with a real commercial situation — an opportunity, a negotiation, a contract at risk — and the work that follows is shaped by what that situation actually needs, not a fixed package. This isn’t a menu.
Commercial Advisory
Advisory is the core of what I do: guiding a complex commercial transaction from diagnosis to signature, on either the buy or sell side.
An engagement starts with understanding what’s really at stake — the situation behind the situation. From there, I help shape the strategy: what outcome is actually worth pursuing, and what the path to it looks like. When it’s time to negotiate, I’m at the table – or immediately behind it -, steering toward that desired outcome rather than the easiest compromise. And I stay engaged through to signature, because a contract that doesn’t reflect the true intentions of the parties isn’t finished work.
My engagements are usually fixed-fee, well scoped upfront, and typically run four to eight weeks. Occasionally a few months.
Business Development
Business development sometimes surfaces during an Advisory engagement rather than as a separate starting point: while working a specific situation, I sometimes see a broader opportunity the client hasn’t yet articulated — a market worth entering, a relationship worth building, a contract that can be expanded, or a proposition nobody has thought of yet. When that happens, we discuss whether my assignment should be adjusted accordingly, if desired on a similar fixed-fee, tightly scoped basis.
Coaching
Usually rather implicitly included in every assignment. One-on-one coaching for commercial leaders and senior sales professionals navigating a specific, high-stakes situation — not a training curriculum, but a sounding board when the stakes are high.
Workshops
Short, focused sessions that support an Advisory engagement, or stand alone when a single decision point needs sharpening: such as a win strategy, pursuit assessment, or contract assessment. Not a training series — a working session built around one specific decision. Of course I do have some ready made training collateral for topics that regularly occur, like strategic selling or deal qualification.
How I work
I operate as a solo senior advisor — no bench of consultants, no account team. When an engagement calls for expertise outside my own (legal, financial, sector-specific), I bring in an associate for that specific need, transparently. I work almost exclusively for a fixed price per assignment. If circumstances permit, preferably on a no-cure-no-pay basis.
Let’s talk
If you’re facing a commercial situation that’s too important to leave to the obvious answer, let’s talk about it.