Sales & Pre-Sales Enablement for Professional Services Firms

What it solves

Many consultants are strong in delivery conversations but hesitate when it turns commercial. They ask safe questions, accept unclear briefs, and end meetings with “we’ll follow up.” As a result, opportunities drift into proposals too early and price becomes the differentiator.

Who it’s for

Managers, Directors, and client-facing consultants who need to lead discovery confidently and progress deals with clarity.

What we do

We train your team to run consulting-grade discovery conversations: ask sharper questions, uncover the real problem, quantify impact, and guide the client to a clear next step—using language that feels credible and professional.

What you get
 

• A “what to ask” discovery question bank (by situation and stakeholder level)

• A simple qualification checklist (so teams don’t over-invest too early)

• Value articulation templates (impact, risk, outcomes)

• Next-step scripts (how to move from discussion to decision)

• Practice simulations based on your real deals and typical clients

What success looks like
 

• Better quality opportunities entering the pipeline

• Clearer client needs and success criteria

• More consistent next steps and momentum after meetings
  
   

What it solves

Professional services firms often waste time on deals that are a poor fit, underqualified, or driven purely by procurement. Teams get pulled into proposals, solutioning, and pricing before they have access, clarity, or differentiation leading to low win rates and burned bandwidth.
 
Who it’s for

Leaders who want stronger win discipline and teams who need a simple, shared way to decide: pursue, shape, or walk away.

What we do

We install a practical “should we pursue?” decision framework that helps your teams quickly assess deal quality, identify risks early, and focus energy on the opportunities you can influence and win.
 
What you get
 

• A deal fit scorecard (simple, fast, and repeatable)

• Stakeholder and access checklist (who we need to reach before we bid)

• “Red flags” guide (when to pause or exit)

• A one-page deal strategy template (what we know, what we need, next actions)

• A weekly deal review cadence you can run internally

 
What success looks like
 

• Less wasted effort on low-probability pursuits

• Fewer late surprises (scope, margins, decision dynamics)

• A healthier pipeline with better focus—and better wins
  
   

What it solves

Pre-sales teams often get vague inputs and unrealistic timelines. That leads to rushed solutioning, unclear assumptions, fragile estimates, and scope creep after the project starts. The cost is margin leakage, delivery friction, and rework.
 
Who it’s for

Pre-sales, solutioning, and delivery leaders in IT services, tech consulting, engineering services, and advisory teams that build proposals and estimates.
 
What we do

We strengthen the front-end of your sales cycle: how you capture success criteria, define scope boundaries, document assumptions, and shape a solution that is both compelling and deliverable.

What you get
 

• Success Criteria Canvas (what “good” looks like, measurable and agreed)

• Scope definition tools (must-have vs optional, boundaries, exclusions)

• Assumption log + risk register templates (to protect margin)

• Pre-sales handoff checklist (so delivery isn’t surprised)

• A repeatable workshop format for requirement shaping with clients

 
What success looks like
 

• Cleaner scope and fewer change requests

• Less pre-sales rework and fewer internal conflicts

• Better estimates and stronger delivery alignment
  
   

What it solves

Many proposals read like capability brochures: lots of content, little clarity. Clients struggle to see what’s unique, how you’ll deliver outcomes, or why you’re lower risk than competitors. That pushes decisions toward price and brand.
 
Who it’s for

Firms competing in RFPs, formal bids, and high-stakes pursuits where differentiation must be obvious and credible.
 
What we do

We install a proposal storyline system that turns your proposal into a decision document: clear problem framing, a compelling approach, proof that you can deliver, and a strong executive summary that stands on its own.
 
What you get
 

• Proposal storyline template (structure that’s easy to follow and hard to ignore)

• Win themes + proof-point matrix (link differentiators to client priorities)

• Executive summary template (decision-ready, not descriptive)

• Red-team review checklist (quality control before submission)

• A repeatable internal proposal review routine

 
What success looks like
 

• Proposals that score higher on clarity and differentiation

• Stronger “why you” messaging across teams

• Better outcomes in competitive bids—without relying on discounting
  
   

What it solves

Even highly capable professionals can lose influence in senior client settings when messaging is unclear, presence is inconsistent, or conversations become tense. Executive presence is not about personality. It’s about learnable behaviors: clarity, structure, composure, and room control.
 
Who it’s for

Client-facing leaders who present to senior stakeholders, lead steering committees, handle difficult conversations, or represent the firm in high-stakes moments.
 
What we do

We build consulting-grade executive presence: structured messaging, confident delivery, and stakeholder-aware communication—so your leaders are trusted, persuasive, and calm under pressure.
 
What you get
 

• A practical presence model (message, voice, body language, composure)

• Stakeholder communication mapping (who needs what, how to land it)

• Structured storytelling templates (so messages are crisp and memorable)

• High-stakes conversation practice (pushback, conflict, boardroom dynamics)

• Feedback and improvement plan for each participant

 
What success looks like
 

• Clearer leadership communication in client and internal settings

• Stronger influence with senior stakeholders

• Higher confidence in high-pressure moments
  
   

What it solves

Consulting teams often discount too early or agree to vague scope to keep momentum. Later, scope expands, delivery strains, and margins erode. It’s rarely because people don’t care, it’s because they don’t have the language, structure, and confidence for commercial conversations.

Who it’s for

Partners, Directors, and Managers who negotiate scope and pricing—and want to reduce discounting and scope creep.

What we do

We build commercial confidence: how to explain value, handle objections, propose trade-offs, and negotiate boundaries in a professional, relationship-safe way.

What you get
 

• Pricing and scope talk tracks (what to say, how to say it)

• Concession strategy tools (give/get trade-offs, not giveaways)

• Negotiation prep sheet (walk-away points, risks, stakeholder positions)

• Scope boundary checklist and contracting habits

• Practice simulations based on your real commercial scenarios

What success looks like
 

• Reduced discounting and fewer “unplanned freebies”

• Stronger boundaries without conflict

• Better margins and smoother delivery outcomes
  
   

In a short scoping call, we’ll map your biggest constraint and recommend the fastest path, one intervention to start, plus the tools and reinforcement needed for adoption.