Engagements
Fixed scope. Fixed fee. No surprises.
Every engagement is scoped to a defined deliverable rather than an outcome outside our control, and quoted as a single fixed fee before any work begins. No hourly billing, no open-ended retainers, no invoice you didn't expect.
Where the commercial function actually stands, and what to do about it, in priority order.
Includes: stakeholder interviews with founders, the commercial team, current customers and lost prospects; commercial readiness scored across all ten Foundation First domains; competitive and targeting review; a written diagnostic with a prioritized 90-day roadmap; and a board-ready presentation of findings.
Best for: companies that know something isn't working commercially but can't yet name it — and boards who want an independent read before committing capital to a build.
The commercial system, actually built. Not a strategy deck — working infrastructure.
Includes: market and competitive research; targeting model; messaging and positioning platform; commercial model, pricing and contract structure; complete sales collateral; documented sales process; CRM selected, configured and adopted; sales-to-operations handoff design; cross-functional growth cadence; and a written playbook the team can run without us.
Optional add-on: proof-of-concept validation, where we personally test the model in market before handover. Time-boxed and priced separately.
Compare the alternative: a full-time healthcare CRO costs $250K–$400K base plus equity and benefits, takes three to six months to hire and another six to ramp. The Foundation Build costs a fraction of year one and leaves a documented system behind either way.
Senior commercial leadership for a company that has the foundation and needs someone to run the build-out.
Includes: commercial team hiring, onboarding and coaching; comp plan and territory design; pipeline and forecast discipline; the cross-functional growth cadence; board and investor communication; and deliberate enablement of the person who will eventually own the function.
Explicitly excludes: carrying a quota or a bag. This is written into the scope of work.
For private equity and venture investors. Is this a product problem or a go-to-market problem — and is it fixable?
Pre-investment: independent assessment of a target's commercial function, pipeline quality, sales process maturity, and the credibility of its growth assumptions — from someone who has been the buyer these companies are selling to.
Post-close: a 100-day commercial plan for a portfolio company, with the sequencing and cost of the build laid out.
Training a commercial team and its leaders in the method that actually works in healthcare.
The method: interview the customer first. Surface the problems they have — including the ones they haven't named yet. Then marry your solution to what they told you. And when your solution doesn't fit, say so out loud. That last part is what builds the relationship no competitor can dislodge.
Includes: two-day onsite intensive; the methodology documented as a durable internal asset; call and meeting frameworks; manager coaching on how to reinforce it; and 60 days of follow-on coaching so it survives contact with reality.
How We Engage
Four things we agree on before we start.
An executive sponsor
Someone with real authority who has agreed in advance to act on the findings. Analysis without a decision-maker is theater.
An acknowledged gap
You already believe there's a commercial problem. We're not here to convince a leadership team it has one.
A cash budget
No equity in lieu of fees. No deferred compensation. Performance upside is available — in cash.
Real access
To your customers, your data and your team. We can't diagnose a commercial function from the outside.
Most engagements start with the Diagnostic.
Three to four weeks, one fixed fee, and a clear answer about what's actually broken and what to fix first.
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