How I Work with Companies

A structured framework for turning buyer intent into pipeline — built from 25+ years of leading commercial transformations, refined through hands-on work across 85+ countries and 15 industry sectors.

The Approach

Most B2B companies don't have a lead generation problem — they have a visibility problem. They can't see who in their market is actively buying, so they spend time on the wrong accounts at the wrong time.

I work with clients to close that gap. Every engagement combines three things: a clear-eyed audit of where you are today, the right buyer intent system for your specific market, and active campaigns that turn intent signals into qualified pipeline.

  • Audit and Diagnose

    Audit and Diagnose

    I start by understanding where you are: your current go-to-market motion, your existing tech stack, your ICP, and where pipeline is breaking down.

    • Audit of your current GTM and tech stack

    • Identification of gaps and opportunities

    • Independent recommendation on the right intent and lead generation platform — no overbuilding, no underbuilding

    • ICP and target market clarification

    Outcome: You invest in the right foundation from day one — and avoid the most common mistake of buying tools before defining what they need to solve.

  • Build Your Intent Engine

    Build Your Intent Engine

    Once the foundation is right, I design and operationalize the system that turns intent signals into action.

    • Intent topic architecture tailored to your buying signals

    • ICP and target account list build-out

    • Outreach sequence and channel design (email, LinkedIn, outbound)

    • Messaging frameworks aligned to buying stages

    • Platform configuration and integration into your GTM stack

    Outcome: A working intent engine that produces better signals, better targeting, and better pipeline — within weeks, not quarters.

  • Activate and Optimize

    Activate and Optimize

    Strategy without execution is slideware. I stay close to the work, launch campaigns, and refine as we learn.

    • Live campaign launch aligned to real-time buying signals

    • Performance optimization and A/B testing

    • Intent refinement based on what's converting

    • Pipeline analytics and reporting

    • Ongoing strategic advisory

    Outcome: Sustained performance and scalable growth — built into your operating rhythm, not bolted on.

  • The Intent-to-Pipeline Sprint

    The Intent-to-Pipeline Sprint

    For companies that want to move fast, I offer a focused 2-4 week engagement designed to take you from no visibility to qualified pipeline.

    By the end of the sprint, you'll have:

    • A fully configured buyer intent platform, tuned to your market

    • Optimized intent topics and ICP targeting

    • A prioritized list of in-market accounts aligned to your buying criteria

    • Segmented, ready-to-action outreach lists

    • Live campaigns aligned to real buying signals — already in market

    The sprint is the fastest way to validate the approach in your specific market. Most clients extend into longer operational engagements where it makes sense — but the sprint stands on its own.

How Engagements Work

I work with companies in three ways:

The Intent-to-Pipeline Sprint — a focused 2-4 week engagement to operationalize intent data and launch first campaigns.

Extended operational engagements — longer-term partnerships where I embed with your team to scale the intent engine, refine pipeline, and drive sustained growth.

Strategic advisory or non-executive board roles — selectively, where there's strong fit. Particularly suited to mid-market technology and media companies, private-equity-backed businesses, and companies operating across multiple markets.