Open . Scott
01 / 07
The next 30 minutes
Eight questions. Four themes. One growth system.
A few minutes of orientation, then we work your questions as a conversation. Dr. Dan leads the methodology, Scott owns sequencing and commercial. Here is the map.
Theme A . Sequence
How the two diagnostics run, and why findings stay fresh
Your questions on sequence, timeline, and packaging.
Theme B . The diagnostic edge
Where to aim the fix, how we validate, what counts as a real loop
Prioritization logic, ground-truth validation, theoretical vs real.
Theme C . The two motions
Rainmakers at the top, enterprise velocity underneath
How the model handles motions that coexist and blur.
Theme D . Loops and timeline
The honest build curve, and how the outputs land
Quick wins, the structural build, one unified briefing.
The frame . Dr. Dan
02 / 07
The 5-minute frame
You are starting at the foundation, where it should start.
A playbook or a training is a Deploy-layer move. It only holds when the layers underneath are sound. Diagnose establishes system truth first. That is this engagement.
Deploy
Stabilize execution across people, process, and tools. Playbooks and training live here. Premature without the layers below.
Design
Translate system truth into a coherent growth architecture. Scoped after the diagnostic surfaces what is real.
Diagnose
Establish system truth. Where the engagement starts. Two coordinated lenses run as a sequence, not in parallel.
GG . Growth Guidance . Strategic
Which bets credibly hit $340M, at what probability
Monte Carlo across the five big bets. P10, P50, P90. The strategic alignment the ELT workshop is built around.
GTMD . GTM Diagnostic . Tactical
Is the engine behind those bets executable
Where the motion leaks, where capacity is constrained, what has to be fixed to make the modeled path real.
Theme A . Scott
03 / 07
Sequence and staleness
GG first, then GTMD, with a deliberate overlap. Findings do not go stale.
GG runs first and feeds the ELT workshop. GTMD data capture begins inside the GG window, so it launches against fresh GG output and the bets the ELT just committed to, never against stale hypotheses.
W1
W2
W3
W4
W5
W6
W7
W8
W9
W10
W11
W12
Phase 1Growth Guidance
GG . strategic foundation
Discovery, data normalization, ELT interviews, Growth Matrix and Mapping, P10/P50/P90 scenario set.
AnchorELT Workshop
Exec Alignment . wk of Jul 20
Phase 2GTM Diagnostic
GTMD . data capture begins
Quietly starts inside GG.
GTMD . analysis aimed at the committed bets
Bowtie benchmark, conversion clarity by stage and motion, maturity scoring, prioritized roadmap.
Phase 1 is roughly 2 to 3 weeks. Phase 2 is roughly 4 to 5 weeks. GG informs the workshop, the workshop directs GTMD, so GTMD answers the questions the ELT actually asked.
Answers Q1 and Q8 (sequence)
Theme B . Dr. Dan
04 / 07
The diagnostic edge
When GG says focus here and GTMD says it is broken here, that is the point.
The two lenses are designed to intersect. Where high-value opportunity meets a broken motion is exactly where to aim the fix. That overlap is the priority, not a conflict.
Prioritization logic
The intersection is the target
A high-value segment with a broken motion is the highest-return fix in the business.
GG sizes the prize. GTMD shows the gap. The deeper the gap on a bet that matters, the higher it ranks.
Validation
Triangulated against ground truth
Rep interviews. Deal history. Call review. A deep dive into CRM data and the historical track record.
No single source decides. The model has to agree with what reps and deals actually show.
Loop reality
Theoretical vs real is a GTMD output
You do not need to assess this first. We quantify how much actual loop benefit the business generates today.
We measure it, then tell you which loops are real, which are theoretical, and which to build first.
Answers Q2, Q3, Q6
Theme C . Dr. Dan
05 / 07
The two motions
Two motions that coexist and blur. GTMD separates them, then protects the right one.
The relationship-led rainmaker motion at the strategic level and the higher-velocity enterprise motion underneath are different engines. The blur is the problem we measure, not a thing to wish away.
Rainmaker motion . strategic
Relationship-led, eight figure, low volume
Protected, not productized. We define what makes it work so it is reinforced, not flattened into a process it would break under.
Enterprise motion . velocity
Systematic, repeatable, higher volume
Built to scale with a real BDR layer feeding it. This is where process and pipeline discipline pay off.
GTMD analyzes relative revenue and growth efficiency across the two motions, measures the touch effort each one demands, and recommends redefining the boundary where they blur. The rainmaker motion gets protected. The enterprise motion gets systematized.
Answers Q4
Theme D . Scott and Dr. Dan
06 / 07
Loops and the honest timeline
Quick wins early. Loops are a structural build: months to stand up, 12 to 18 to compound.
In legal services the loops that matter are advocacy, community, retention, and expansion. Built essentially from scratch, that is real engineering. We will not pretend it lands in a quarter.
M1
M2
M3
M4
M5
M6
M7
M8
M9
M10
M11
M12
M13
M14
M15
M16
M17
M18
NowQuick wins
Months 0 to 3
Conversion fixes, motion clarity, the highest-return gaps GTMD surfaces. Real impact you can show the board.
BuildLoop construction
Months 3 to 6
Advocacy and expansion loops designed and stood up. Mechanics, ownership, instrumentation.
CompoundMaterial impact
Months 12 to 18
Loops generate pipeline from inside the customer base. Customers who reach impact become the source of the next ones.
And the four GTMD outputs land as one unified briefing, not scattered documents: GTM Model, GTM Performance, Growth Formula, and Growth Loops in a single roadmap aimed at the committed bets.
Answers Q5 and Q7
Close . Scott
07 / 07
Investment and what comes next
Sold as one package. The efficiencies are why.
GG is not a gate you clear before deciding on GTMD. Run together as a combined engagement, the two diagnostics share discovery and data, which is where the bundle value comes from.
Executive Alignment Workshop$25,000
CXO Growth Guidance$100,000
GTM Diagnostic, Full Bowtie$90,000
List price total$215,000
Combined engagement$170,000
$45,000 in bundle value: $20,000 from running the two diagnostics as one engagement, and the $25,000 workshop included at no cost when signed by June 26.
The close
Two dates and one process
Jul 20 assumed ELT gathering. Confirm the week.
Jun 26 signed secures the workshop and a late June or early July kickoff.
Buying process. CFO likely next, CIO has sway, CEO. Can procurement run in parallel.
Open thread: in your ideal world, what impact are we anchoring to, and by when must the system be in place to get there.
Answers Q8 (investment and phasing)