THE SYSTEM
Diagnostic first. Then we build.
The same system runs through every format. It starts with an honest look at the
firm’s pipeline, then works on the opportunities sitting in the firm that week,
with the people who own them.
01
WEEK ZERO
Every engagement starts with Week Zero.
Confidential interviews with the partners.An audit of the pipeline as it really is: what exists, what is real and what is stale.A review of business development activity, CRM, reporting and targets. A gap analysis.
The Week Zero report sets the emphasis, pacing and focus of everything that follows. It is included in every format. Nothing is assumed.
02
THE SESSIONS
90 minutes, on live work.
In person or by video, in groups of 4 to 12. Every session follows the same shape, so commercial capability builds week on week, and every session ends with something each person has agreed to do before the next one.
| 01 |
Commitments from last week
What each person said they would do, and what actually happened. First for a reason.
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| 02 |
Pipeline review
What is new, what has moved, what has stalled. Named opportunities, not categories.
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| 03 |
One commercial skill
A single capability, in the context of live work. One a week, never a list.
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| 04 |
Live application
That skill applied to the opportunities in the room, belonging to the people in the room.
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| 05 |
Commitments for the week ahead
Specific, named and dated. Reviewed at the top of the next session.
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03
THE FORMATS
Four formats. One discipline.
6 WEEKS
The Sprint
Fast, accountable, visible in 6 weeks.
The most concentrated weekly format, built for firms that want to see the pipeline move inside 6 weeks. Week Zero, then 6 weekly sessions covering pipeline build, qualification and conversion.
The firm ends with a personal pipeline for every participant, a qualification framework, a 90-day plan per participant and a 30-day review a month after close-out.
12 WEEKS
The Programme
Time for skills to embed and habits to form.
The full-depth format. The first half builds the pipeline and the discipline. The second half turns conversations into instructions. Week 6 is a formal review with senior stakeholders.
The firm ends with a bespoke pipeline tracker, a sector playbook, a senior debrief and a 90-day plan for after.
2 DAYS ON SITE · BY INVITATION
The Intensive
Diagnosis to action in 2 days.
The same system in concentrated time, on the firm’s own premises, for a partner group that can clear 2 days but cannot hold a weekly slot for 6. Week Zero still comes first, so the 2 days start with the pipeline already audited.
Day 1: diagnosis and priorities. Day 2: framework and action.A 30-day review is part of the format, not an extra. Capped at 10, because above that the room stops being a working session and becomes an audience.
3-MONTH OR 6-MONTH TERMS
Retained Advisory
The discipline, held.
A Sprint or a Programme builds the system. The months afterwards are where it either becomes how the firm works or quietly stops. The retainer holds it in place.
Partner level: a monthly session with the lead partner on pipeline, live deals and next moves. Firm level: the same, plus a monthly session with the wider team. WhatsApp access between sessions, and a commercial health check at the mid-point of every term.
04
WHO IS IT FOR
Firms where the people who deliver the work are also responsible for winning it. Not sales teams. Professionals who need a commercial system and have never been given one.
S E C TO R S
Law, accountancy, architecture and design, engineering consultancy, IFA and wealth management, surveying and property, account-managed businesses.
PA R T I C I PA N T S
Partners and directors, managing partners, senior associates, practice group leaders, business development leads, newly promoted fee earners, account managers.
Every engagement is tailored
from the diagnostic.
The formats are a reference point for the first conversation. What stays constant is the approach: real pipeline, real opportunities, and accountability. Email us and we will reply.
Sales for non sales
Sales For Non Sales Ltd · Registered in England and Wales No. 17474478 · 71-75 Shelton Street, Covent Garden, London WC2H 9JQ