The Process
Current-State Assessment
I start by understanding where things actually stand, both quantitatively, through data and financial analysis, and qualitatively, through stakeholder interviews. This applies whether the question is about sales territory and compensation design, product pricing and commercial terms, or how you are structured to reach customers through different channels.
Strategy Design
From that assessment, I work with your leadership team to design the specific changes worth making; sales roles, territory, and compensation structure; pricing and commercial terms; or channel approach. I bring the options, with the trade-offs of each spelled out and my recommendation, so you have a concrete strategy to act on and the decision stays in your hands, not just a diagnosis of what's wrong.
Financial Modeling
I build the models that stress-test the strategy: current vs. future state comparisons, cost-benefit analysis, NPV comparisons, and risk assessments — so the plan can be evaluated on the numbers before it goes to the board, not just on the narrative. The outputs are built to fit directly into your existing financial planning process, not sit apart from it.
KPIs and Dashboards
Once the strategy is set, I identify the specific KPIs to drive and track performance and build the supporting dashboards, primarily in Power BI, that track them over time, so leadership has an ongoing, trustworthy view of performance.