HOW THE WORK CHANGES
Start with what is true for you.
The artefacts hold constant. The starting point, operating rhythm and proof of progress do not. Choose the stage that describes your company now.
Business size
Choose the page you would send to one person.
01 · Startup
The product is finished. The company is not.
A finished product, near-zero pipeline, a founder who can sell and cannot clone themselves, and a company that is close to invisible to anyone who goes looking.
02 · Scaleup
You hired the team faster than you taught it.
The scaleup problem is not capability and not pipeline. It is variance. Every rep runs their own method, so ramp is slow, reviews are arguments, and the top performer’s approach never transfers to anyone else.
03 · Enterprise
A team that only works this quarter discounts to close it, and starts the next one empty.
The enterprise pattern is reactive motion. Everything points at the current quarter, which produces discounting, escalation, micromanagement and burnout — and a forecast built on verbals from people who cannot approve anything.
The same next step, however you arrive here.
Apply these principles to my business