Strategy & Go-to-Market

Procurement strategy for buyers. Go-To-Market for the firms selling to them.

We've sat on both sides of the table. Procurement leaders get a strategy built by people who've run the function. Firms that sell into enterprise procurement get go-to-market advice from people who've scored proposals like theirs.


We help with the problems on both sides of the deal.


  • Strategy that hasn't kept up (buyers): category, supplier and operating model strategy built for the company you are now.
  • High-stakes supplier decisions (buyers): senior counsel on strategic awards, exits and supplier relationships with executive visibility.
  • Winning the business case, losing in procurement (sellers): we show you how your proposal and pricing read from the CPO's chair before the customer sees them.
  • Selling to procurement without speaking its language (sellers): positioning, pricing and pursuit coaching, so procurement sees a partner and not a rate card.

Senior consultant and client reviewing procurement strategy documents

Our strategy & go-to-market engagements

We separate the strategy work from the deal work, so you always know what you're paying for.

Discovery

Understand your goals, your market position, and where decisions or deals are stalling.

Strategy Design

For buyers: categories, suppliers and operating model. For sellers: target buyers, offers, positioning, proof and pricing.

Account & Decision Support

Apply the strategy to real situations: strategic supplier decisions, or pursuit shaping, deal reviews and RFx support on named accounts.

Review & Refine

Measure what's working against agreed goals and adjust.

Questions about strategy & go-to-market? We've got you.

  • Who engages this service?

    Procurement and finance leaders who need a strategy refresh, and ER&D, IT services and procurement technology firms that sell into enterprise procurement.

  • What is a CPO-in-Residence?

    A former CPO on retained advisory with your sales and pursuit teams. That covers deal reviews, buyer-side insight, team coaching and commercial model guidance.

  • Do you do lead generation?

    No. We don't build lists or run outreach programs. We make executive introductions where there's a real fit for the buyer, and your team owns the outreach.

  • Do you hand over your relationships?

    No. Introductions are made by us, on your behalf, during an active engagement. That's what keeps them worth having.

Leading procurement, or selling to it?

Tell us which side of the table you're on and what's stalling, and a senior practitioner will follow up.