What it looks like when the method runs.

Client Testimonial

Deal coaching to win enterprise clients

I worked with Christian Nicolai and Conor Sweeney of 4steps2win over six months on one of GitLab's tier-one industrial accounts.

Their opportunity qualification was rigorous. The account was broken into its real business units and each one tested against a named initiative and an accountable executive, which stopped us spending time where the work was never going to be funded. On deal advancement, forty-one stakeholders mapped against a six-role decision-team model gave the account team a shared picture of who actually decides, and surfaced a route we had been treating as a blocker.

For strategic customer development, the result was a plan the team can run: named executives, anchored initiatives, a sponsor for each, and a 90-day path with defined checkpoints and explicit timing against the customer's budget cycle.

Deal coaching supported by the Deal Wizard AI Agent underpinned all of it, producing persona-specific Business Value Canvases for four named executives. The quality was high enough that I used the material directly with my sponsors rather than rewriting it.