How We Work
Commercial Engineering
Methodology
Three integrated frameworks. One measurable outcome: 10% pipeline velocity improvement in 90 days.
Framework 1
Gain Game Science (GGS)
A systematic catalog of 55 commercial gains across five mechanisms — the science behind every high-impact sales conversation.
Tier 1 — ABC Model
Awareness
Buyers must first be aware that a gain exists. GGS maps how commercial teams create awareness of outcomes buyers didn't know were achievable.
Tier 1 — ABC Model
Behavior
Commercial behaviors that consistently move buyers from awareness to action. Evidence-based patterns refined across 500+ healthcare supplier engagements.
Tier 1 — ABC Model
Circumstantial
Contextual factors that amplify or suppress a gain's impact. Understanding circumstance is what separates repeatable success from lucky wins.
The GGS catalog identifies 55 distinct commercial gains across five gain mechanisms — every one validated in high-tech healthcare contexts.
GGS is the foundation of our Continuing Commercial Education program.
Proprietary Framework
The COF Outcomes Framework
Shift every customer conversation from "what does it cost?" to "what is it worth?"
Result: Every conversation focuses on measurable value, not just features.
The Science of Sales
Pipeline Velocity Calculator
Enter your numbers. See what 10% improvement means in dollars.
Your current pipeline metrics
Your baseline velocity: 9,917 / day
Our Process
How We Work
A proven methodology refined over 20+ years of commercial leadership.
Discovery
Deep-dive into your sales process, pipeline metrics, and competitive landscape.
Diagnosis
Identify bottlenecks, friction points, and high-impact improvement opportunities.
Design
Create customized playbooks, messaging frameworks, and enablement tools.
Delivery
Implement through training, coaching, and hands-on deal support.
Results
Measure impact, iterate on learnings, and sustain the improvement.
Ready to Accelerate Your Pipeline?
Schedule a Pipeline Diagnostic call to identify your highest-impact opportunities for improvement.
10% pipeline velocity improvement guaranteed in 90 days
30-minute call. No obligation. Just insight.