Figure 8

THE PROCESS STRAND

Process isn’t the problem. Poor process is.

When businesses grow, relying on “how we do things around here” creates friction, inconsistency and risk

When businesses grow, relying on “how we do things around here” creates friction, inconsistency and risk

Great process creates clarity and consistency but importantly it enables people to move fast and for you to scale

Great process creates clarity and consistency but importantly it enables people to move fast and for you to scale

Why process matters more as you scale

Why process matters more as you scale

New people

Onboarding is faster and ramp time is shorter

Team expansion

Consistency is maintained as the team grows

Quality and risk

Less variance. Fewer mistakes. Lower risk

Data and insight

Processes can now generate reliable data

Continuous improvement

Identify what to stop, start, automate or enhance

THE KNOT:

THE KNOT:

Clear process to close the deal

Clear process to close the deal

Campaign planning & execution

Audience targeting

Outbound outreach

Meeting booking

Discovery questions

LOOP ONE PROCESSES:

LOOP ONE PROCESSES:

Repeatability to win new business

Repeatability to win new business

Campaign planning & execution

Audience targeting

Outbound outreach

Meeting booking

Discovery questions

Pipeline Management

Forecasting

Example processes throughout the Figure 8 journey

There are processes throughout the Figure 8 journey

LOOP ONE PROCESSES:

Repeatability to win new business

Campaign planning & execution

Audience targeting

Outbound outreach

Meeting booking

Discovery questions

Pipeline Management

Forecasting

Attracting the Right Prospects

What we build influences who we win.

Transforming Customers into Advocates

What we build drives usage, expansion and loyalty.

THE KNOT: CONVERT

Build to prove and create confidence

LOOP TWO PROCESSES

Build to grow and retain

Implementation planning

Onboarding and adoption

Value realisation

QBR & business reviews

Renewal management

Case study Approval

Advocacy & Referrals

THE KNOT: Clear process to close the deal

Campaign planning & execution

Audience targeting

Outbound outreach

Meeting booking

Discovery questions

Strong processes at every stage create a connected journey for your customers — and for your team.

Strong processes at every stage create a connected journey for your customers — and for your team.

No dropped handovers. No confusion.

No dropped handovers. No confusion.

LOOP TWO PROCESSES

LOOP TWO PROCESSES

Build to grow and retain

Build to grow and retain

Implementation planning

Onboarding and adoption

Value realisation

QBR & business reviews

Renewal management

Case study Approval

Advocacy & Referrals

The balance that drives scale

The balance that drives scale

Great commercial teams balance efficiency and effectiveness.

Great commercial teams balance efficiency and effectiveness.

EFFICIENCY

Do things right

✓ Documented and understood

✓ Consistent and repeatable

✓ Removes waste and rework

✓ Enables automation and AI

✓ Scales with the business

VS

EFFECTIVENESS

Do the right things

✓ Supports pace and momentum

✓ Empowers good judgement

✓ Adapts to context and change

✓ Drives the right outcomes

✓ Creates valuable customer impact

Documenting a process is improvement by design.

It forces clarity, reveals gaps and opens the door to shorten, improve and automate.

What good process looks like

What good process looks like

Simple

Simple

Easy to understand. Easy to follow.

Practical

Practical

Designed for real world use.

Aligned

Aligned

Supports strategy and customers.

Measured

Measured

Tracked, analysed and improved.

Build better processes, continuously

1

MAP

MAP

Understand how work gets done today.

Understand how work gets done today.

2

DOCUMENT & CLARIFY

DOCUMENT & CLARIFY

Capture the best way to do it.

Capture the best way to do it.

3

IMPROVE & AUTOMATE

IMPROVE & AUTOMATE

Remove waste. Use tech and AI where it helps.

Remove waste. Use tech and AI where it helps.

4

EMBED & ADOPT

EMBED & ADOPT

Train, reinforce and make it easy to use.

Train, reinforce and make it easy to use.

5

MEASURE & OPTIMISE

MEASURE & OPTIMISE

Use data to iterate and get better.

Use data to iterate and get better.

Better process. Better performance.

Let’s build better together

Let’s build better together

AN EXAMPLE ENGAGEMENT

From individual heroics to a repeatable sales motion

Results are being delivered, but too much depends on who happens to be running the opportunity.

Results are being delivered, but too much depends on who happens to be running the opportunity.

01

THE PROBLEM

Qualification is inconsistent, CRM stages mean different things to different people and deals frequently stall late in the process.


Forecasting consequently relies more on judgement and optimism than evidence. Some opportunities appear days before they close.

02

THE ENGAGEMENT

Work backwards from successful deals to define how prospects actually buy.


Workshop with key individuals to build a simple, usable sales process around the critical buyer decisions, qualification points and activities that consistently move opportunities forward.

03

THE OUTPUT

→ Defined sales stages & exit criteria
→ Qualification framework
→ Discovery approach
→ Opportunity / deal playbook
→ CRM and pipeline recommendations
→ Manager coaching & adoption plan

◷ TYPICAL ENGAGEMENT: 4–6 weeks · 1–2 days per week · CRO + sales team

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