Pillar 01 · Alignment
An agreement on what is true, before any plan.
Before any recommendation, we understand the real economics of the business and define, with leadership, what winning means.
What we do in Alignment.
Alignment has three movements, and the second depends on the first, the third on the two before it.
We diagnose the economics of the business.
Before talking about tactics, we look at the client's financial data and at the market it operates in. CAC, LTV, CAC payback, margin, sales cycle. The goal is to understand how the business actually grows.
We do it with leadership, until there is agreement.
The diagnosis is not a document we hand over. It is an understanding we reach with the decision makers, about what is true in the business and about what, in concrete terms, would be a good result. Without that agreement, everything that followed would rest on different assumptions on each side.
We translate the agreement into numbers that decide everything else.
This is where the understanding stops being conversation. We use a model with four variables that determine one another.
KPI volume and quality.
How many sales, how many opportunities, are needed this quarter? Not the maximum possible, but a specific number, tied to a revenue target.
Cost per KPI.
How much can be paid for each one? Determined by the LTV, the margin and the payback of the business itself.
Budget.
The result of the two above. If the math does not add up, one of the first two variables has to move.
Time.
The variable everyone forgets. Faster almost always costs more per KPI. Slower almost always means missing the number. The horizon is a decision, not a given.
At the end of this phase, the company does not walk away with a report. It walks away with an agreement.
A shared understanding of the real problem, a concrete number for what success means, and an economic model that says what can be invested, to get what, in how much time. It is against this base that every later decision is judged, and it is to this base that we return, at the end, to confirm what actually moved.
No following pillar rests on opinion. It rests on this.