The first thirty days with a fractional CRO, day by day
The first thirty days are for truth, not motion: read every deal, listen to the calls, interview the customers who bought and the ones who did not, write the ICP with disqualifiers, and put a forecast on the table that nobody can argue with.
Days 1–5: the read. Every open opportunity, the last four quarters of wins and losses, the CRM as it actually is, the calls (recorded or shadowed), the pricing history, and the board deck. Ten conversations: the founder, each seller, product, customer success, Finance, and two customers.
Days 6–10: the diagnosis. One written page per stage of the Revenue Foundation: what exists, what is missing, what it is costing. The founder reads it before anyone else. If the honest conclusion is “not yet a CRO problem”, it is said here.
Days 11–20: the ICP and the pipeline. The ideal customer profile with disqualifiers and the trigger event. Pipeline stages with exit criteria, rebuilt in the CRM. Every open deal re-staged against the new criteria — which is where the forecast usually shrinks and starts being true.
Days 21–30: the cadence. The weekly pipeline review runs for the first time, with a bottom-up forecast and a confidence rating per deal. The discovery question set is drafted and used on live calls. The founding deal to be closed on the new playbook is chosen.
What you should have on day thirty. A one-page diagnosis, a written ICP, a pipeline you believe, a forecast Finance can read, a cadence that has met three times, and a plan for days 31–90 with named milestones. The milestones for the rest of the engagement are on the success criteria page.
How I work
Three ways to engage — the two-week diagnostic, the ninety-day foundation, the retained seat — and the terms in one paragraph.
Open »The Revenue Diagnostic
Thirty questions across six pillars, including the one nobody else scores: the AI agents already in your revenue engine. A score, three findings and a ninety-day plan.
Run the diagnostic »New essays and operator tools, as they publish.
A few times a month, by email. No list is sold or shared; one click to leave.