Frequently asked questions

We use the GTM system as a diagnostic lens to examine how a business defines its market, sharpens its value proposition and positioning, reaches customers, converts demand and measures performance. The system is underpinned by aligned people, processes, data and tools. When these elements align, momentum builds. When they don’t, growth becomes harder. You can read more about how we use the GTM system in our Go-to-Market Clarity & Action Plan.

We typically work with early-stage and growth-stage technology and data-led businesses across Scotland, where leadership wants hands-on senior involvement and values clear, commercially grounded thinking. You can read our case studies to see examples of the types of businesses we have supported, or explore the sectors we work in.

We support founders and leadership teams in the early stages of a business to establish strong foundations or, when growth slows, complexity increases and the next stage of growth feels harder than expected. It often includes teams preparing for expansion or navigating increased complexity as they scale.

This may involve clarifying positioning, shaping go-to-market strategy, strengthening commercial alignment across sales, marketing and product, exploring a new market, or building more repeatable go-to-market capability.

You should expect clearer decisions, stronger commercial alignment and a focused plan of action. We aim to help you move forward with confidence, reduce wasted effort and build repeatable growth capability. It saves you time and helps you avoid missteps.

• Clear, practical advice you can act on
• Stronger alignment across sales, marketing and product
• Senior, independent judgement to guide important decisions
• Hands-on support, with the option of more embedded involvement
• Practical frameworks that bring structure to complexity
• Focus on the actions that most directly influence revenue
• Access to trusted specialist partners where appropriate

We aim to reduce wasted effort, accelerate progress and help you build capability that lasts beyond the engagement.

You can read more about John Robertson, who leads the hands-on client work, and Catherine Robertson, who supports delivery through operations, market research, messaging and strategy.

Engagements typically range from short, focused pieces of work, such as clarifying positioning or shaping a route-to-market approach, to more embedded, part-time support where continued senior input helps maintain momentum. The former is typically a broad GTM engagement (Go-to-Market Clarity & Action Plan) or a more focused piece of work (Commercial Growth Sprint).

A Commercial Growth Sprint is designed for situations where the challenge is already clear. This might include entering a new market, improving conversion, refining pricing, strengthening partnerships, or sharpening positioning. It focuses on a specific issue or opportunity and helps leadership teams move quickly with practical recommendations and senior input.

A Go-to-Market Clarity & Action Plan takes a broader view. It reviews your wider commercial system across sales, marketing and product to identify priorities, reduce friction, and create a clearer path to sustainable growth.

Often, we find that companies follow their marketing agency’s advice but don’t feel they have the know-how to properly brief the agency or assess its performance, particularly whether the agency is making the best use of their budget. We are an independent set of eyes to help guide you and evaluate what you have in place.

Yes, where it makes sense. Once priorities and direction are clear, the next step is often selecting the right partners. We can help define the brief, support selection and ensure external work aligns with your commercial goals and budget.

Our role is not to replace agencies, but to ensure their work supports the wider strategy.

A typical engagement is a structured, collaborative piece of work that usually runs over several weeks. It is tailored to your business stage and goals, and focuses on understanding how go-to-market operates in practice, identifying what needs to change, and defining a clear, prioritised action plan.

The work is usually informed by stakeholder conversations, targeted analysis, market and customer research, and experience from similar situations. It typically involves setting the context, engaging key stakeholders, examining the market and model, identifying friction, agreeing priorities, and defining a practical plan for the next stage of growth.

You can read more about how the process works in our Go-to-Market Clarity & Action Plan, or how we apply the same structured approach to focused Commercial Growth Sprints.

Findings are presented and discussed openly, with recommendations refined collaboratively before a clear, prioritised action plan is agreed. The outcome is a practical commercial direction and defined next steps. From there, support can extend into implementation and capability-building where appropriate.

We’re hands-on and often work closely with teams to help move things forward. That can include direct support with market development, partnerships, sales outreach, positioning and go-to-market execution where senior input is needed.

What we typically don’t do is act as a high-volume delivery resource for specialist execution work, such as:

• Brand and creative design
• Website development
• Day-to-day social media or PR execution
• Paid media management
• High-volume outbound sales activity
• CRM administration
• Software development or technical product delivery

Where specialist support is needed, we can bring in trusted partners and work alongside them on delivery where required, ensuring their work supports your wider commercial goals.

We offer two ways to work together: a Go-to-Market Clarity & Action Plan and Commercial Growth Sprints. Sprints concentrate on a specific challenge or opportunity, providing practical guidance to help you move forward quickly. A Go-to-Market Clarity & Action Plan is a short engagement that identifies the key priorities needed to achieve your strategy and sales goals. Both provide a fast, practical way to access senior expertise without a long-term commitment.

Contact us to arrange a short conversation.. We’ll ask a few questions, share an initial view, and agree on a sensible next step. Most engagements begin with a Go-To-Market Clarity & Action Plan. This is designed for technology and data-led businesses that know growth isn’t as strong or predictable as it should be, but aren’t yet certain why. Alternatively, if the problem or opportunity is understood, we’ll focus on the specific Commercial Growth Sprint.