A stronger commercial proposition
Clearer routes to market, sharper positioning and more consistent commercial decision-making.
Commercial transformation for complex B2B services
Build the commercial operation your growth ambitions require.
I help growing technology and professional-services businesses strengthen their propositions, sales processes, pipeline visibility and commercial decision-making—and build the systems, data and AI-enabled workflows needed to put those improvements into practice.
15+ years in complex B2B services
Strategy and hands-on implementation
Enterprise agreements up to $1bn potential value
The growth gap
Your business has grown. Your commercial operation has not kept pace.
The result is usually more friction, weaker visibility and too much senior time spent compensating for processes that no longer fit.
01
Sales activity is difficult to see, manage or forecast with confidence.
02
The CRM does not reflect how the business actually sells and delivers.
03
Proposals, approvals, research and reporting rely on manual effort.
04
Pricing and commercial decisions lack a consistent framework.
05
Knowledge is scattered across spreadsheets, documents and people’s heads.
06
AI is being discussed or tested, but there is no practical adoption plan.
07
Senior people spend too much time coordinating work instead of winning and delivering it.
The desired outcome
From fragmented sales activity to a scalable commercial operating system.
The aim is not to add another tool. It is to create a clearer, more manageable commercial operation that leadership can understand and improve.
Better visibility and governance
Defined sales stages, responsibilities, approval routes and management information.
Less manual work
Better workflows, connected systems and carefully selected automation that releases valuable time.
A practical starting point
Commercial Effectiveness Review
A focused review of how your organisation takes its services to market, manages opportunities and turns commercial activity into decisions and results.
You receive a clear assessment of the current operation, the priority problems to address and a practical 90-day improvement roadmap.
Proposition, market positioning and routes to market
Sales process, qualification and pipeline management
CRM, data, reporting and management visibility
Pricing, commercial governance and approval pathways
Roles, handoffs, process gaps and operational dependencies
Automation opportunities and responsible uses of AI
How I help
Diagnosis is only useful when it leads to change.
I work at both the strategic and implementation levels—helping define what needs to change, then building the processes and systems required to make it work.
Commercial proposition & GTM
- Proposition development
- Market and customer analysis
- Pricing and commercial models
- Sales messaging and collateral
- Go-to-market planning
Commercial operations
- Sales-process design
- CRM and Airtable systems
- Pipeline and management reporting
- Governance and approval processes
- Process maps and operating playbooks
AI & automation
- Automation opportunity assessment
- Prospect research and data workflows
- Automated research and reporting
- AI adoption planning and governance
- Training and practical implementation
How the work happens
Practical enough to implement. Commercial enough to matter.
01
Understand
Clarify the objectives, constraints and current commercial reality.
02
Diagnose
Identify the gaps, bottlenecks, risks and opportunities affecting growth.
03
Design
Develop the proposition, process, system or workflow required.
04
Embed
Implement the changes, document the operation and support adoption.
Selected evidence
Commercial experience combined with hands-on delivery.
From enterprise deal shaping to building the operational core of a growth business.
Commercial systems
Core ops
Built the operational platform for an executive-search business
Designed an Airtable-based client-delivery platform, supported by a separate CRM for structured prospect management, enrichment and outbound activity.
Automation
25%
Reduced a research and reporting cycle
Automated key elements of a client research and reporting process, reducing the delivery cycle from four weeks to three while improving consistency.
Enterprise commercial
$1bn
Shaped and governed complex enterprise agreements
Led commercial strategy, deal structuring and negotiation across major technology and services opportunities, including a strategic framework with an estimated potential value of $1 billion.
About Nick
Enterprise commercial discipline for growing businesses.
I spent more than 15 years helping global technology and professional-services organisations shape, govern and close complex opportunities.
At DXC, I led major bids and pursuits across technology, outsourcing and banking. As Commercial Services Director at Luxoft, I developed pricing and commercial models, led negotiations and helped align contractual commitments with operational delivery.
I now apply that experience to growth businesses that need stronger commercial infrastructure without the cost or complexity of building a large internal transformation team.
My work combines commercial judgement with practical delivery across sales operations, systems, data, automation and responsible AI.
I am also the founder of Claryon, an AI-enabled platform designed to turn large volumes of stakeholder conversations into structured, decision-ready insight.
Who I work with
Best suited to complex B2B services businesses.
Barefoot Builder works with founder-led, privately owned and PE-backed businesses that have established demand but need a more scalable commercial operation.
Technology services
Consulting
Digital engineering
Managed services
Executive search
Specialist recruitment
Outsourcing
Project-based professional services
The strongest fit is usually an organisation where commercial activity has outgrown the processes, systems and management information supporting it.
Frequently asked questions
What working together looks like.
Are you a strategy consultant or an implementer?
Both. I help leadership teams determine what needs to change, then design and implement the processes, systems and workflows required.
Do we need to replace our CRM?
Not necessarily. The starting point is the commercial process and the information leadership needs. Existing tools can often be improved before replacement is considered.
Do you only work on AI and automation projects?
No. AI and automation are tools, not the starting point. The priority is improving commercial effectiveness and applying technology where it creates a meaningful operational benefit.
Can you support a specific strategic deal or bid?
Yes. I can provide focused support with proposition development, deal strategy, pricing, governance, negotiation and executive-level proposal content.
Do you offer ongoing support?
Yes. After an initial review or implementation, I can provide ongoing fractional commercial transformation support.
Is your commercial operation helping growth—or making it harder?
A focused initial conversation will help establish where the main constraints sit and whether a Commercial Effectiveness Review would be useful.
No generic sales presentation. Just a focused discussion about your current commercial operation and what may need to change.