How do I guide a client through this rigorously, and repeatably?
Facilitation prompts, an evidence checklist, and decisions your client owns.
The six stages, as you lead them
Stage 1: See the economic truth
Where is value actually created, and where is it consumed?
You guide your client to see their own economic truth, with the evidence on the table.
Output: Profit by customer, product and channel after the cost to serve them, sorted into quartiles and a value-versus-complexity quad.
Stage 2: Price and cost to serve honestly
Does each segment pay for what it consumes?
You ask whether each segment pays for what it consumes.
Output: The gap between price and cost to serve by segment, with pricing and terms options.
Stage 3: Concentrate on the vital few
Where will we focus, and what will we stop or change?
You facilitate the focus decision; your client makes it.
Output: An approved focus set, and a decision for the rest: standardize, reprice, consolidate, shift channel or responsibly exit.
Stage 4: Release capacity
What capacity does that focus free?
You help your client see the capacity their decision releases.
Output: Freed hours and spend by function, with a plan for where they go.
Stage 5: Reinvest into growth
Where does the freed capacity go?
You test their reinvestment plan against their intent.
Output: A reinvestment plan aimed at growth in the vital few.
Stage 6: Compound it
How do we make this repeat?
You set the review rhythm that makes it repeat, engagement after engagement.
Output: Owners, a review cadence and an ARC™ rhythm, so each cycle starts from a stronger base.
The Way to Wealth™ calculator
Your Current, Improvement and Dream scenarios side by side: customers, revenue, costs and profit, with action cards and an Excel model you can download and load back. Your figures stay on this device.
What goes in, what comes out
Inputs
- Only what your client chooses to share
Outputs
- Session guides
- An evidence log
- Your client’s own decision record
Who decides
- Decides
- Your client decides.
- Recommends
- You recommend.
- Consulted
- Compass provides the architecture.
How you will know
Leading measures
- Client stages completed with evidence
Lagging measures
- Outcomes your client reports
Bring the client situation you are working on to a confidential conversation.
Schedule a Conversation — opens the booking calendar in a new tabThe same six stages, from another seat
- CEO / PresidentWhere does our profit really come from — and what will we stop doing to grow it?See your path
- Entrepreneur / FounderHow do I scale what already works without scaling the complexity?See your path
- Private Equity / Operating PartnerWhich value-creation levers pay back inside the hold period?See your path
- Functional ExecutiveHow does my function concentrate on what our vital-few customers need?See your path
- The Leadership TeamDo we share one view of the economic truth — and one set of priorities?See your path
Start with a confidential conversation about what you want to achieve
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