Workshop / 01

Scale: the scale up workshop

Do you want to scale?

A one day workshop in London with your leadership team. We find what you need to do to scale, in what order and why.

Book a meeting →
Dan Ilett, founder of The Proposition
Start with the playbook

Want it on paper first?

How to land the room when the buyer sits at the top. The five frames every C-suite buyer is running and the seven questions you need to answer before you walk in. ~30 pages.

Start with the playbook

Selling to the C-Suite. Free.

PDF arrives by email. You will also start getting The Executive Summary, Dan's weekly briefing for CEOs. Unsubscribe anytime.

The challenge

Teams think it is sales. Or marketing. Or a missing hire. It is usually the story, the offer, and the eight things tangled behind them. We pull it apart in a day.

The diagnosis

Most B2B leadership teams stuck under £10m think they have a sales problem.

They do not. They have a story problem that shows up as a sales problem, a marketing problem, an offer problem and a team problem all at once. Everything is connected and everything starts with the story you tell the market and yourselves.

I spend one day with one company. Not eight companies in a room. The leadership team, in London, working through what is actually broken. We start with your story because that is where the rot or the rocket lives. Then we work outward through every system that depends on it.

By the end of the day you know what is wrong, in what order to fix it, and why.

Common questions

Questions people ask before they start.

What is the Scale workshop?

A one day session in London with your leadership team that works out what has to happen for the company to scale, in what order and why.

Who is the Scale workshop for?

B2B founders and leadership teams who believe they have a sales problem and usually turn out to have a story and offer problem.

How long does it take and where does it run?

One day in London, one company per session, with the chief executive and up to three of the leadership team in the room.

What do we walk away with?

The eight things that decide whether a company scales, put in order, and the three to act on first.

What we do in the room

Eight things, in order.

  • Your story. Why you exist, who you are for, why anyone should care.
  • Your proposition. What you actually sell and how it lands with the buyer.
  • Your offer. How it is packaged, priced and presented.
  • Your marketing engine. What is generating pipeline and what is just noise.
  • Your sales motion. How deals move, where they stall, and why.
  • Your team. Who is blocked, who is blocking, who is missing.
  • Your numbers. What they are telling you that you are not hearing.
  • You. The mindset, habits and avoidance patterns capping the ceiling.
Walk away with

Three things you walk away with.

  • A map of your real constraints. Not a guess. The actual list.
  • A 90-day plan to break the biggest one. Sequenced, not stacked.
  • A printed playbook. So the work survives the train home.
Who it is for

B2B leadership teams doing £5m to £100m.

The CEO or the head of growth in the room. Up to three more from the leadership team. Founders, exec teams, transformation leads, commercial directors.

Format

One day in London. One company per session.

Eight sessions a year. When the dates are gone they are gone.

Duration

One day

Location

London

Attendees

CEO + up to 3

Sessions / year

Eight

Book a meeting

Next available dates.

Private session. One company per date. Book a meeting →

Dan Ilett, founder of The Proposition
Who runs the room

From asking CEOs the hard questions to running the transformation programmes inside FTSE companies.

I have worked every side of the commercial table. I spent years interviewing CEOs as a journalist for the Financial Times, newspapers and online media. I founded Greenbang (50,000 readers, quoted by the UN and European Commission) and was the founding editor and investor in CoinDesk.

Inside FTSE companies I served as Commercial Director at Virgin Money and at Thomas Cook, where I ran transformation programmes that changed how big organisations sell, grow and prove their numbers.

That work has unlocked over $1bn in revenue for clients, and I have advised teams at IBM, Microsoft, Google, Cisco and Cognizant along the way.

Dan Ilett · Founder, The Proposition · Editor, The Executive Summary

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