The system

This is how we turn strangers into your clients.

Step
Decision
An account, moving
Loop back

The system, step by step

Fig. 1 · Start · Your last ten clients

Example

StartDay 0

Start: Your last ten clients.
A 30-minute call
- How it started
- Why then
- Who decided
- Their words
We trace how each of your last ten clients was won, back to the first conversation.
OutputWin record · 10 rows
#How it startedWhy thenWho decided
01ReferralSecond sourcePurchasing
02Trade showNew productMfg engineer
03ReferralSupplier slippedVP Operations
04RFQ portalNew productMfg engineer
05ReferralSecond sourcePurchasing
06Past clientReshoringVP Operations
07ReferralSupplier slippedPurchasing
08Trade showNew productMfg engineer
09ReferralCapacityVP Operations
10ReferralNew productMfg engineer
PatternA new product, or a supplier that slipped
What good looks likeTen wins, each traced to where it began.
01Week 1
Step 01: Who actually buys.
Built from closed-won language
- Claude
- Industry
- Size
- Trigger
- Buyer
- Words
Those ten wins become a written profile: who buys, when they buy and the words they use.
OutputProfile
Industry
Medical device and aerospace makers
Size
50 to 500 staff
Trigger
A new product, or a supplier that slipped
Buyer
Manufacturing engineering, then purchasing
Words they usesecond sourcetight toleranceson-time delivery
What good looks likeWritten in your clients’ words, not ours.
02Week 1, then daily
Step 02: Account research.
The market, watched daily
- Apollo
- Common Room
- LinkedIn
- Claude
- New hires
- New sites
- Contracts
- Filings
- Leadership
Every company that fits the profile is watched for a change that makes it ready to buy.
OutputSignals · 500 companies
1. FilingsFDA 510(k) clearance for a new deviceWorcester, MA · 2d
2. New hiresHiring three manufacturing engineersNashua, NH · 4d
3. New sitesPermit filed for a second buildingLowell, MA · 5d
4. LeadershipNew VP of Operations, from a tier-one supplierProvidence, RI · 8d
5. ContractsDefense subcontract awardedAndover, MA · 10d
6. New hiresNew role: supplier quality engineerMarlborough, MA · 12d
Account brief · first signal
What changed
FDA clearance last week; launch planned for spring.
Why it matters
Launch volumes need a qualified second source for machined parts.
Who owns it
The manufacturing engineer on the device
What good looks likeA change in the last 30 days.
03Week 1
Step 03: Tiers.
Ranked by fit and timing
- Tier 1fits + changed
- Tier 2fits
- Tier 3partly fits
- Tier 3 · watched until it changes→ Step 02
Each company is ranked by how closely it matches your wins, and by whether something just changed.
Output500 companies, ranked
1. Tier 1
  Fits, and something changed
  One by one, first
2. Tier 2
  Fits, nothing changed yet
  By segment
3. Tier 3
  Partly fits
  Watched until it changes
What good looks likeTier 1 hears from us first.
04Week 1

Step 04: Where each buyer is.
Five stages of awareness
- Unawarea fact
- Awarethe cost
- Lookingthe method
- Comparingthe proof
- Choosingone step
Each buyer gets the message for the stage they’re in, not the stage we’d like them to be in.
OutputStage, and what we lead with
1. UnawareA fact about their business
2. AwareThe cost of leaving it
3. LookingHow we’d do it
4. ComparingProof from firms like them
5. ChoosingOne easy next step
This accountHow a second source gets qualified before launch.
What good looks likeThe message matches the moment.
05Week 1
Step 05: The right people.
The buying committee, mapped
- Apollo
- LinkedIn
- DecidesVP Operations
- Owns itMfg engineer
- Buys itPurchasing
- ApprovesQuality
Two to four people at each company: the one who decides, the one who owns the problem, the one who runs the purchase.
OutputBuying committee
AccountMedical device maker · Worcester, MA
- DecidesVP OperationsEmail LinkedIn
- Owns itMfg engineerEmail LinkedIn
- Buys itPurchasingEmail LinkedIn
- ApprovesQualityEmail LinkedIn
CheckedEvery address verified, every profile matched
What good looks likeEvery email verified before it’s sent.
06Week 1
Step 06: The message.
One reason per segment
- Claude
- Emailunder 90 words
- LinkedInunder 200 characters
We write one reason to talk for each segment and stage. You approve the messages before they go out.
OutputEmail · 55 words
ToManufacturing engineer
SubjectMachined parts for the new device
Saw the 510(k) clearance last week. Congratulations.Most teams line up a second source for machined parts before launch volumes hit.We hold ±0.0005 in. on titanium and PEEK, ISO 13485, with first articles in three weeks.Happy to send our capabilities and a sample first-article report.Worth a call to see if we fit?
1. Trigger
2. Their words
3. One reason
4. Proof
5. One ask
LinkedIn · 158 characters
Congratulations on the clearance. If you’re lining up a second source for machined parts before launch, we hold ±0.0005 in. on titanium. Open to a short call?
What good looks likeOne clear reason to talk.
07LinkedIn wk 1 · Email wk 3
Step 07: Follow-up.
Until a yes or a no
- Gmail
- LinkedIn
- Yesto step 08
- Nonever again
- Not yetin 60 days
- Wrong personto step 05
- No reply or not now · again in 60 days→ Step 02
- Wrong person · to the right one→ Step 05
LinkedIn starts in week one; email in week three, once the new mailboxes are warm. Every reply is answered.
OutputCadence · four weeks
Reply · day 19
“Send your capabilities. We need a second source before launch.”
Yes · to step 08 · answered
What good looks likeNo one is chased past a no.
08As replies come in
Step 08: Meeting on your calendar.
Booked, confirmed, briefed
- Calendly
- Google Calendar
- Booked
- Confirmed
- Briefed
- No-show · rebooked→ Step 07
The meeting lands on your calendar with a one-page brief: who they are, what changed, why they replied.
OutputMeeting brief · one page
Tue 9:30 · 45 minutes
Who
Manufacturing engineer, device program
Company
Medical device maker, Worcester, 180 staff
What changed
FDA clearance; spring launch
Why they replied
Needs a second source before launch volumes
They asked
Capabilities, and tolerances on titanium
Bring
Two similar parts; first-article lead time
What good looks likeYou walk in knowing why they said yes.
09Your timeline
Step 09: Your sales process.
Yours, unchanged
- HubSpot
- Salesforce
- Proposal
- Quote
- Walkthrough
You run the proposal, quote or walkthrough. We log the outcome, won or not, and learn from it.
OutputOutcome, logged
Logged inYour CRM, whichever you use
What good looks likeEvery outcome logged.
EndEvery win

End: A new client.
Fed back into step 01
- Every new client · back to step 01→ Step 01
Every new client is studied the same way and added to the record. Each win sharpens the next list.
OutputWin record · 11 rows
#How it startedWhy thenWho decided
01ReferralSecond sourcePurchasing
02Trade showNew productMfg engineer
03ReferralSupplier slippedVP Operations
04RFQ portalNew productMfg engineer
05ReferralSecond sourcePurchasing
06Past clientReshoringVP Operations
07ReferralSupplier slippedPurchasing
08Trade showNew productMfg engineer
09ReferralCapacityVP Operations
10ReferralNew productMfg engineer
11OutboundNew productMfg engineer
NextBack to step 01, with eleven wins
What good looks likeEach win makes the next list sharper.

Start

It starts with your last ten clients.

Book a call Back to the home page

This is how we turn strangers into your clients.

The system, step by step

Start: Your last ten clients.

Step 01: Who actually buys.

Step 02: Account research.

Step 03: Tiers.

Step 04: Where each buyer is.

Step 05: The right people.

Step 06: The message.

Step 07: Follow-up.

Step 08: Meeting on your calendar.

Step 09: Your sales process.

End: A new client.

It starts with your last ten clients.