Consulting
Buyer journey
The journey now begins before you know it has, in places you do not control, and it is largely finished by the time anyone makes contact. The work is being present, and being verifiable, in those places.
The work
- 01
What we look at
Where the buyer forms the shortlist, what they can and cannot verify about you there, and which questions go unanswered until a conversation that may never happen.
- 02
What changes
The answers get moved to where the questions are being asked, in a form a machine can read and a person can trust.
- 03
How it is tested
By whether someone can get from never having heard of you to being ready to decide, without speaking to anyone.
What this is not
- Buying attention that leads somewhere unprepared to receive it.
- Anything that depends on the buyer behaving as they did a decade ago.
Where it sits
- Line
- ConsultingDiagnosis and design. Judgment, not production capacity.
- Usually inside
- FoundryThe core reformation engagement, after Signal has produced a baseline.
- Measured by
- PyreEvidence intake, opportunity scoring, a validation plan, a recorded decision.
What the rebuild changes
The same surface, built for the buyer you actually have.
Marketing hands to sales, sales hands to delivery.
One continuous object from first awareness to reactivation.
Objections answered when somebody raises them.
Objections answered where they actually form.
Referral as a happy accident.
Referral and reactivation as defined motions.
Lens 03 · The confidence journey
What you receive, and what each artefact is for.
This surface is rebuilt inside the the confidence journey lens of the method. These are the artefacts that come out of it — yours, written down, and legible to someone who was not in the room.
- Buyer Confidence Journey
- The whole route mapped as one object, from first awareness through to reactivation.
- Touchpoint standards
- What each point of contact must do, and what it is not allowed to cost the buyer.
- Objection-resolution map
- Where each doubt actually forms, and where it is answered.
- Implementation backlog
- The ordered list of what to change, with the sequence argued rather than assumed.
Depth varies by engagement. Which of these apply, and how far each is taken, is stated in the written proposal after the diagnosis.
Ask what this looks like for your business.
The diagnosis comes first, and it tells us whether this is even the part that is broken.
Sent straight to the two people who answer it. No autoresponder sequence, no call centre.