The Commercial Gap: Why Strategy Stalls at the Frontline.
Most organizations invest heavily in decarbonization and ESG reporting, yet that value rarely reaches the customer. This 'Commercial Gap' exists because sustainability teams speak the language of compliance, while sales teams speak the language of customer pain points.
I bridge this gap by focusing on the three levers of commercial success: Narrative, Architecture, and Enablement. My services are designed to move your sustainability commitments from the annual report to the frontline, turning technical milestones into a compelling reason to buy.
Narrative Development
From Value Chain to Value Proposition
Phase 1. Value Chain Activation
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The Focus. Identifying the "Commercial Sweet Spots"
The Work. We pinpoint where your customers see the most value—whether it’s Scope 3 reductions, circularity, or low-carbon logistics—and turn that data into a competitive advantage.
The Outcome. Identifying the specific commercial levers that will actually move the needle for your buyers.
Phase 2: Offer Crystallization
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Phase 3: The Outward Narrative
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The Focus. Designing for Growth and Margins.
The Work. We turn that value-chain understanding into new or revised service/product offerings. This isn't just about "being green"—it’s about designing offers that: - Build a bigger book of business by entering new categories. - Retain existing business by becoming an indispensable, sustainable partner. - Protect and grow margins by justifying a premium through decarbonization value.
The Focus. Communicating with Authority.
The Work. Once the value proposition is crystallized, we build the narrative. This is the "Outward Projection"—the claims-safe, high-stakes story that tells the market exactly why your sustainable offer is the superior commercial choice.
The Outcome. Total alignment between your decarbonization milestones and your commercial messaging.
Go-to-Market & Adoption Strategy
Accelerating the Path from Innovation to Market Traction
The Focus. Identifying High-Propensity Adopters.
The Work. We move beyond broad market categories to identify the specific segments where voluntary & regulatory pressure (SBTi/CSRD) and procurement mandates create an urgent need for your solution. We analyze your technical value through the lens of your customer’s commercial pain points.
Outcome. A validated Ideal Customer Profile (ICP) based on commercial readiness rather than just environmental alignment.
The Focus. Designing for Adoption.
The Work. We align your pricing, positioning, and partnership models with how customers actually buy. This includes mapping your solution against Scope 3 requirements to ensure you aren't just a vendor, but a strategic partner in your client's decarbonization journey.
The Outcome. A market-ready value proposition that lowers the "barrier to entry" and aligns perfectly with customer procurement triggers.
The Focus. Moving from Pilot to Scale.
The Work. We design the transition from a technical Proof of Concept to an enterprise-wide rollout. This involves creating the commercial frameworks that allow your champions inside a client organization to justify the purchase to their CFOs and procurement boards.
The Outcome. An accelerated sales cycle and a repeatable framework for scaling revenue across diverse global markets.
Commercial Architecture & Positioning
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Phase 1.
Commercial Opportunity Assessment
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The Adoption Roadmap
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Phase 2.
Phase 3.
Empower the Frontline
Sales Enablement: Turning Decarbonization Strategy into Sales Results
The Focus. Breaking down organizational fragmentation.
The Work. I act as the Commercial Translator between your technical decarbonization experts and your frontline sales leaders. We identify where communication is breaking down and why sales teams are skipping or fumbling over the decarbonization slides in your decks.
The Outcome. A unified internal language that aligns technical accuracy with commercial agility.
The Focus. Creating the Ammunition for the Frontline.
The Work. We develop practical, high-impact enablement tools: objection-handling playbooks for procurement-led meetings, claims-safe value statements, and evidence-backed proof points that demonstrate ROI rather than just carbon counts.
The Outcome. Sales teams equipped with the specific language and tools needed to move sustainability from a nice-to-have to a deal-closer.
The Focus. Building Confidence and Capability.
The Work. I facilitate workshops and training sessions designed to build Sustainability Fluency within your commercial teams. We move beyond awareness into implementation—teaching teams how to proactively lead with sustainability to defend margins and navigate the new procurement landscape (SBTi/Scope 3).
The Outcome. A commercially confident frontline that views sustainability as a competitive lever rather than an ESG compliance burden.
Phase 1.
Diagnostic & Silo Alignment
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Phase 2.
Phase 3.
Sales-Ready Toolkits & Proof Points
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Training & Cultural Activation
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Scale Your Authority
Thought Leadership: Establishing the Category Moat
The Focus. Defining the category authority voice.
The Work. We move beyond generic green messaging to identify the unique intersection of your technical expertise and the market's unmet needs. We define the core pillars of your perspective—the non-negotiables that make your brand a thought leader rather than a follower.
The Outcome. A strategic roadmap that identifies the high-stakes topics your brand can authentically own in the global sustainability conversation.
The Focus. Building the Ecosystem of Influence.
The Work. I help you design and communicate narratives specifically for strategic partnerships and consortiums. We ensure that your authority is recognized not just by customers, but by the wider ecosystem of industry leaders and policymakers.
The Outcome. Enhanced brand equity and a Seat at the Table where global sustainability standards and market opportunities are defined.
Phase 1.
Authority Strategy & Pillar
Development
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Phase 2.
Phase 3.
Executive Voice & Content Roadmaps
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Strategic Partnership Narratives
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The Focus. Activating Leadership as a Magnet for Opportunity.
The Work. I work with leadership teams to develop their executive voice across key platforms. This isn't just content creation; it’s about crafting a consistent, authoritative stance that attracts investors, high-value partners, and top-tier talent who want to work with a visionary brand.
The Outcome. A consistent, high-impact presence in the market that builds long-term trust and reduces the cost of acquisition for new business.
Serving Global Enterprises, Mid-Sized B2B, and Climate-Tech Startups across Europe, Asia, and the Americas.