One brochure, three audiences
Technical staff want compatibility and installation detail. Operations wants downtime and support coverage. Procurement wants terms and references. One document serves none of them well.
Give every buying stakeholder the evidence they need.
You may recognise some of this.
Not every team has every one of these. They are the situations that usually prompt the conversation.
Questions answered one stakeholder at a time
Each new person on the buyer's side asks for something the last one already received, in a slightly different form.
Actions that drift after the meeting
Open questions and next steps live in a salesperson's notes. When that person moves on, so does the deal's memory.
From trigger to accepted result.
We follow the path from a vessel or fleet enquiry to a clear list of the decisions still to be made, and who owns each.
Step 1: Vessel or fleet enquiry
- Sales or a regional office
- The enquiry, with vessel and fleet details
- Logged with vessel type and intended application.
Step 2: Application context
- Sales, with the customer's technical contact
- Agreed context questions
- Operating conditions recorded once, not asked for repeatedly.
Step 3: Suitability validation
- Your product or application specialist
- Approved compatibility information and restrictions
- Fit confirmed, or its limits stated plainly.
Step 4: Decision pack
- Sales
- Evidence organised by buying role
- Each stakeholder receives the section written for them.
Step 5: Outstanding decisions and actions
- Account owner
- A shared decision log
- Open questions tracked with owners until closed.
What this looks like in practice.
An anonymised scenario drawn from patterns across our past work, showing how this kind of problem gets solved. Named projects follow further down the page.
One solution area and its decision pack
We take one solution area and build a reusable pack that each buying role can read on its own terms.
What you supply
- Compatibility data, installation guides and known restrictions
- Support coverage and service information
- Project references you are permitted to share
- Time with a product specialist and a sales lead
What you receive
- Approved compatibility information and application restrictions, in one place
- Implementation needs and support coverage, stated plainly
- Project evidence organised by buying role
- A decision log for open questions and actions
What stays with you
- Your specialists approve every statement of applicability
- You confirm which references and project details may be shared
- Certification and compliance claims remain yours
When it is complete
- Each buying role has a reviewed section of the pack
- The pack has been used with a live opportunity
- Open questions are being tracked in the decision log
Scope, fee, timing and how much of your team's time it needs are agreed in writing before any work starts.
Measured against your own starting point.
During scoping we agree a baseline for each measure from your own records, then compare at the end. We do not promise a percentage before we have seen the work.
Time to assemble material for a new opportunity.
Follow-up requests from the buyer's side.
Open buyer questions at each stage.
Agreed actions past their date.
Similar work, and why it is relevant.
Work by the people behind ECM.DEV, chosen because the workflow is similar, not because the sector is identical. Each case study says how it was delivered, and client names do not imply endorsement.
Global Customer Services Portal
Replaced a site structured around business divisions with one built around customer needs and solutions, for a global maritime services group. A decision pack applies the same principle to a single sale.
Read the case study
Founder · Fractional content operations lead
Senior ownership for the work between expertise, content and sales.
I help your team turn specialist knowledge into clear, approved material and repeatable workflows. That means connecting the people, information and systems needed to keep content useful across buying journeys and markets.
Start with one defined project. If you need continued support, I can lead agreed priorities, coordinate contributors and keep approvals and improvements moving, with a scope and rhythm that fit your team.
Start with one conversation.
A scoping conversation is about the work in front of you: which workflow, which material, who needs to be involved. If a first project makes sense, you receive a written scope and fee. If it does not, we say so.
- Understand the problem
- Agree one project
- Deliver and review
- Decide whether more is useful
A completed project with nothing further is a good outcome. Ongoing support is there if you want it, not a condition of starting.