The dots nobody else is connecting
The technology works. The market intent is there. But between a successful pilot and a procurement decision, there are parties who haven’t been aligned, sequences that haven’t been mapped, and commercial systems that haven’t been built.
Most climate-tech companies treat this as a sales problem. It’s a coordination problem. The buyer can’t say yes alone. Engineers, procurement, finance, operations, sometimes external validators, all need to agree, in sequence, on timelines that don’t match. The companies that break through are the ones that learn to see the full system and build alignment deliberately.
Free self-serve diagnostic to identify bottlenecks and growth priorities in under 10 minutes.
Three qualified stakeholder meetings in your first 30 days.
How I work
Map the System
Every stalled deal has a stakeholder map that’s incomplete. I find the parties, priorities, and dependencies that aren’t visible yet and map what alignment actually requires. Names, concerns, and sequences.
Pressure-Test
Assumptions are expensive. I use the first 30 days to put positioning in front of real decision-makers. Objections surface. Priorities clarify. What the market actually thinks replaces what the founder hopes.
Build to Scale
Playbooks gather dust. I build working commercial systems: CRM with stage gates, outreach that runs on rhythm, messaging tested in market, and dashboards your team checks Monday morning. What I leave behind runs without me.
I don’t hand over a strategy deck. I build the commercial operating system and hand over the keys.
What this looks like in practice
I work alongside founders and leadership teams for six to eighteen months. The first 90 days are diagnostic and pressure-testing. Three guaranteed meetings with qualified decision-makers in your first 30 days. Not to build pipeline. To validate how the market actually responds to your value proposition. What comes back from those conversations reshapes everything.
From there, I build. Not plans. Infrastructure. Sales process with stage gates and deal scoring. Messaging tested in market and built into outreach sequences. Pipeline that tracks the leading indicators that actually predict revenue, not the vanity metrics that make board decks look busy. Coalition playbooks for the multi-stakeholder deals where your buyer can’t say yes alone. The pattern that converts gets documented, systematized, and made operational.
By the time I’m done, there’s a functioning commercial operation with dashboards your team checks Monday morning, outreach that runs on rhythm, and a system that doesn’t depend on me to operate or interpret.
See how engagements are structured.
Good technology doesn’t stall because people say no. It stalls because the people who need to say yes haven’t had the conversation yet.
WHO I WORK WITH
Climate-tech companies with proven technology navigating buyer environments where the decision requires more than one person saying yes. Seed-stage to Series A with active pilots or early revenue. Pre-revenue companies at TRL 7+ with real pilot traction are also a fit for the Discovery Sprint.
The sectors where this matters most: built-environment decarbonization, circular materials, water tech, energy storage, and agtech. International companies entering the Canadian market get the additional layer: provincial regulatory navigation, CSA certification strategy, and access to the ecosystem through Foresight, Access Canada, and BCIC.
Not a fit: pre-revenue research or companies where the commercial engine is already converting.
Start a Conversation
45 minutes. No deck required. An honest read on where you are, what’s blocking progress, and whether working together makes sense.
Drop your name, email, and a quick note on what you’re working on. I’ll send a calendar link.
“The best way to predict the future is to create it.”
CLIENT WORK
CRDC Global
"...producing some great international partnerships from their extensive network. We ended up collaborating with them to build a Canadian presence for CRDC Global and they absolutely hit that out of the park. Chris and his team mapped the market, introduced us to the key players, and helped us identify and start negotiations with a strategic investor and operating partner..."
Ross Gibby - COO, CRDC Global
