The 90-Day Operating Activation Approach

Every leadership transition starts with listening. This approach is built on a principle validated across six organizations: understand before acting, align before executing, and measure before scaling. It consistently delivers operational stability, margin visibility, and executive confidence within the first 90 days.

"Every organization has existing context, relationships, and momentum. The goal is not to disrupt — it's to understand, align, and strengthen what's already working before introducing change."

PHASE 1: DAYS 1-30

Diagnostic — Listen, Map, Validate

No changes. Only observation.

Build a complete picture before forming opinions. Every assumption should be validated through direct observation and conversation.

Pipeline & Demand Analysis

Map the current pipeline across pre-sales and post-sales. Understand volume, velocity, and where bottlenecks exist.

Capacity Modeling

Assess current team utilization, skills distribution, and alignment between demand and available capacity.

Services Margin Audit

Review P&L at the offering and engagement level. Identify where margin is strong and where leakage may be occurring.

Win/Loss Technical Analysis

Understand patterns in recent wins and losses. Identify whether technical credibility, scope, or alignment were factors.

Stakeholder & Relationship Mapping

Build a relationship inventory across Sales, Product, Engineering, and Customer Success. Understand trust dynamics.

Existing Process Documentation Review

Understand what's already documented, what's tribal knowledge, and where gaps exist — without judgment.

Measurable Outcome	Target KPI
Revenue risk map completed	100% of P&L lines reviewed
Stakeholder alignment score	All key leaders interviewed
Capacity utilization baseline	Current state documented
Margin leakage sources identified	Top 3–5 quantified

PHASE 1 OUTPUT

Executive Diagnostic Briefing — A comprehensive assessment shared with leadership, outlining current state, observed patterns, and strategic opportunities.

PHASE 2: DAYS 31-60

Stabilize — Align Priorities, Surface Quick Improvements

Small, reversible improvements based on validated understanding.

Changes in this phase are low-risk and reversible. The goal is to demonstrate value through alignment, not disruption.

Governance Framework Implementation

Introduce lightweight governance for scope, risk, and escalation — building on existing processes rather than replacing them.

KPI Dashboard Definition

Define and instrument the metrics that matter: utilization, margin, CSAT, time-to-value, and pipeline health.

Handoff Clarification

Document and clarify handoff points between Sales → Services → Customer Success. Reduce ambiguity without bureaucracy.

Margin Leakage Resolution

Address the top 2-3 identified sources of margin erosion with targeted, specific interventions.

Executive Communication Rhythm

Establish regular reporting cadence with leadership. Ensure visibility into team health, risk, and progress.

Team 1:1 Deep Dives

Individual conversations with every team member to understand strengths, growth areas, and what's working or not.

Measurable Outcome	Target KPI
Governance framework live	Scope, risk, escalation documented
KPI dashboard operational	Utilization, margin, CSAT tracked
Handoff clarity	Sales → Services → CS documented
Margin improvement	Top 2–3 leaks resolved, impact measured
Executive reporting cadence	Weekly/bi-weekly rhythm established

PHASE 2 OUTPUT

Operating Baseline Report — Documented KPIs, governance model, and measurable outcomes from initial low-risk interventions.

PHASE 3: DAYS 61-90

Scale — Build Sustainable Rhythms, Formalize What Works

Codify improvements into repeatable operating patterns.

Sustainable change comes from systems, not heroics. Phase 3 converts initial improvements into durable operating models.

Playbook Development

Build repeatable delivery playbooks for the most common engagement types. Reduce dependency on institutional knowledge.

Enablement Program Formalization

Structure onboarding, training, and skills development into a defined program with clear milestones.

Forecasting Cadence

Implement weekly/bi-weekly forecasting rhythm with pipeline-aware capacity planning and variance tracking.

Executive Reporting Alignment

Formalize reporting that connects team execution to business outcomes — revenue, margin, retention, expansion.

Cross-Functional Operating Agreements

Document working agreements with Sales, Product, and Engineering that clarify expectations, SLAs, and feedback loops.

90-Day Review & Forward Plan

Present outcomes, learnings, and a forward-looking operating plan to leadership. Set the rhythm for the next quarter.

Measurable Outcome	Target KPI
Delivery playbooks published	Top 3 engagement types documented
Forecasting accuracy	Pipeline-aware capacity within 10% variance
Team enablement program	Onboarding milestones defined
Executive operating plan	90-day review + next quarter roadmap delivered

PHASE 3 OUTPUT

Strategic Operating Plan — A forward-looking blueprint with KPIs, governance, team structure, and quarterly objectives for sustainable growth.

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