The 3x3 for a private company
How to run a 3x3 research pass on a private company with no filings, where to find public record, social context and market facts that hold up.
3 min read
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Method Page 2
Posts on method for services firms selling $50K to $500K engagements.
Research before reach. The 3x3 method.
The 3x3 is three sources and up to three facts each, gathered before the first note goes out. Here's how to run it and turn it into an opener.
4 min readThe 3x3 for a public company
Public companies publish more about their problems than any other buyer. How to run 3x3 research on one and turn the filings into a sharp hypothesis.
3 min readHypotheses for management consulting
Management consultants sell judgment. How to write a misery hypothesis that proves you have some before the buyer ever takes a meeting.
3 min readHypotheses for agencies and creative services
Agencies sell taste, and taste is hard to put in an email. How to write a misery hypothesis about the marketing problem instead of your portfolio.
3 min readHypotheses for managed services
How to write a misery hypothesis for managed services buyers, who rarely switch providers until the current one becomes hard to defend.
3 min readHypotheses for cybersecurity services
How to write a misery hypothesis when you sell cybersecurity services, without fear tactics. Where to look, what to guess and an example opener.
3 min readHypotheses for cloud services
How to write a misery hypothesis when you sell cloud services. Where to look, the four guesses that tend to land and an example opener.
3 min readHypotheses for data and AI services
How to write a sharp misery hypothesis when you sell data and AI services, built on the pilot gap, the data underneath and the leader on the hook.
3 min readHypotheses for modernization services
How to write a misery hypothesis for modernization work, with the problems buyers really face and an example opener that invites correction.
3 min readThe binary exit question
Why the last line of your opener should be a question a senior buyer can answer in five words, and how to write one that invites correction.
4 min readWriting for the CFO
How to write a Hypothesis Opening a CFO will read, built on their own filings and the numbers they answer for, with no ROI claims or buzzwords.
3 min readWriting for the technical lead
How to write an opener for the technical lead, the person on the committee who judges whether your firm can do the work and quietly vetoes it if not.
3 min readWriting for the champion, not the buyer
The champion sells your work inside the company. Here's how to write openers and follow-ups that give them the words to carry the case up.
3 min readSell to the committee, not the contact
Services deals over $50K get decided by a committee. How to reach the economic buyer, champion and technical lead with a message for each seat.
3 min readLinkedIn or email first
Whether to reach a buyer on LinkedIn or email first depends on where they show up and what you found. Here's how to choose and use both well.
3 min readLinkedIn connection notes that get accepted
A LinkedIn connection note gets accepted when it gives one specific reason and asks for nothing. Here's how to write one senior buyers accept.
3 min readWhen to stop following up
Stop following up when you run out of new things to say, not when you hit a number. Here's how to know it's time and what to do with the account after.
3 min read