| Stage | Main bottleneck | Priority metrics | Next milestone |
|---|---|---|---|
| Starting | Relevance and buyer access | Conversations, qualified opportunities | Repeatable sales conversations |
| Selling | Discovery and conversion | Qualification rate, win rate, sales cycle | Consistent paid diagnostics |
| Delivering | Founder load and inconsistent execution | Margin, delivery time, implementation conversion | Repeatable delivery quality |
| Productising | Too much custom work | Repeat revenue, engagement value, utilisation | A sales-to-delivery system others can follow |
| Scaling | Capacity and management complexity | Margin, utilisation, concentration, recurring revenue | Predictable multi-client delivery |
Start Here
Consultancy Maturity Model
Focus on the operating bottleneck at your current stage.
Do not build Stage 5 systems to solve a Stage 1 problem.