Commercial Representation
Introductions. Relationships. Opportunities.
(image: St Helena’s first commercial test flight)
WHEN REPRESENTATION IS USEFUL
Find the Right People and Begin the Right Conversations
You may have a service, project or opportunity ready to take forward, but need help finding relevant people, opening discussions and maintaining contact. These may be potential customers, commercial partners, investors or organisations whose involvement could help you progress.
I work on your behalf within an agreed brief to identify suitable contacts, make introductions and develop relationships. This includes understanding what matters to the people you approach, explaining your proposition clearly and following through as conversations develop.
The work can focus on a specific introduction or extend into an ongoing relationship across several opportunities. I work across sectors and markets where my experience and connections are relevant, with the approach determined by your objectives.
How I Can Help
The work may begin with a defined need or develop through an ongoing representation brief. We agree which relationships matter, what I will undertake and how we will review progress.
01
Identify Relevant Contacts
Establish which people and organisations are relevant to your objectives. I draw on existing relationships and focused research to identify potential customers, partners or other contacts, considering their interests and the reasons they might engage.
We agree priorities for outreach and what information is needed before approaching them.
02
Make Introductions
Approach agreed contacts, explain the purpose of the discussion and help establish whether there is a useful basis for a conversation. Where relevant, I arrange introductions or meetings and help you prepare for them.
The emphasis is on a credible proposition and mutual relevance, giving both sides a clear reason to engage.
03
Develop the Relationship
Maintain contact, follow up on discussions and help keep agreed next steps moving. I can remain involved as relationships develop, helping clarify interests, identify unanswered questions and bring the relevant people into the conversation.
You receive updates on progress, feedback and decisions that need your attention.
From Introduction to Ongoing Dialogue
Agree the Brief
We establish what you want to achieve, whom you need to reach and what would make an introduction useful. We also agree how I will describe your organisation or project, what information I may share and which matters require your approval.
Approach and Learn
I begin the agreed outreach and report on responses. Early conversations help us understand interest, timing and possible obstacles. We use that feedback to refine priorities and decide which relationships deserve further attention.
Follow Through and Review
Where there is mutual interest, I support introductions, meetings and follow-up. We keep a record of relevant contacts, discussions and next steps, reviewing progress at agreed intervals. You retain responsibility for commercial decisions, agreements and delivery.
WORKING TOGETHER
A Defined Role on Your Behalf
We agree the scope, priorities, responsibilities, fees and timing before work begins. The brief sets out whom I may approach, how I will represent you and the extent of my involvement in meetings and subsequent discussions.
An engagement may cover a specific introduction, a defined period of outreach or ongoing relationship development supported by a monthly retainer. Where appropriate, we can discuss a clearly defined commission arrangement alongside the agreed fees.
My role centres on introductions, relationships and commercial discussions. Your team remains responsible for project administration and delivery. If a conversation develops into work requiring further involvement from me, we agree that scope separately.
Taking the Next Step
If you are still deciding which opportunity to pursue or how to approach a market, Commercial Advisory can help establish your priorities before outreach begins.
Where your proposition needs further work, Positioning & Messaging can clarify your value and audiences. A Creative Strategy Plan can then guide how you present your organisation, service or project to the people you need to reach.
Discuss a Representation Brief
Tell me whom you want to reach, what you would like to achieve and where you need support. We can discuss whether my experience and relationships are relevant, and agree a practical starting point.