D-02 — Action protocols (Sep 20, 2026)

Action Protocols — Inquiry to Close

Internal SOP. Follow it the same way every time; consistency is the product.

1. Inquiry Intake (within 24 hours, no exceptions)

Every inquiry gets a same-or-next-day reply. Template:

Thanks for reaching out. I'd like to make sure I'm the right fit before we talk specifics — are you free for a 20-minute call [two time options]? Before then: what's the decision this engagement needs to inform, and what timeline are you working against?

Log every inquiry: name, org, date, source, status.

2. Qualification — The Five Questions

Ask on the discovery call, in this order:

1. What decision does this inform?

2. Who makes the final call on hiring me? (If they're not on the call, get them on the next one.)

3. What budget range has been set aside? (Band, not a number: "under 5k, 5–15k, 15k+?")

4. What's the hard deadline?

5. What does success look like six months from now?

No budget band, no decision-maker, no deadline = shopping, not buying. Be polite, send the one-sheet, move on.

3. Proposal — Three Tiers, One Page

• Tier 1 (Good): minimum viable scope, entry price.
• Tier 2 (Better): the engagement you actually want to sell — full scope, full deliverables.
• Tier 3 (Best): Tier 2 plus ongoing advisory or follow-up briefing. Anchors the price.

Rule: never discount the fee. Discount the scope. ("I can do that number if we drop the written deliverable.")

Proposal expires in 14 days. Say so on the page.

4. Closing Sequence

• End every discovery call with a dated next step, on both calendars.
• Paid pilot beats free pitch: offer a 90-minute briefing at the day rate before committing to a project.
• Follow up three times: day 3, week 2, week 6. Then stop — silence is an answer.
• Get it in writing before work starts (see contract templates). No handshake engagements.

5. Speaking Logistics Checklist

• [ ] Contract signed, 50% deposit received
• [ ] Travel & lodging terms confirmed in writing
• [ ] Tech check: slides, mic, recording permission (get recording rights in the contract — footage is your next ten bookings)
• [ ] Audience brief: who, how many, what they already believe
• [ ] One quotable testimonial requested within 48 hours after

6. Delivery & Aftermath

• [ ] Deliverable sent on or before the date in the contract
• [ ] Invoice same day as delivery (Net 15)
• [ ] Testimonial requested within 48 hours
• [ ] Log outcome: fee, hours, what worked, what to change
• [ ] One follow-up at 90 days: "What's changed since the briefing?" (This is where retainers are born.)

7. Red Flags — Walk Away

• "We don't have budget but there's great exposure."
• Decision-maker won't take a call.
• Scope keeps growing before anything is signed.
• They want your sources, methods, or unpublished operational detail.
• Rush job with no rush fee. (Rush = 1.5x. Always.)

8. Fee Table (2026)

| Service | Range |

|---|---|

| Keynote / briefing | $5,000–$15,000 |

| Executive workshop | $7,500–$20,000 |

| Private staff briefing | $2,500–$5,000 |

| Consulting hourly | $250–$500/hr |

| Consulting day rate | $2,000–$5,000/day |

| White paper / research | $5,000–$25,000 |

| Advisory retainer | $3,000–$10,000/month |

| Rush multiplier | 1.5x |

Review fees every 6 months. Raise them when the calendar fills.

Site Map — every page on the site, by area.