Commercial Growth Library
The PE Commercial Readiness Scorecard
Test the evidence behind the growth thesis and the ability to execute it.
From investment assumption to management evidence.
Use this working scorecard before investment, during the first 100 days or when revisiting the value-creation plan. It supports commercial discussion; it is not a substitute for formal diligence or a valuation model.
- Market and offer: priority buyers, differentiated offers and credible demand evidence.
- Revenue quality: concentration, retention, recurring versus project work and customer expansion.
- Pipeline integrity: qualification, stage evidence, aging and forecast history.
- Pricing and service economics: realized pricing, discount decisions and delivery capacity.
- Rainmaker dependency: relationship ownership, origination concentration and succession coverage.
- Commercial infrastructure: CRM discipline, RevOps responsibilities and sales-to-delivery handoffs.
- Execution readiness: named owners, available capacity, initiative dependencies and operating reviews.
Rate readiness with evidence.
For each dimension, use 0 = unsupported or unknown, 1 = partial evidence with material gaps, 2 = documented with specific improvement needs, or 3 = documented and operating consistently. Keep unknowns separately flagged. The 0–21 total is an internal discussion aid, not a validated benchmark or prediction of returns.
Build the first-100-day agenda.
For each gap, record the thesis assumption affected, evidence needed, initiative owner, dependency and review date. Prioritize actions that establish a baseline and resolve the assumptions most material to the plan.
Prepare an exit-ready operating story.
Retain KPI definitions and history, explain revenue drivers and forecast variance, and show which processes operate beyond individual relationships. Distinguish initiative completion from realized revenue or EBITDA impact.
An NSPC working framework for management discussion. Scoring rubrics are illustrative, not validated external benchmarks.