↘ Stage 01 / 13

COMMERCIAL.

CAPTURE · QUALIFY · TRANSITION

OWNED BY COMMERCIAL

How every opportunity is captured, qualified and transitioned into the business — setting projects up to win creatively, commercially and operationally.

All 01 02 03 04 05 06 07 08 09 10 11 12 13

↘ THE OBJECTIVE

SET UP TO WIN.

To ensure all opportunities are captured, qualified and transitioned into the business in a way that sets projects up to win: creatively, commercially and operationally.

Capture every opportunity
Qualify against fit, budget & timeline
Assign the right ownership early
Transition cleanly into delivery

↘ THE FLOW

OPPORTUNITY → DELIVERY.

01Opportunity InIngenuity, Advisory Board, Paradise contacts, wider team, inbound. Weekly Commercial Meeting is the single source of truth.

02Capture & OwnershipLogged in the 2026 Master Business Tracker. Commercial Owner assigned. Initial commission structure defined.

03Defining the RouteKey decision point. Made quickly. Direct Opportunity (4A) or Pitch Opportunity (4B).

04PursueAccount Lead + Delivery Lead assigned, or Pitch Win Team formed. Effort aligned to value of the opportunity.

05Team AlignmentCommercial, Account Services and Studio agree the right team. Slack, Paprika and Asana set up in line with AS process.

06Conversion & Client BuildWon. Account Lead takes over. Client added to Growth Tracker for the broader pipeline.

07Commercial TrackingCommission, revenue and profitability tracked. Managed collaboratively between Commercial and Account Services.

08Handover & GrowthStudio owns execution and resourcing. Account Services manages the client. Repeat work and retained partnerships feed back in.

↘ THE DECISION

GROWTH OR PITCH?

4A · GROWTH.

Where a brief is clear, scoped and ready to execute, the focus is on moving quickly and confidently to secure the work.

Account Lead owns the client relationship
Studio Delivery Lead owns execution
Scope, timelines & expectations aligned early
Commercial Owner supports conversion and oversight

4B · PITCH.

Where an opportunity requires creative development, a Pitch Win Team (PWT) is formed. Account Lead + Pillar / Studio Lead as a minimum, with additional support depending on scale and complexity.

Win strategy & response shaped
End-to-end pitch process managed
Timelines, budget, resource planned
Assigned by Commercial + Account Services

↘ THE OUTCOME

CLARITY.OWNERSHIP.MOMENTUM.

The right opportunities are captured, the right people are assigned, and every project is given the best possible chance to succeed and grow.