STEPS is how I find where your margin is leaving, put a number on it, and help your team bring it back.
It leaves gradually, through terms that stopped fitting, costs that grew without a price review, and concessions that became permanent. None of it shows up clearly in an ERP margin report. STEPS is the sequence I use to make it visible and stop it.
I map your biggest accounts, the agreements and commercial terms that govern each one, and what is already in motion. Scope also works as a triage: anything that needs action before the analysis is done gets flagged in the first weeks.
You get: an account map, an inventory of terms and obligations, and an immediate action list.
We follow the money: what it really costs to serve each account (freight, expedites, SKU complexity, inventory, etc.), which accounts are profitable and which only look good on revenue, and the incumbent value and switching cost your customer would face to replace you.
You get: true account profitability and a documented view of what you are worth to the customer.
Margin leaves through gaps in knowledge, processes, and habits that nobody owns full time. I name those gaps so they can be closed rather than repeated next term.
You get: a gap assessment with the fixes in sequence.
We build your negotiation position account by account, priced by leverage rather than across the board. Where the agreement already gives you ground, we recover it without reopening the contract.
You get: a negotiation preparation package with the recoverable number attached.
Your team runs the negotiations. I work behind the scenes on preparation, positioning, and coaching, and the customer sees only your team.
You get: better outcomes, a renewal calendar your team owns, and the skills to keep it going without me.
Margin erosion is structural, not motivational. It responds to diagnosis, redesign, and discipline, not to another sales training. That is why the work starts with a few accounts and a triage instead of a study of the whole company. The money that leaves at a renewal is gone for the length of the term, and the next renewal is already on your calendar.
This is not an across-the-board price increase, a match of a competitor's quote, a legal review of your agreements, or a report handed over at the end. The work is done alongside your team, not delivered to them. I am not a replacement for your commercial leadership. I am the person behind the scenes, so your team walks into its most important conversations better prepared than the other side.
© 2026 Right Steps Advisory | Fayetteville, Georgia | contact@rightstepsadvisory.com
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