Resources
In complex situations there are no right or wrong answers — only pros and cons.
The Mbrace tools are a suite of intuitive Excel workbooks designed to make assessment conversations easy, consistent, and grounded in the right questions. Built for teams, not individuals.
The Mbrace tools were developed because the right questions were not being asked. In complex commercial situations there are no right or wrong answers — only pros and cons. These situations deserve their own tools: ones that provide a broad, varied view of any situation based on pertinent and customisable questions, that make assessment conversations easy, and that bring consistency across teams.
The Mbrace suite does exactly that.
The Mbrace suite
Six tools. One consistent principle. Ask the right questions first.
Sales
Complex Opportunities
Continuous support for a salesperson pursuing a complex opportunity. Covers opportunity validation, SPIN solution development, stakeholder mapping and influence planning, and competitor threat analysis. The complement to CRM that CRM cannot replace.
Available on request
Procurement
Supplier Alignment
Provides the means to ask the critical internal alignment questions — and ensure they are properly transposed into supplier evaluation criteria. Closes the gap between what an organisation says it values and what it actually measures when selecting a supplier.
Available on request
Sales
Opportunity Portfolios
A broader approach to evaluating which opportunities to pursue — based on far more viewpoints than conventional pipeline tools. Especially useful for smaller companies balancing the need to keep current revenue flowing while building future growth.
Available on request
Commercial maturity
Commercial Maturity Assessment
Looks at a broad range of commercial competences across individuals, groups, and geographical distributions. Essential for building effective training and development programmes and understanding where the gaps are before investing in how to close them.
Available on request
Sales
Price Optimisation
Three tools in one. A mechanism for building structured, coherent reference pricing that generates consistency across teams and geographies. Includes a tool to model evaluated and anticipated contract values and their sensitivities — replacing much of the need for laborious benchmarking
Available on request
Commercial maturity
Acquisition Attractiveness Assessment
Provides the framework for a company to make itself commercially attractive for acquisition — identifying the strengths to leverage and the weaknesses to address before any formal engagement begins. Used by both companies preparing for sale and investors assessing targets.
Available on request
How the tools work
Currently available as part of a consulting or facilitation engagement.
The Mbrace tools are not standalone software products. They are practical frameworks used within a structured engagement — where the questions they ask can be properly explored, challenged, and acted upon.
A fully accessible online version of the tools is in development. If you would like to be notified when this becomes available, or want to discuss using them as part of a current engagement, get in touch.
Each tool can be customised to your business environment and your needs. Complex workscopes and generic tools don't work.
Also worth noting
The book is itself a resource.
Selling is More Than Sales was written as a learning story — a narrative that teaches commercial practice through a real complex opportunity played out from first contact to contract award. It is the most accessible entry point into the methodology and the thinking behind the tools.
Coming soon
More resources in development.
A self-learning programme converting five years of workshop and training material into accessible online format is currently being built out. Topics will cover complex sales, commercial maturity, and procurement thinking.
If you would like to be kept informed as new resources become available, get in touch.
Get in touch →