Matthew Curtis
If sales were your factory....
If sales were your factory...would you accept their current level of planning?
What expectations do you have for a manufacturing team? They should know their plant capacity right? even down to the capacity of individual machines or processes. You would expect them to know what their utilisation of equipment is and what efficiency they are achieving from processes. It might be considered reasonable for them to have strategies in place to avoid costly down time through preventative maintenance programmes. Certainly you would expect them to keep on top of the output of all their processes assuring that the production is to specification avoiding costly quality problems. Definitely you would expect them to know the lead times for the different inputs needed to manufacture your products, raw materials, sub assemblies, labour etc etc
The question then is, on the basis that sales revenue is an output... the product if you will of the activities of the sales team. Why is it that so few sales teams and sales people are planning their capacity, identifying their core sales processes and managing both the quality and efficiency of them.
Research and experience tells us that relationships are important and businesses that can move through the 5 levels of relationship from approved vendor to trusted advisor will likely be in the top 28% for performance in their sector, but those that achieve the highest levels of process mastery and commitment from their sales teams get there quicker and are less dependent on achieving the highest levels of relationship, especially important if your solutions are not perceived as mission critical to your customers.
The hardest part is to get started, sales people need to shift their mindset to thinking about which of their activities are truly value creating for their business, how much time do they really have available to spend on them and which are the right opportunities directionally to focus that capacity on. They then need to make a conscious decision to forward plan those activities and look for efficiency opportunities in their plan.
Most sales people are still surprised that in a sales year - once you take out non-working days, internal meetings, holidays, absences and training courses etc etc and then think about daily admin tasks, travel time etc that they only have around 600 hours per year of customer facing time.
It's almost the end of January already... do your sales people and sales team know where they will be investing the remaining ~550 hours of customer facing time left to achieve their goals?....they should, and so should you so perhaps as you plan your next sales meeting think about having that conversation and the KPI's you might use to track they are not being diverted from achieving their 2019 sales goals.
Matthew Curtis
In today’s fast-evolving business landscape, agility and expertise are more critical than ever. For UK businesses—especially SMEs and startups—accessing top-tier leadership without the financial burden of full-time executive hires is no longer a pipe dream. Enter the fractional director : a flexible, cost-effective solution that’s reshaping how companies scale, strategise, and succeed. What Is a Fractional Director? A fractional director is a seasoned executive—such as a CFO, CMO, or Commercial Director—who works with a business on a part-time, interim, or project basis. Unlike traditional full-time hires, fractional directors bring high-level strategic insight and leadership while offering the flexibility to engage only when needed. The Business Case for Fractional Leadership UK companies are increasingly embracing fractional leadership, and the reasons are compelling: Access to Elite Talent : Fractional directors often come with decades of experience across industries. For smaller firms that may struggle to attract full-time C-suite talent, fractional roles open the door to expertise that would otherwise be out of reach. Cost Efficiency : Businesses report savings of 40–60% in labour costs by hiring fractional executives compared to full-time counterparts This model allows companies to pay only for the time and expertise they need—no overheads, no long-term commitments. Strategic Agility : Fractional directors are adept at hitting the ground running. Whether it’s navigating a growth phase, entering new markets, or managing change, they deliver rapid impact with minimal disruption. Scalability and Flexibility : Companies can scale leadership resources up or down based on evolving needs. This is especially valuable in uncertain economic climates, where adaptability is key. Objective Decision-Making : Operating outside internal politics, fractional directors offer unbiased perspectives and challenge the status quo—often leading to innovative solutions and improved performance . A Growing Trend in the UK The rise of fractional working in the UK is more than a passing trend—it’s a strategic shift. In early 2025, around 5% of UK employees were in interim roles, with many more operating as independent contractors. Why Now? Post-pandemic shifts, economic uncertainty, and the rise of AI-driven automation have all contributed to a rethinking of traditional employment models. Businesses are under pressure to stay lean while still accessing the strategic leadership needed to thrive. Fractional directors offer a way to do just that. As Roei Samuel, CEO of Connectd, puts it: “Fractional leadership isn’t a stopgap. It’s a scalable, sustainable model for the future of work that enables smaller companies to grow smarter.” Conclusion: A Smarter Way to Scale For UK businesses looking to stay competitive, fractional directors offer a powerful blend of expertise, flexibility, and financial efficiency. Whether you're a startup navigating early growth or an established firm seeking fresh strategic insight, fractional leadership could be the key to unlocking your next phase of success. At M4C Ltd , we help businesses connect with the right fractional talent to drive transformation and growth. Get in touch to explore how a fractional director could elevate your business.
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In today’s dynamic business landscape, the need for flexible, expert leadership is more critical than ever. Enter the fractional director—a seasoned executive who brings not just valuable skills, deep industry experience, and strategic insight, but also the much-needed capacity to get things done. At M4C Ltd, we believe that fractional directors are the secret weapon for businesses ready to accelerate growth and drive meaningful change. The Dual Value Proposition of Fractional Directors Expertise That Transforms Strategy Fractional directors come equipped with years of experience from diverse sectors. Their wealth of knowledge helps businesses to.. Develop Clear Strategies: They offer an external perspective that cuts through internal noise, crafting clear, actionable strategies. Identify Growth Opportunities: With a keen eye for emerging trends, they can pinpoint opportunities that might otherwise be overlooked. Guide Critical Decision-Making: Their informed advice ensures that every strategic move is backed by data and real-world insights. Hands-On Execution: Bringing Capacity to Your Team While many leaders provide excellent advice, fractional directors are unique in their commitment to execution. They don’t just set the direction—they work as part of your team to make progress happen.. Bridging the Gap: They act as a critical link between high-level strategy and day-to-day operations, ensuring that plans are not just designed but effectively implemented. Immediate Impact: With the ability to hit the ground running, fractional directors offer an immediate boost in capacity, helping your business to overcome operational bottlenecks and speed up project timelines. Cost-Effective Leadership: By engaging fractional directors, companies gain access to top-tier expertise without the overhead of a full-time executive salary. This model is particularly beneficial for SMEs and growing businesses that need robust leadership without breaking the bank. Real-World Success: Making Strategy Work Consider the case of businesses that have partnered with fractional directors during times of transition or rapid growth. These leaders have been instrumental in.. Streamlining Operations: By re-engineering processes, they enable teams to work more efficiently. Driving Revenue Growth: Their strategic interventions have often resulted in measurable improvements in sales and market penetration. Enhancing Team Morale: By providing clear direction and hands-on support, they empower teams to tackle challenges confidently and collaboratively. Why does M4C Champion the Fractional Director Model? Our commitment is to help businesses not just dream big but also achieve their ambitions. We recognize that the modern business environment demands agile, responsive leadership that can balance high-level strategy with day-to-day operational needs. Our fractional directors are dedicated to.. Partnering: We integrate seamlessly with your existing processes to ensure that every strategy is actionable. Focusing on Measurable Outcomes: From boosting efficiency to driving revenue, our focus is on delivering results that matter. Empowering Your Business: By augmenting your leadership capacity, we ensure that you’re never alone in navigating complex challenges. The Bottom Line: Ready, Set, Execute! If your business is ready to unlock new levels of growth and efficiency, it’s time to consider the power of fractional directors. They don’t just offer advice—they roll up their sleeves and work with you to get things done. Let’s turn strategic plans into tangible results together.