Matt Stone
- AI implementation consulting
- Had demand for AI implementation, but didn't know how to turn it into revenue
Before State
Context
Matt had a strong and very credible background in the insurance industry, having previously held senior roles such as VP of GoCompare.com, a £500m company, and owning 5 patents in the tech industry.
Matt saw an opportunity.
He had a wide network of mid-market and enterprise companies eager to join the hype train of AI implementation. However, they did not understand what they wanted, or what actually drives impact.
Pain Points
Matt lacked experience in client acquisition for AI service based engagements, and was unclear on how to create a compelling offer that confidently projects ROI. By proxy, he didn't understand how to price his service or how much he could charge his prospects.
Impact
Matt had long term plans for this business, but without a solid understanding of how to turn a pain into a priced offer, he wasn't generating cash, which led him into a state of plateau.
Low cash flow meant he couldn't invest into his sales pipeline, or find talent to take on fulfilment.
Objectives
What the client wanted to achieve
- Turn his warm network into high-ticket deals
- Sign projects, collect case studies and gain authority in the space
- Become the go-to person in the UK for mid-market AI enablement
Success criteria or goals
- A packaged and priced offer with a high price tag and a clear ROI projection behind it
- First mid-market project signed and delivered
- A repeatable system Re-Thrive could sell and deliver without starting from scratch
Our Process / Approach
Diagnose & Design
The prospect was a UK manufacturer in the electronics sector doing well over £20 million a year, two decades old, and grown entirely on referrals.
- Took everything Matt had on their business and audited their lead generation and sales process.
- Found where the money was being left on the table, and the highest ROI move.
- Scoped the system that would deliver it, priced it, and packaged it into a no-brainer offer with an ROI projection built on that audit.
Tools & Frameworks
- An ROI projection built on the audit, to set the price.
- A sales asset that surfaced their problems, articulated the solution, and put the outcome in revenue and hours saved.
- A proof of concept that gave the prospect a clear understanding of what they were receiving.
Strategic Choice
Matt already had the trust and the demand, just not an offer that commanded a high-ticket deal. So the work went into crafting, pricing and packaging an offer, alongside a proof of concept that made the result and its outcomes feel clear and real.
Solution Deployment: From Plan to Reality
Deployment Timeline
- Week 1Analysed the prospect's pains from information gathered about their business and what they had been doing up to that point: custom enterprise hardware sold to software companies worldwide, no outbound function, every customer to date arriving by word of mouth.
- Weeks 2-3Designed the roadmap and the scope for the system they needed. Packaged the proposal deck with a clear ROI projection, the implementation timeline and the price.
- Week 4Designed and built the proof of concept to sit alongside the sales deck. Matt used the deck to move the sales conversation forward with the prospect.
- Weeks 5-6Delivered and presented the proof of concept to Matt's prospect and their team. Deal closed.
- OngoingFulfilment of the system for Re-Thrive's new client. Built to scale: onboarding the next client is a configuration, not a rebuild.
Key Deployment Phases
- PreparationAudit of the prospect's lead generation and sales process. Scope, ROI projection, price.
- Go-LiveSales deck sent, proof of concept presented, deal closed. System switched on for Re-Thrive's new client.
- Post-DeploymentDaily fulfilment, the system learning from live market feedback, and the same offer packaged and priced for Matt's next clients.
Team Involvement
- Matt, Re-ThriveOwned the relationship. Brought the network, the trust, and the conversations.
- Thomas, MeretThe audit, the scope, the pricing, the sales asset, the proof of concept, and the fulfilment.
Deployment Strategy
We worked backwards from what would deliver the highest revenue return for Matt's prospect, scoped a system to gain it, and priced it off the projected return. The sales deck moved the deal, the proof of concept closed it, and we fulfilled what Re-Thrive sold.
Key Actions & Deliverables
Four things moved Re-Thrive from conversations to a signed deal and collected cash.
Analysis & Strategy
- Audit of the prospect's lead generation and sales process
- Where the money was being left on the table
- A roadmap and scope for delivering the outcome
Offer & Pricing
- ROI clearly projected from the audit
- High-ticket price positioned as a no-brainer against the projected return
- Implementation timeline
Sales Asset & Proof of Concept
- A proposal deck that surfaced the problems, the solution and the ROI
- A proof of concept presented so the prospect could feel the outcome
- Moved them from conversations with Matt to a signed, paid engagement
Fulfilment
What went into the prospecting system we built for Re-Thrive's client, a hardware manufacturer selling into software companies globally:
- Daily lists of qualified contacts showing active buying intent, every morning, with drafted personalised outreach
- Outreach drafted from best practice built over two years of cold email experience
- Built on live market signals, every lead scored for its level of buying intent
- A feedback engine that improved the accuracy of the scoring from real market feedback: positive reply rate, booking rate, and what converted
- Delivered into the client's email drafts every morning for one-click send. Nothing to think about
Challenges & Solutions
Three things stood between Re-Thrive's demand and a deal.
Challenge 1: Demand with no offer
Matt's network wanted AI in their business but couldn't say what they wanted or what would move the needle. Matt had nothing to sell them yet.
- Worked backwards from what would deliver the highest revenue return.
- Scoped a system to gain it.
Challenge 2: No idea what to charge
Matt had never priced an AI engagement and didn't know what the work was worth to a business doing well over £20 million a year.
- Audited the prospect's lead generation and sales process.
- Projected the ROI from that audit, and set the price against it.
Challenge 3: Trust that hadn't turned into a deal
The prospect trusted Matt. A business of that size still needed something concrete to buy.
- Crafted the sales asset that surfaced the problems and the opportunity, and clearly projected the ROI.
- Built and presented the proof of concept so the outcome felt clear and real, and moved them closer to a yes.
After State
Tangible Results
- The engagement has since expanded from prospecting into the client's wider operations
- Three further clients closed on the same offer, using the same structure we gave Matt, including cash collected at £22,000 and £14,000
- Productised into a system that could scale: from custom AI work to a repeatable package with an easily projectable ROI and low fulfilment costs
- A system that could be sold to cold traffic as a service. Taken to cold traffic, with extra meetings booked for Matt
Intangible Results
- A foot in the door with high-profile enterprise clients
- A structured, repeatable sales process: surface the pain points, project the ROI, package a high-ticket offer as a no-brainer investment
- Case studies and long-term social proof with sophisticated clients
- Long-term low fulfilment costs
Before vs. After
Demand with no offer, no idea how to price, no cash coming in.
A priced offer with ROI behind it and £48,000 collected in one month.
Every deal custom, from scratch.
A productised system with a repeatable sales and delivery process that could also be sold to cold traffic.
Plateau.
High-intent leads landing in his inbox every morning.
Key Insights / Lessons Learned
Strategic Takeaways
Surface pain points and desired outcomes before pitching any solution
Without understanding the prospect's pain points and goals in detail, we wouldn't have found the solution, and we wouldn't have been able to justify a high price.
Price based off the ROI, not the delivery effort
The ROI projection set the number and made it easy to say yes to.
One productised offer beats manual custom work
Matt resold the same system three times without starting over.
Success Factors
The trust was already there
Matt's network wanted to do business with him. The offer was the missing piece, and that is a faster fix than building trust from nothing.
The scope came from real prospect discovery
We audited what the prospect was actually doing before we designed anything for them.
Client Testimonial
“He's exactly the kind of person you want alongside you on client work. On top of that he really knows his craft. I trusted him on calls directly with my own clients, which is not something I do lightly. Highly recommend!”
Conclusion / Next Step
Value Delivered
Matt came in with demand he couldn't monetise. He left with a scalable offer, a lean fulfilment process, and £48,000 cash collected in the first month from an electronics manufacturer doing well over £20 million a year, with three deals signed afterwards.
Next Step
If you're struggling to create a no-brainer offer and justify high prices, get in touch and we can help you.