How We Work
At Mallard Smith, we’re system thinkers. This isn’t a linear checklist — it’s an integrated system. Each choice reinforces the others. When your team knows where to play, how to win, and feels equipped to do it — that’s when transformation sticks.
1. Define What Winning Looks Like
This starts with understanding what winning looks like for your customers—not just your team.
We start by getting crystal clear on what success means — not just in numbers, but in behavior, culture, and customer impact.
“What does great look like for your team, your customers, and your bottom line?”
2. Focus the Field
We prioritize the segments where your customers get the most value—not just where you want to sell.
We narrow in on the right markets, segments, and plays — where your team can win, not just compete.
“Where do we have the right to win — and where are we wasting energy?”
3. Build the Edge
Differentiation only matters if it resonates with your customers. We build from their perspective.
We identify how you’ll win — not just what you’ll sell. This is about sharpening your value prop, aligning your sales motions, and creating real differentiation.
“What makes your approach impossible to ignore?”
4. Equip the Team
This can be disruptive—but when teams are part of the build, they own the outcome.
We build the capabilities, tools, and rhythms your sales org needs to execute — from enablement to coaching to frontline clarity.
“What do your people need to show up confident, clear, and ready to win?”
5. Reinforce with Systems
Systems should serve your people and your customers—not just track activity.
We install the right metrics, feedback loops, and leadership behaviors to keep the strategy alive and evolving.
“How do we make this stick — and scale it?”
Example Outputs
Area of Focus
GTM Strategy Overhaul: Align sales, marketing and customer success around a clear customer journey
Sales Process Re-Engineering: Build scalable lead-to-close systems, qualification frameworks and comp plans
Customer Lifecycle Optimization: Design programs to get, keep and grow customers across segments
Team Enablement & Coaching: Equip leaders and teams with the cadence, tools and accountability to execute - and grow into their next level
Cross-Functional Collaboration: Break down silos and build shared systems that drive coordinated execution
Strategic Focus for Scale: Help large organizations cut through complexity and focus on the few things that drive outsized impact
High-Leverage Systems for SMBs: Help smaller teams operate with enterprise-level precision and punch above their weight
Example Deliverables
Organization-wide strategic plans
Segment prioritization and hot-zone identification
Sales playbooks and objection handling guides
Customer journey mapping across acquisition, onboarding and retention
Customer health score framework
Leadership development workshops
Plug&play templates for pipeline, forecasting, reporting
Strategic Account Planning Templates, “Tiger Teams”, Deal Rooms
Impact vs Effort prioritization tools
Value stream mapping
Growth sprints and agile planning cycles