The Senior Work That Stalls Deals When Nobody Owns It
When you write the job description for a role in this category, the list always runs past the bid itself: security questionnaires, the final round, the RFP platform, contract redlines and renewals. Those are the parts that stall deals when nobody owns them, and the parts that make the role so hard to fill.
Pick the ones that matter most to you. I plug in and do the work now, with a set turnaround on every request, and I build each one into a process you are ready to manage for the long term.
Four Focuses
Pick the ones that matter most to you. Each runs on its own process, its own turnaround, and its own handover kit.
RFP Response Process
The platform you pay for finally produces answers your team trusts.
Getting the most out of your tool, herding the cats needed to respond to your bids, and building the content that streamlines your response process.
How it works ↓Security Questionnaires & DDQs
Security review stops being where deals stall.
I answer questionnaires and DDQs from an approved answer set, and keep your SOC 2, HIPAA and CJIS claims current as audits and policies change.
How it works ↓Post-Submission Support
Walk into the final round prepared.
Clarifications checked against what you submitted, orals and demo prep built to the scoring criteria, BAFO limits on price and terms, and a win/loss debrief that feeds the next bid.
How it works ↓Redlines & Contracting Support
Price and terms protected, without legal becoming the bottleneck.
Contract redlines triaged, renewals reviewed for uplift, auto-renew and SLA changes, and pricing exceptions written up for approval.
How it works ↓Every Focus Comes with a Handover Kit
I'm not trying to become a permanent line item.
For each focus you take on, you get the process to run it without me, and the materials to set your next hire up to succeed.
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Process
Intake, turnaround, approvals and who owns what, written down and tested on your real requests.
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Operating Documentation
Step-by-step guides and short walkthroughs, recorded in your tools as the work happens, so your hire finds them where they work.
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Training and Onboarding
Dedicated hours to train your new hire on the process, with me still answering requests while they ramp.
RFP Response Process
The platform you pay for finally produces answers your team trusts.
Who It's For
- Companies with an existing RFP tool that is collecting dust.
- Teams paying for AI drafting and integrations that nobody has set up or trusts.
- Companies with no reliable content library, so every RFP starts from last year's response.
- First step
- Gap analysis and rebuild roadmap in the first 3 business days.
How It Works
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Handover and Audit
You grant system access and share existing content. I audit your library and deliver a gap analysis and rebuild roadmap within the first three business days.
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The Soft Build
I draft the narrative and company-level templates: executive summaries, company overview, differentiators, case studies. Brand voice dialed in before the technical work begins.
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The Functional Build
Technical, security and compliance Q&A built from scratch or cleaned up from existing material. Every answer scoped, sourced and flagged for accuracy.
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SME Validation
Structured review sessions with your technical and compliance leads. I run the sessions; they approve the answers. Nothing goes live unvalidated.
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Launch and Train
Go-live, enablement workshops, a team workflow guide and a 30-day check-in. Every answer gets a named owner and a review date.
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Run and Maintain
Ongoing administration on the platform: users, projects, content requests, review cycles, AI settings and a monthly usage report, until your hire takes it over.
Security Questionnaires & DDQs
Security review stops being where deals stall.
Who It's For
- InfoSec and GRC teams that are stretched and losing days to questionnaires that aren't their job.
- Sales teams where security review is the step that pushes close dates.
- Companies that plan to hand this to a hire or want sellers to self-serve from an approved answer set.
- Turnaround
- Submission-ready copy 2 business days before the client deadline.
- Pricing
- $1,500 USD per questionnaire under 100 requirements, $2,500 over 100.
How It Works
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Intake
You forward the questionnaire. I confirm scope, due date and format, and map every question to the approved answer set. Anything new gets flagged.
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Draft
I complete the questionnaire from the approved set. Gaps, risky commitments and anything that needs a signature are listed before anyone else sees it.
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Escalate
Flagged items go to the right owner (InfoSec, Legal, Product) with a recommended answer and a deadline. I chase them so the rep doesn't have to.
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Communicate
The rep gets a plain-language summary of what we said, what we couldn't say, and what the buyer may push back on, so the conversation with the client stays ahead of the document.
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Submit and File
Final, formatted documents submitted on time. Every new or changed answer goes back into the approved set, so the next questionnaire starts further ahead.
Post-Submission Support
Walk into the final round prepared.
Who It's For
- Teams that submit strong bids and then scramble through clarifications, orals, demos and BAFOs with whoever is free.
- SMEs who get pulled into every final round because nobody else can answer the questions.
- Companies that plan to hand this to a hire or want sellers to run final rounds from a playbook.
- Turnaround
- Every answer out by the buyer's deadline.
How It Works
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Clarifications
Every buyer question is checked against what you submitted before it's answered, so the response never contradicts the bid. Answers go out by the buyer's deadline.
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Orals and Demo Prep
Herding the cats, building the templates, and setting the process so every oral presentation and short-list demo is aligned to the needs of the client.
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BAFO and Final Negotiation
Before you respond, you'll have written limits on price, terms and scope, with the trade-offs laid out, so nobody concedes something in the room that costs you later.
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Debrief
Win or lose, a structured debrief with the buyer where possible and with your team always. Findings go back into your library, your pricing guardrails and the next go/no-go.
Redlines & Contracting Support
Price and terms protected, without legal becoming the bottleneck.
Who It's For
- Companies where contracts queue up behind one overloaded person, or behind nobody.
- Teams paying hourly for outside legal review on issues that are commercial, not legal.
- Companies that plan to hand this to a hire or want sellers to negotiate from written positions.
- Turnaround
- Every request turned around within 2 business days.
Commercial review, not legal advice.
How It Works
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Intake and Triage
Every redline, renewal or pricing request lands in one queue as it comes in. You hear back on what it is, what's at stake, and whether it needs Legal at all.
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Commercial Review
I mark up the agreement against your standard positions: pricing, payment terms, auto-renew, SLAs, liability caps and termination. Each deviation gets a recommendation: accept, counter with the fallback, or escalate.
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Approval Routing
Pricing exceptions and non-standard terms are written up in a one-page memo with the business case, sent to the right approver and tracked to a decision. Legal sees only what is a legal question.
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Close and Record
Final terms, exceptions granted and the reasons are logged against the account, so renewals start from what was agreed rather than from memory.
Renewals run the same way. Each one is reviewed ahead of the notice window for uplift, auto-renew and SLA changes, with a recommendation before the window closes.
Tell Me What's Stalling Right Now
Book a 30-minute scoping call. We'll find which of the four is costing you deals, and I'll tell you what it would take to own it and hand it back.