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Complimentary Diagnostic
Your A.C.T.S Commercial Diagnostic
Know Your
Commercial
Gaps.
Based on your 40-point A.C.T.S assessment, this report surfaces the commercial challenges most likely to be limiting your growth — and the risks of leaving them unaddressed.
Company
Acme Petfoods Ltd
Respondent
Sarah Johnson
Overall Score
96 / 200
Maturity Level
Developing
This complimentary diagnostic is prepared exclusively for Acme Petfoods Ltd and kept strictly confidential. It represents the first stage of your A.C.T.S commercial assessment. A full in-depth report is available as part of a paid advisory session.
01
Where You Stand
Your Overall Score
Your headline A.C.T.S score and how your commercial capability breaks down across the four pillars.
96
/ 200
Total Score
Developing
Your overall score of 96 out of 200 places you in the Developing tier — the second of four maturity levels (Foundation → Developing → Established → Leading).

This means your business has some commercial fundamentals in place, but significant gaps remain that are likely costing you margin, listings, and long-term partnership value right now. The pillar breakdown below shows where those gaps are concentrated.
A
Assess
22/50
Developing
C
Commercialise
29/50
Developing
T
Transform
20/50
Needs Focus
S
Sustain
25/50
Developing
02
The Picture
Strengths & Watch Areas
What the data says you're doing well — and where the warning signs are.
Where you're strongest
Your pitch is adaptable and well-structured
Strong score on pitch flexibility across customers and channels — a genuine commercial asset.
Good relationship depth with key accounts
You are proactively building contacts beyond the day-to-day buyer — protecting your listings.
Commercially confident at 3-year horizon
Your team has a sense of direction and belief in its ability to drive growth — a strong foundation to build on.
Customer segmentation is in place
You differentiate your approach by customer type — ahead of many businesses at a similar stage.
Areas requiring attention
No standardised process for promotional ROI
Trade spend is being invested without a clear measurement of whether it's working.
Selling story training is absent or informal
Inconsistent team capability is limiting your conversion rate at the buyer table.
JBPs and QBRs are not yet embedded
Without structured partnership planning, key retailer relationships remain transactional.
Team development and succession are underdeveloped
Skill gaps and talent risk are not being proactively managed — a vulnerability as you scale.
03
Priority Risks
Your Top 5 Commercial Risks
The five areas where your current gaps are most likely to be costing you — in margin, listings, and growth potential.
1
Assess · Pricing & Profitability
Trade Spend Without Measurement is Margin Destruction
Your promotional activities are not being systematically evaluated for ROI. This means budget is being committed to activities that may be generating volume but destroying profit — often without anyone realising. The issue compounds year-on-year as the same ineffective promotions are repeated.
59%
of trade promotions fail to break even
— NielsenIQ / McKinsey
2
Commercialise · Team Capability
Inconsistent Selling Capability is Costing You Listings
Without formal training on how to build and deliver compelling selling stories, your team's performance at the buyer table is dependent on individual style rather than a consistent, data-led approach. Buyers notice — and it affects both new listings and the depth of investment they'll commit to your brand.
48%
higher win rates using value-selling techniques
— Genius Drive
3
Transform · Partnership & Negotiation
Transactional Retailer Relationships Cap Your Growth Ceiling
Genuine Joint Business Plans — built collaboratively with shared objectives — are not yet embedded in your key customer relationships. Without them, negotiations default to price and terms, your investment is seen as a cost of entry rather than a partnership, and your brand remains easy to delist when buyers face pressure.
20%
higher service levels from collaborative JBP planning
— McKinsey
4
Assess · Data & Insights
Decisions Made Without Data Lead to Costly Missteps
Your commercial data management is currently fragmented. Without a consistent approach to capturing, centralising and acting on both internal and customer data, strategic decisions rely on gut feel — increasing the likelihood of misaligned pricing, missed distribution opportunities, and slow responses to competitive threats.
£12.9M
average annual cost of poor data quality to organisations
— Gartner
5
Sustain · Team & Talent
Talent Risk is a Commercial Risk You're Not Managing
Formal coaching plans and succession planning for key commercial roles are not in place. This creates a fragile team structure where the departure of one or two individuals could cause significant disruption to retailer relationships and commercial continuity — particularly damaging during critical trading periods or negotiations.
2×
annual salary — average cost of replacing a commercial team member
— DePaul University
Question-Level Analysis
Deep dive into all 40 questions with individual scores, benchmarks and prioritised next actions for each area.
Capability Theme Breakdown
How you score across 6 capability themes including Pricing & Profitability, Negotiation, and Team Development.
Prioritised Action Roadmap
A ranked, practical action plan with specific next steps for your highest-impact improvement areas.
Industry Benchmark Comparison
See how your scores compare to peer businesses across each pillar — and where the competitive opportunity lies.
🔒
Full Report Available
Included in your in-depth advisory session
Ready to Go Deeper?
Book Your Full
Report Session
A focused 2-hour session where we walk through your complete 40-point results, build a prioritised action plan, and identify the highest-value opportunities to drive profitable growth.
📊
Full 40-Point Report
Complete question-level analysis with scores, benchmarks, and prioritised recommendations.
🎯
Action Planning Session
2 hours with Rich to build a practical, sequenced improvement roadmap tailored to your business.
📈
Benchmark Positioning
Understand how you compare to industry peers and where competitive advantage can be unlocked.
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