{"id":431,"date":"2026-09-16T12:37:50","date_gmt":"2026-09-16T12:37:50","guid":{"rendered":"http:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/approach\/"},"modified":"2026-09-21T12:57:40","modified_gmt":"2026-09-21T12:57:40","slug":"approach","status":"publish","type":"page","link":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/approach\/","title":{"rendered":"Approach"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"431\" class=\"elementor elementor-431\">\n\t\t\t\t<div data-bps-section=\"section\" data-bps-section-slug=\"intro-01\" class=\"elementor-element elementor-element-3c43a8dc section light moa-lg e-flex e-con-boxed e-con e-parent\" data-id=\"3c43a8dc\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-8efdeb3e e-con-full moa-width-regular e-flex e-con e-child\" data-id=\"8efdeb3e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"intro-01-headline-1\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-f8f99b3e bps-text-accent prehead elementor-widget elementor-widget-heading\" data-id=\"f8f99b3e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<span class=\"elementor-heading-title elementor-size-default\">How I work<\/span>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"intro-01-headline-2\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-48e5838f hero-title elementor-widget elementor-widget-heading\" data-id=\"48e5838f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Discounting is a symptom. The <span class=\"bps-text-accent\">disease is legibility.<\/span><\/h1>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"intro-01-subheadline-1\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-a64d27eb hero-subtitle elementor-widget elementor-widget-text-editor\" data-id=\"a64d27eb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Most pricing problems get diagnosed as pricing problems &mdash; the number is too high, the competitor undercut us, the market is soft. That is almost never what is actually wrong.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"intro-01-subheadline-2\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-130c8f53 hero-subtitle elementor-widget elementor-widget-text-editor\" data-id=\"130c8f53\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The fix sits upstream: making it obvious to a buyer what they are getting, what it is worth to them, and why the cheaper option is not the same thing.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-bps-section=\"section\" data-bps-section-slug=\"features-06\" class=\"elementor-element elementor-element-fa590dcc section light moa-lg e-flex e-con-boxed e-con e-parent\" data-id=\"fa590dcc\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-649f0d89 e-con-full e-flex e-con e-child\" data-id=\"649f0d89\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"features-06-headline-1\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-e43afdb7 bps-text-accent prehead elementor-widget elementor-widget-heading\" data-id=\"e43afdb7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<span class=\"elementor-heading-title elementor-size-default\">The engagement, start to finish<\/span>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-headline-2\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-4f810845 section-title elementor-widget elementor-widget-heading\" data-id=\"4f810845\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Four steps, and the order matters.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-0c380e41 e-con-full e-flex e-con e-child\" data-id=\"0c380e41\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-f3cacd36 e-grid e-con-full e-con e-child\" data-id=\"f3cacd36\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-f545a242 e-con-full light moa-sd e-flex section e-con e-child\" data-id=\"f545a242\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"features-06-headline-30\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-b28faaa3 bps-text-accent stat-number elementor-widget elementor-widget-heading\" data-id=\"b28faaa3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">01<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-headline-3\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-a520b280 elementor-widget elementor-widget-heading\" data-id=\"a520b280\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Segments<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-subheadline-1\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-d44ac406 elementor-widget elementor-widget-text-editor\" data-id=\"d44ac406\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>I separate the buyers who were never going to pay you properly from the ones who would have paid more. They are rarely who the firm thinks.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-93e7ae5b e-con-full light moa-sd e-flex section e-con e-child\" data-id=\"93e7ae5b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"features-06-headline-40\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-e11b46d6 bps-text-accent stat-number elementor-widget elementor-widget-heading\" data-id=\"e11b46d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">02<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-headline-4\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-f3aa4198 elementor-widget elementor-widget-heading\" data-id=\"f3aa4198\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Evidence<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-subheadline-2\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-e2e6786e elementor-widget elementor-widget-text-editor\" data-id=\"e2e6786e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>We pull the real numbers first &mdash; every quote, every discount, every walk-away &mdash; before anyone offers an opinion about the market.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ee0afca9 e-con-full light moa-sd e-flex section e-con e-child\" data-id=\"ee0afca9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"features-06-headline-50\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-4096a1b0 bps-text-accent stat-number elementor-widget elementor-widget-heading\" data-id=\"4096a1b0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">03<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-headline-5\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-ea60d958 elementor-widget elementor-widget-heading\" data-id=\"ea60d958\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Architecture<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-subheadline-3\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-3124a433 elementor-widget elementor-widget-text-editor\" data-id=\"3124a433\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>We build tiers a buyer can tell apart in one sentence. If the difference takes a paragraph to explain, it is not a tier.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-bb244fe7 e-con-full light moa-sd e-flex section e-con e-child\" data-id=\"bb244fe7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"features-06-headline-60\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-30bbb22c bps-text-accent stat-number elementor-widget elementor-widget-heading\" data-id=\"30bbb22c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">04<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-headline-6\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-699a2b93 elementor-widget elementor-widget-heading\" data-id=\"699a2b93\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Handover<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"features-06-subheadline-4\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-8501f968 elementor-widget elementor-widget-text-editor\" data-id=\"8501f968\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>You get the structure written down, plus a session with whoever has to say the numbers out loud to a client.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-bps-section=\"section\" data-bps-section-slug=\"cta-04\" class=\"elementor-element elementor-element-db4a2db4 section dark moa-lg e-flex e-con-boxed e-con e-parent\" data-id=\"db4a2db4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-3ae28f0c e-con-full e-flex e-con e-child\" data-id=\"3ae28f0c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-d6e916e0 e-con-full e-flex e-con e-child\" data-id=\"d6e916e0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"cta-04-headline-0\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-48af33b1 bps-text-accent prehead elementor-widget elementor-widget-heading\" data-id=\"48af33b1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<span class=\"elementor-heading-title elementor-size-default\">What I don&rsquo;t do<\/span>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"cta-04-headline-1\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-e9207a64 section-title elementor-widget elementor-widget-heading\" data-id=\"e9207a64\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">I don&rsquo;t sit in your negotiations.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"cta-04-subheadline-1\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-031ab0cb elementor-widget elementor-widget-text-editor\" data-id=\"031ab0cb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>I build the structure, train the people who have to defend it, and leave. If what you want is someone to run the deal desk, I will happily point you at two people who do that properly.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div data-bps-section=\"section\" data-bps-section-slug=\"cta-04-2\" class=\"elementor-element elementor-element-fda8bb9f section light moa-lg e-flex e-con-boxed e-con e-parent\" data-id=\"fda8bb9f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-c4f9029f e-con-full e-flex e-con e-child\" data-id=\"c4f9029f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-7a91b1bd e-con-full e-flex e-con e-child\" data-id=\"7a91b1bd\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div data-bps-id=\"cta-04-2-headline-0\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-d1151abb bps-text-accent prehead elementor-widget elementor-widget-heading\" data-id=\"d1151abb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<span class=\"elementor-heading-title elementor-size-default\">Ready for a real plan<\/span>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"cta-04-2-headline-1\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-0d163ee4 section-title elementor-widget elementor-widget-heading\" data-id=\"0d163ee4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Let&rsquo;s find out what your rate card is hiding.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"cta-04-2-subheadline-1\" data-bps-type=\"subheadline\" class=\"elementor-element elementor-element-9657cae4 elementor-widget elementor-widget-text-editor\" data-id=\"9657cae4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>One call is usually enough to tell you whether the problem is the structure, the sales conversation, or something further upstream.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3b1c42c1 e-con-full e-flex e-con e-child\" data-id=\"3b1c42c1\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-f4f2a8a1 e-con-full e-flex e-con e-child\" data-id=\"f4f2a8a1\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-39dc4b3c e-flex e-con-boxed e-con e-child\" data-id=\"39dc4b3c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div data-bps-id=\"cta-04-2-cta-text-2\" data-bps-type=\"cta_button\" class=\"elementor-element elementor-element-dbc8dfcb elementor-align-justify bps-bg-accent-3 elementor-widget elementor-widget-button\" data-id=\"dbc8dfcb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-md\" href=\"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/contact\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Book a pricing call<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div data-bps-id=\"cta-04-2-headline-9\" data-bps-type=\"headline\" class=\"elementor-element elementor-element-50a3127d stat-label elementor-widget elementor-widget-heading\" data-id=\"50a3127d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">45 minutes &middot; no pitch deck<\/div>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"site-sidebar-layout":"no-sidebar","site-content-layout":"page-builder","ast-site-content-layout":"full-width-container","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"disabled","ast-breadcrumbs-content":"","ast-featured-img":"disabled","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"callouts":[],"class_list":["post-431","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/pages\/431","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/comments?post=431"}],"version-history":[{"count":1,"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/pages\/431\/revisions"}],"predecessor-version":[{"id":436,"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/pages\/431\/revisions\/436"}],"wp:attachment":[{"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/media?parent=431"}],"wp:term":[{"taxonomy":"callouts","embeddable":true,"href":"https:\/\/clubhouses.buildprosites.com\/plume-vellacourt\/wp-json\/wp\/v2\/callouts?post=431"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}