CLIENT STORY
ComOps adds $655K in new consulting contracts in 9 months
From founder-dependent closes and custom scoping to packaged offers, consistent discovery, and predictable consulting contract revenue.
About
ComOps is a hospitality operations + customer experience consulting and managed services firm that helps hotels, casinos, and service-driven organizations improve revenue, reduce costs, and elevate guest and employee experiences.
Starting Point
ComOps had a strong reputation and deep domain expertise. Growth was still constrained by a familiar pattern:
- Most new business came from relationships, referrals, and founder-led selling.
- When the founder was busy delivering, pipeline creation slowed down.
- Each opportunity required custom scoping and re-explaining “why ComOps” from scratch.
- The team had great outcomes, but those outcomes were not consistently translated into a repeatable outbound, discovery, and proposal motion.
In short: delivery was strong, but the sales motion depended too heavily on the founder.
The Goal
Build a repeatable sales system that consistently turns ComOps's expertise into qualified pipeline and closed consulting contracts.
Target outcomes we aligned on:
- Qualification System: Protects delivery capacity and reduces bad-fit scoping conversations.
- Delegatable Pitch: A discovery and proposal narrative the team can run without founder heroics.
- Operating Cadence: A simple weekly rhythm so the system improves week over week.
What We Built Together
- Offer Packaging That Makes Buying Easy
- We turned ComOps's expertise into clear, buyer-friendly offers that map to common hospitality "why now" moments (cost pressure, service consistency, tech transitions, expansion, and reputation risk).
- Each offer included:
- A clear "who it's for"
- A definition of done
- A delivery shape that matched capacity constraints
- A price anchor and a clean path to expansion
- ICP + "Why Now" Triggers
- We documented best-fit segments and triggers across hospitality:
- Hotels and resorts
- Casinos and gaming operators
- Travel and tourism organizations
- Then we defined:
- The signals that indicate readiness
- The top "why now" events that create urgency
- Disqualifiers → so the team can say no faster
- A Discovery System Tied to a Single Problem Narrative
- We built a discovery flow that reliably surfaces the operational constraints behind missed revenue and service inconsistency, what is breaking across people, process, and systems, the cost of delay (in reviews, loyalty, labor, and margin), and the decision path and buying group.
- Output: a short diagnostic summary that rolls directly into the proposal.
- A Pitch + Proposal That Sells the System
- We replaced custom proposals with a modular narrative → the problem, the dream state (what "good" looks like operationally), the plan with phases and milestones, proof via testimonials and outcomes, and clear scope boundaries to prevent scope drift during sales.
- Outbound That Books Qualified Calls
- We created an outbound motion designed for reply quality: segmented account lists, message frameworks tied to "why now" triggers, qualification rules that protect the calendar, and a monthly feedback loop to refine targeting and messaging.
The Result
Within 9 months, the sales system produced measurable, compounding outcomes:
- $655K: New Consulting Contracts. Added within the 9-month engagement window.
- Clearer Offer Ladder: Improved close rate on best-fit deals.
- 9mo: Time to Results. A fully operational sales motion built and validated in under 9 months.
- Faster qualification and significantly less custom scoping per deal
- A sales motion the full team can run without the founder closing every deal
- A repeatable way to create pipeline that matched how ComOps actually delivers: high trust, high standards, and measurable business outcomes
What made the difference: ComOps already had the expertise and proof. The win was turning that into a sellable, repeatable system with clear packaging, qualification, discovery, and an operating cadence that compounds over time.
"StoryForm Labs helped us turn founder-led selling into a repeatable system. We now have clear packaging, qualification, and a discovery-to-proposal motion the whole team can run — and it directly contributed to $655K in new consulting contracts in nine months."— Robert Levine, CEO, ComOps
Want the Same Outcome?
If you're a B2B founder and you are the sales bottleneck, the first step is getting clear on what to build and in what order. Start with our checklist to find out where you stand.
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Ian Adams | Founder, StoryForm Labs
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