A focused course, tailored for you
Consulting Sales and Delivery Director Account Pattern
An integrated sales and delivery director account pattern for IT services Directors in 2026: customer-cohort framework, fixed-price engagement structure, multi-year retainer engagement structure, account expansion structure.
IT services Sales and Delivery Directors balance customer-cohort framework, fixed-price engagement structure, multi-year retainer engagement structure, account expansion structure. The course delivers the integrated account pattern.
$199 one-time
Tailored to your situation. Access within 24 hours. 30-day money-back.
Includes a hand-built implementation playbook delivered alongside course access, generated for your specific situation.
Why this course
Directors of Consulting Sales and Delivery at IT services firms balance customer-cohort framework, fixed-price engagement structure, multi-year retainer engagement structure, account expansion structure. The default Director handles each as a separate workstream. The Geo Managing Partner reads fragmented progress at the portfolio review.
The course delivers the integrated account pattern. The customer-cohort framework. The fixed-price engagement structure framework. The multi-year retainer engagement structure framework. The account expansion structure framework. The customer-side workforce integration. The customer-side IT integration. The customer-side governance integration. The customer engagement structure. Twelve modules with deliverables. Plus a hand-built playbook for your account mix.
The 12 modules
Module 1. The 2026 IT services Sales and Delivery Director landscape
Walkthrough of the 2026 IT services Sales and Delivery Director landscape. The CGI Sales and Delivery profile. The the firm Federal Services profile. The the firm profile. The MAXIMUS profile. The the firm profile. The the firm profile. The competitive landscape across IT services Sales and Delivery Directors. Plus the integration with the customer's existing programme cadence.
Module 2. Customer-cohort framework
Build the customer-cohort framework. The financial services cohort variant. The energy and utilities cohort variant. The retail cohort variant. The public-sector cohort variant. The healthcare cohort variant. The infrastructure cohort variant. Plus the worked example for the Director's typical customer-cohort profile.
Module 3. Fixed-price engagement structure framework
Build the fixed-price engagement structure framework. The outcome-definition framework. The milestone-structure framework. The customer-side acceptance criteria framework. The contractual-risk-transfer framework. The price-protection framework. The integration with the customer's existing contracting vehicles. Plus the worked example for a typical engagement under the new structure.
Module 4. Multi-year retainer engagement structure framework
Build the multi-year retainer engagement structure framework. The customer-side strategic-plan integration framework. The customer-side multi-year engagement framework. The customer-side retainer pricing framework. The customer-side renewal framework. The integration with the customer's existing programme-management cadence. Plus the worked example for a typical multi-year retainer.
Module 5. Account expansion structure framework
Build the account expansion structure framework. The land-and-expand pattern. The customer-relationship-management pattern. The thought-leadership cadence. The customer-event integration. The integration with the customer's existing programme cadence. Plus the worked example for a 36-month account expansion plan. Plus the worked example for the customer's typical operating model under the integrated framework and the reference pattern from peer customer organisations.
Module 6. Customer-side workforce integration
Build the customer-side workforce integration. The Sales and Delivery Director role evolution. The Sales-team role evolution. The Delivery-team role evolution. The customer-side training framework. The customer-side competency-assessment framework. Plus the worked example for the customer's first 12 months of workforce integration.
Module 7. Customer-side IT integration
Build the customer-side IT integration. The customer-side cloud-platform integration. The customer-side data-platform integration. The customer-side application-platform integration. The customer-side identity-platform integration. The integration with the customer's existing IT-management cadence. Plus the worked example for the customer's typical IT-stack pattern. Plus the worked example for the customer's typical operating model under the integrated framework and the reference pattern from peer customer organisations.
Module 8. Customer-side governance integration
Build the customer-side governance integration. The customer-side strategic-planning committee integration. The customer-side audit committee integration. The customer-side risk-management committee integration. The customer-side compliance committee integration. Plus the worked example for the customer's typical multi-committee governance cadence. Plus the worked example for the customer's typical operating model under the integrated framework and the reference pattern from peer customer organisations.
Module 9. Customer-side compliance integration
Build the customer-side compliance integration. The customer-side SOC 2 framework integration. The customer-side ISO 27001 framework integration. The customer-side FedRAMP framework integration. The customer-side FISMA framework integration. The customer-side state regulator framework integration. Plus the worked example for the customer's typical multi-framework compliance landscape.
Module 10. Customer-side data-platform integration
Build the customer-side data-platform integration. The customer's existing data-warehouse integration. The customer's existing data-lake integration. The customer's existing reporting-platform integration. The integration with the customer's existing data-governance framework. The integration with the customer's existing data-quality framework. Plus the worked example for the customer's typical data-platform footprint.
Module 11. Customer engagement structure
Build the customer engagement structure. The discovery phase. The diagnostic phase. The transformation phase. The sustainment phase. The renewal conversation. The customer-side programme-governance committee integration. Plus the worked example for a 12-month customer engagement and the pricing framework. Plus the worked example for the customer's typical operating model under the integrated framework and the reference pattern from peer customer organisations.
Module 12. Your 10-week build plan
Week by week. Weeks 1-2: landscape and customer-cohort framework. Weeks 3-4: fixed-price engagement structure framework and multi-year retainer engagement structure framework. Weeks 5-6: account expansion structure framework and customer-side workforce integration. Weeks 7-8: IT, governance, compliance integration. Weeks 9-10: data-platform integration, customer engagement structure. Deliverable: an integrated Sales and Delivery Director account pattern ready for the next portfolio review.
How this addresses your situation
Specific modules that map to what you said you are dealing with.
Customer cohort → Module 2.
Fixed-price → Module 3.
Multi-year retainer → Module 4.
Account expansion → Module 5.
Workforce → Module 6.
IT → Module 7.
Governance → Module 8.
Compliance → Module 9.
Data platform → Module 10.
Who it is for
For Directors of Consulting Sales and Delivery at IT services firms, principal Directors at peer IT services firms.
Who this is NOT for. Pure non-IT-services practitioners. Practitioners with no Director-level context.
How it arrives
Text-based course via LMS, plus downloadable templates and worked examples and the hand-built playbook.
Time investment. Roughly 18 hours of reading and 60 to 120 hours of build effort across the 10-week plan.
Why $199 is the right number
External IT services Sales and Delivery Director enablement programmes charge from 100,000 to 500,000 CAD. 199 USD buys the focused playbook and the implementation document for your account mix.
FAQ
Does this cover state and local government IT services?
Module 1 covers state and local government adjacency.
What about Canadian federal IT services?
Module 1 covers Canadian federal as a primary anchor.
Does this cover UK central government IT services?
Module 1 covers UK central government adjacency.
What is in the implementation playbook for me specifically?
Sales and Delivery Director playbook tuned to your account mix.
30-day money-back guarantee. If after a week of working through the materials this is not what you needed, reply to the receipt email and a full refund is processed. No questions, no forms.
