Playbook: The Base Camp Framework For Winning Big Clients
Chasing big clients can feel like scaling a mountain. You pour your energy, time, and budget into the climb to the top - only to find, right near the summit, that the opportunity disappears.
You're left drained, with nothing to show for it, and have to start the whole process from the bottom again, chasing the next big client.
The Base Camp framework is designed to stop that cycle.
How?
It gives you and your team clear checkpoints along the way.
Moments to pause, assess, and decide … ‘Is this still worth climbing? Or is it time to turn back and save your strength?’
With three base camps and a final “summit push,” this approach helps you track your investment, manage risk, and protect your creative energy.
It’s not about saying no to ambition - it’s about exploring opportunities in a smarter way. Each stage comes with a checklist, so you’re never guessing. Set it up in a spreadsheet, adapt it to your style, and start making better calls on where to put your time, resources and effort.
What we’ll cover in this guide.
BASE CAMP 1: Qualification & Early Commitment
BASE CAMP 2: Deep Discovery & Strategy
BASE CAMP 3: Proposal & Final Negotiation
Summit Push: Contract Signed & Project Kickoff
Base Camp Decision Matrix – Stay or Walk Away?
You ready?
Okay then, off we go!