Intervention Design

A diagnostic without a remediation is an observation without value. Once you have identified the root cause — the specific conversion rate that declined, in the specific segment, for the specific reason — the next step is designing an intervention that addresses the root cause and measuring whether it works. Interventions fall into three categories: process changes, enablement changes, and structural changes.

1. Process Interventions Change how the team executes the stage. If Discovery-to-Proposal dropped because reps are proposing before discovering real pain, the intervention is a mandatory discovery checklist that must be completed before the Proposal stage is accessible. Process interventions are fast to deploy and immediately measurable.
2. Enablement Interventions Equip the team with new skills or tools. If win rates dropped because a new competitor is winning technical evaluations, the intervention is competitive battle cards and SE training on the competitor's weaknesses. Enablement interventions take 2-4 weeks to deploy and 4-8 weeks to produce measurable results.
3. Structural Interventions Redesign the pipeline architecture. If the bottleneck is at Proposal because deal desk turnaround is 5 days, the structural intervention is automating deal desk approval for deals under $100K and adding headcount for deals above. Structural interventions are the slowest to implement but produce the largest sustained improvements.