Fractional Chief Revenue Officer · The Revenue Office
Most growing companies don't have a lead problem. They have an ownership problem.
Marketing owns the leads. The front desk owns the phones. A vendor owns the CRM. Nobody owns the path from first inquiry to collected dollar, so the owner becomes the unofficial Chief Revenue Officer and growth stalls in the handoffs. We find the gap that's holding your revenue back, and we own the fix.
For established service businesses doing roughly $3M to $100M a year.
The problem
Every vendor owns a layer. Nobody owns the handoffs.
Trace one customer through your business. They search for you. They call or fill out a form. Someone answers, or doesn't. They're qualified, booked, quoted. They show up, say yes, pay, and come back, or they don't.
Now ask who owns that path end to end. In most seven- and eight-figure service companies the honest answer is the owner, in whatever hours are left after running everything else.
That's why buying more leads so often fails. Spend goes up, revenue stays flat, and every vendor's report says their part is working.
The Seven Revenue Gaps
Seven places revenue gets stuck.
Every service business we diagnose is held back by one or more of these gaps. The work is finding the one that binds first, the one with the most money behind it, and fixing that before anything else.
| Gap | What owners tell us | What we bring |
|---|---|---|
| 1. Ownership | "Everything runs through me." "Our agency says the leads are great." | A fractional CRO, one scorecard, a monthly Revenue Council, and authority over vendors |
| 2. Offer | "We compete on price." "Sales cycles keep getting longer." | Growth strategy, offer development and packaging, pricing posture |
| 3. Market and trust | "We get the wrong clients." "Clients don't come back." | Positioning, a reputation program, retention and reactivation |
| 4. Demand | "Referrals dried up." "We don't show up when people ask ChatGPT." | AI visibility across search and answer engines, performance marketing, content |
| 5. Conversion | "We call leads back the next day." "Nobody follows up on quotes." | AI front office and intake, speed to lead, sales process, call scoring |
| 6. Capacity | "We're booked out." "I can't step away for a week." | Custom AI, workflow automation, integrations, an operating cadence |
| 7. Intelligence | "I don't know what a new client costs us." | Attribution, a live dashboard, lost-opportunity reporting |
Not sure which one is yours? Score yourself in five minutes. Score Your Revenue Gaps →
How we work
Find the gap. Own the fix. Measure the revenue.
AI is part of almost every fix, but it's there to cover the work your team can't get to, not to replace your team.
01 · Diagnose first
We map your numbers from first inquiry to collected dollar and name the one gap with the most money behind it.
02 · Build only what moves revenue
Our own team builds the fix on the software you already run, so the strategy ships instead of sitting in a deck.
03 · Measure from day one
One scorecard the whole company runs on, and a monthly meeting where every red number gets an owner and a date.
04 · Repeat
When one gap closes, the next one becomes the constraint. We move to it.
Ways to work together
Start with a conversation. Scale only when the numbers say so.
We'll tell you which step fits. Sometimes the answer is the smallest one.
Step 1
Revenue Gap Session
A free, numbers-first session of 30 to 45 minutes. You leave with a recovery target and a 30-day priority plan.
Best for: Every qualified owner or executive
Step 2
Advisory and technical discovery
A paid diagnostic that produces the specification, scope and plan for what gets built.
Best for: Companies that want rigor before committing to a build
Step 3
Targeted engagement
AI visibility, custom AI, or a managed AI front office and recovery program.
Best for: When one gap clearly binds and the rest of the system is sound
Step 4
The Revenue Office
A fractional CRO, a four-seat team, a monthly Revenue Council and quarterly planning.
Best for: When the problem spans several gaps and nobody owns the whole path
A CMO owns leads. A CRO owns the deposit.
| Fractional CMO | Fractional CRO | |
|---|---|---|
| Owns | Leads, brand, campaigns, marketing spend | Everything from first contact to collected revenue |
| Measured on | Cost per lead, traffic, impressions | Customers acquired, acquisition cost, lifetime value |
| Authority over the front line | None | Response standards, intake protocols, scripting |
| Authority over vendors | Usually is one | Hires, manages, grades and replaces them |
| Owns follow-up on non-converts | No | Yes |
| When the number is bad | Reports the metric | Owns the number and brings a decision |
One executive. Four seats. No freelancers.
Chief Revenue Officer
Dr. Jorge Raziel. This seat is never delegated. Strategy, budget, vendor performance, the monthly Revenue Council and quarterly planning.
Demand Lead
Paid acquisition, AI visibility, local and organic search, creative, landing pages. Measured on customers acquired, not clicks.
Conversion Engineer
AI agents, intake logic, routing, recovery automations and system integrations.
Revenue Analyst
Attribution, the dashboard, call scoring, lost-opportunity analysis and monthly reporting.
For companies above $10M, a senior bench adds fractional technology leadership, department-by-department AI deployment and outreach operations.
What runs every month
01
The full system, built and operated across four pillars: acquire, convert, recover, optimize.
02
One scorecard, updated daily and seen by everyone from the front desk to the owner: demand by source, answer rate, conversion, retention, acquisition cost and lifetime value.
03
The Revenue Council. Ninety minutes a month, on site or on video, with you and everyone who touches the customer. Every red number leaves with a named owner and a date.
04
Vendor management. We take your vendors' calls, review their work, and grade it against revenue, not against their own metrics.
05
Team enablement. Call scoring with coaching, intake protocols, and clear ownership of follow-up.
06
Quarterly planning, built from your actual capacity, margins and scorecard trends.
Clear lines, written down.
| We own | You own |
|---|---|
| The accuracy of the revenue scorecard | All clinical, legal and professional judgment |
| Marketing strategy, budget allocation and vendor performance | Final budget approval and any spend increase |
| Response standards, intake protocols and scripting | Hiring, firing and compensation |
| Recovery, reactivation and follow-up systems | Fees, pricing, case criteria and financial policy |
| The Revenue Council agenda and its decisions | Whether to accept our recommendations |
| Every system we build, maintained and documented | Every asset we build, outright |
| Telling you the truth when the numbers are bad | Showing up to the Revenue Council |
Accountability
What we put in writing.
Instrumented
Within 30 days of launch, you see every stage from first inquiry to collected revenue on one dashboard, by source. If you can't, you get the implementation fee back.
Response standard
An answer rate of 95% or better on every tracked inbound line, and a median time to first response under 60 seconds on every channel. If we miss it, we work free until we hit it and refund the management fee for that period.
One scorecard
If at 60 days your company doesn't have a single live revenue scorecard your whole team runs on and you trust, we refund every fee paid to that point. Not prorated. All of it.
Council summary
After every Revenue Council you receive a written summary with named owners and dates within 48 hours. If you don't, that month is free.
What we will never promise
A revenue figure, a number of new clients, or a number of signed cases. Anyone who promises revenue they don't control is telling you in advance how the rest of the relationship will go.
For investors and advisors
Advising owners? We fix the top line you keep flagging.
We work alongside the people owners already trust.
PE operating partners and family offices
A 100-day revenue baseline for new platforms and add-ons, and revenue gap reviews across a portfolio.
Search-fund and acquisition CEOs
A revenue baseline in your first 100 days, and an interim owner for the number while you learn the business.
Exit planners and M&A advisors
A transferable revenue review, with documented systems and attribution a buyer can underwrite.
Fractional CFOs and CPAs
You see the P&L; we fix the top line. A joint review for shared clients.
Peer groups, chambers and associations
A 60-minute Seven Revenue Gaps workshop for your members.
Is this a fit?
It's a fit if
- You run an established service business doing roughly $3M to $100M, or several locations
- You're still the unofficial CRO, and it's capping growth
- You'll give the role real authority over vendors and the customer path
- You'll attend the monthly Revenue Council
- You want the truth, including about your own decisions
It's not a fit if
- You want advice you can ignore
- You want to keep every current vendor regardless of performance
- You're looking for a 90-day trial. Real change takes two to three quarters.
- You're pre-revenue or under about $1M. Our industry programs are a better start, and we'll point you to the right one.
Frequently asked questions
How is this different from other fractional CROs?
Most fractional CROs are former sales leaders who manage a pipeline for a day a week. We look past the sales team to the offer, visibility, intake, operations and measurement. And we build the fix with our own team instead of handing you a plan.
How is this different from a consultant?
A consultant teaches your team and leaves you a binder. We build and operate the systems, hold the vendors accountable, own the scorecard, and stay.
Which industries do you work with?
Established service businesses: law firms, home services, dental and optometry groups, med spas and aesthetics, staffing and recruiting, specialty medical, and adjacent professional services.
What does this require from me?
Ninety minutes a month for the Revenue Council, a half day in the first month to set protocols and priorities, and a quarterly planning session.
Will you work with my operations manager or COO?
Always, and they should be in the Council. Most are relieved. Growth has been landing on their desk for years without the authority, budget or time to fix it.
Do you take equity, a percentage or commissions?
None of the three. We don't resell software, take vendor commissions or mark up media. You own every system we build.
How many companies do you take on?
We cap the number of Revenue Office engagements we run at once so the CRO seat gets real attention. When it's full, there's a waiting list.
What happens at the end of the year?
We continue quarter to quarter, or you stop. If you stop, you keep everything: systems, dashboards, protocols, campaigns, data, recordings and documentation.
Do you work in Spanish?
Yes. Sessions, workshops and the Revenue Council can run in English or Spanish.
Find out what's holding your revenue back.
Book a 30-minute Revenue Gap Session. Bring your monthly inquiries, the share that become clients, your marketing spend and your average client value. We'll map the path from first inquiry to collected dollar and find the one gap costing you the most.
You'll leave with a recovery target and a 30-day priority plan, whether or not we work together.