01
Quotes that cannot leave without a senior rewrite
The team can prepare the proposal, but the founder or a senior person still has to check it, rewrite it, or reconstruct how the price was reached before it can go out.
Nogal Operations
I fix the commercial pipe, from first conversation to getting paid.
You sell custom services, so every job needs its own quote. As the business grows, too much of the process can still depend on senior people, from pricing and rewriting proposals to handoffs, delivery and invoicing.
I work with B2B service firms typically generating £2m–£10m a year.
Over 5–8 days, I follow one live deal from request to invoice and write down what actually happens:
- where the work gets stuck
- what still depends on individual people
- where information is duplicated, changed or lost
- which stretch is worth fixing first
If we fix that stretch, the next deal can move without you carrying it through the company yourself.
17 yrs
in B2B commercial ops
Remote
engagements worldwide
EN · FR · ES
fluent delivery
The problem
The pipe is slow because it lives in people’s heads
02
The same deal is typed three times
The request starts in one place, the quote is built somewhere else, and delivery recreates the job again after it is sold. Every re-entry creates another chance for something to change or disappear.
03
A pipeline nobody trusts in a meeting
The CRM says one thing. The spreadsheet says another. When somebody needs a real forecast, they ask the person who knows what is actually happening.
04
Cash waits because the quote did not survive delivery
What was sold changes on the way to delivery. By the end, finance has to reconstruct what was agreed before it knows what can be invoiced.
The process
How I work
- STEP 1
Walk a live deal
I sit with the people who actually produce the quotes and deliver the work, not only the managers. We follow real jobs through the company. Ideally we include the awkward one: the quote that took too long, the project that changed halfway through, or the invoice that got stuck.
- STEP 2
Write down what actually happens
Over 5–8 days, I reconstruct one live deal from first conversation to getting paid: where it lands, who interprets and prices it, where it waits, what gets copied, what delivery receives, what changes, and when finance can finally invoice. You see what exists, what contradicts, and what only one person knows. That written picture is the Commercial Pipe Map. It is not a theoretical process. It is what actually happened.
- STEP 3
Decide what is worth fixing
There may be several things wrong. The point is not to redesign all of them. I name the one stretch worth fixing first. Sometimes my recommendation will be to leave it alone. If it is worth fixing and you want me to do it with you, we work on that one stretch for 8–12 weeks alongside the systems and people you already have.
- STEP 4
Leave it with your team
We put the change into live work and your team runs the next request without me carrying it. The aim is not to make Nogal part of your operation. It is to remove a dependency from yours.
Reality, not the process on the wall
Most companies already have a process. It is in the CRM, an SOP, a spreadsheet, somebody’s head, or all four at once.
The problem appears when a real job reaches something the process did not anticipate. Someone rewrites the quote. Someone keeps their own spreadsheet. Delivery interprets what sales meant. Finance waits for somebody to explain what happened.
That is the part I am looking for.
Offerings
Two ways to work together
Map01
Commercial Pipe Map
5–8 days. One live job, reconstructed from first conversation to getting paid. You receive the Commercial Pipe Map, the dependencies and contradictions I found, and my recommendation on what to fix first, or whether to leave it alone.
Timeline
5–8 days
Investment
Fixed fee, agreed before we start
Rebuild02
Rebuild
8–12 weeks. We change the stretch identified in the Map, test it on live work, and leave it with the people who will actually run it.
Timeline
8–12 weeks
Investment
Fixed fee · 50% to start / 50% on completion. Commercial Pipe Map credited if you start within 30 days.
About
Built from inside the operation
Josué Molina
Founder, Nogal
I’ve spent more than 17 years working in B2B commercial roles, mostly from inside the businesses themselves.
My work has covered the machinery behind how complex B2B work gets sold and delivered: qualification, pricing, quoting, CRM and pipeline discipline, forecasting, commercial reporting, sales-to-delivery handoffs, ownership, and the systems that connect them.
Nogal has existed since 2009. Today, it is the independent practice through which I apply that experience to other B2B service businesses.
Let's talk
If the pipe is the problem, write.
Tell me what is getting stuck. You do not need to diagnose it first. I typically reply within one business day.