From Referral Reliance to Confident Messaging: How Command C Reclaimed Their Sales Narrative

"We’d been fumbling the 'why us' question—and it was costing us. This sprint gave us the clarity and confidence to finally answer it."

— Sara Bacon, Founder of Command C

The Client

Command C is a development agency with a long track record of rescuing ecommerce brands from complex technical messes. Their strength lies in deeply consultative problem-solving, seamless project execution, and long-term support, not in flashy pitches or superficial polish. Their work speaks for itself. The challenge was getting prospects to hear it.

The Challenge

After 20 years in business, Command C had built a strong reputation and solid client base, mostly through referrals. But that strength was also a constraint. Sales still depended heavily on Sara’s personal relationships, and prospects often didn’t understand the depth or value of the services Command C offered. The website and messaging didn’t reflect the quality of the work, and they were occasionally losing deals to agencies that looked more polished on the surface, even if they lacked the technical chops underneath.

Sara wanted to:

  • Explain Command C’s value more clearly and confidently

  • Attract right-fit clients without relying solely on referrals

  • Push back on leads who were fixated on design instead of the deeper issues

  • Better communicate the power of their discovery-to-retainer model

The Process & Solution

We kicked things off with a three-part sprint designed to clarify Command C’s positioning and help Sara get to the heart of why clients choose them—and how to say it out loud.

Together, we:

  • Mapped their ideal client profile (10–75M DTC brands, mostly on Shopify Plus, often navigating a migration or platform challenge)

  • Codified their internal “Challenge → Equilibrium → Growth” framework into language that clicks with prospects

  • Reframed their technical-first approach as a strategic strength, not a liability

  • Pulled together real language from real clients (like “trust, trust, trust”) to build more persuasive messaging

  • Addressed common deal-breakers (like design expectations) with more confident, honest responses

This wasn’t about changing who Command C was. It was about helping Sara and her team articulate it more clearly so the right people could find them and say yes faster.

The Impact

By the end of the sprint, Command C had:

  • A “Why Us” narrative that reflected what clients already loved about them

  • Clear, sticky language for their website and outbound efforts

  • Renewed confidence in pushing into new verticals (like horticulture) where they already had traction

  • A more strategic lens on which prospects to pursue—and which to pass on

  • The foundation for a more confident and consistent sales process

Most importantly, Sara walked away with a message she could stand behind—not because it sounded good, but because it was true—and that has already led to an increase in good fit leads.

How They Got There: The Why Us Sprint

Command C used The Why Us Sprint, a 3-week engagement designed to extract what makes an agency valuable to its best-fit clients—and turn that into messaging that converts. It’s built to move fast, go deep, and give agency founders the clarity they need to sell with confidence.