+ Co-led standing up of the Transformation Office as member of CEO’s Extended Leadership Team
+ Co-stood-up structure to galvanize 1,200+ employees to drive $500M+ EBITDA transformation
+ Accountable via Weekly CEO SteerCo's for performance of Sales & LOB Growth transformations

+ Partnered with Sales to develop & manage strategic improvements that drove $XXXM+ in revenue
+ Grew Average Seller Performance by XX% via stronger management & pipeline practices
+ Expanded margin via improved processes on sales authority & pricing exceptions
+ Improved time to first sale by XX% via improved sales training & ongoing buddy problems

+ Rated Exceptional (Top 10th Percentile) in Performance Ratings in every role at FIS

Head of Commercial Excellence (Sales, Revenue) Transformation

+ Owned P&L & launch of 2 new products: Embedded Invoicing (EI) & Banking-as-a-Service (BaaS):
+ EI: Ran Day 1 Launch to 800,000 SMBs, enabled via coordinated go-live with 150+ Banks
+ EI: Grew Processing Revenue per SMB by 126% & new user conversion rates by 300% in 12 months
+ BaaS: Signed first partner Bank, first Fintech client, & built $50M pipeline

General Manager of Banking as a Service and SMB Digital Invoicing (Embedded Finance)

+ Drove execution of $300M in 2021 revenue synergies via enhanced sales enablement & cross-sell
+ Led Cross-Sell Strategic Ideation Sessions identifying $40M opportunity across key growth products
+ Stood-up Cross-Sell Pipeline Reviews & Deal Desks to execute pipeline and build cross-sell muscle

Senior Director of Strategic Revenue Expansion | Merchant Growth

McKinsey & Company

+ Led go-to-market strategy, product roadmap & tech procurement for multiple strategic real-time-payments products in the United States with a $10B+ market cap and $100M+ procurement plan

+ Drove go-to-market strategy for a $100M+ data-monetization-as-a-service platform for a Fortune 500 ad-tech client, working directly with the President; signing Fortune 100 French retailer

+ Spun-off and merged the high-tech business of a Fortune 500 client by working directly with CFO and overseeing five G&A functions (50+ employees) to ensure ~$200M in cost synergies realized

+ Managed a high-value operating model transformation across 6 IT departments that reduced service outages by 40%, benefiting 10M users at a Top 20 Bank; led monthly report-outs to CEO

+ Named Top 10% contributor to recruiting; helped lead the first Hispanic Latino Economic Forum

Engagement Manager

+ Created strategic plan to turn-around loss-making hospitality client based on P&L & Market Analysis

+ Developed market entry strategy & use cases for B2B client entering China 

+ Assessed employee satisfaction of 5k employees & built plan to improve retention & performance

Associate

Summer Associate

+ Led coordination of all project management functions (e.g., Finance) for $10M-$50M USAID projects
+ Built budget forecasts, placing in top 10% percentile in accuracy company-wide
+ Developed go-to-market strategy and market sizing for Corporate Social Responsibility business unit

+ Led preparation of military conferences including all procurements (~$150k) 
+ Managed 15-25 local staff during two week events in Mali, Ghana, Burkina Faso & Nigeria

Logistics Coordinator

+ Supported development of budget forecasts, project audit, and other end-to-end project support needs

Afghanistan Small and Medium Enterprise Development (ASMED) Project Assistant

Management Systems International

+ Assisted in the writing of contract proposals including corporate capabilities.
+ Translated documents to and from French, Spanish and English.
+ Participated in recruiting process by formatting CVs and writing personnel summaries.
+ Performed general administrative duties, edited documents, created excel spreadsheets, used and updated databases, conducted research and performed duties as required.

Business Development Intern

Southern Alliance for Clean Energy

+ Wrote, edited and translated grant reports, public comments, and educational fact sheets.
+ Conducted mathematical analyses on communications to the FL Public Service Commission.
+ Organized and prepared public service forums on wind energy across South Carolina, performing media outreach and taking part in high level meetings with State politicians.
+ Administered two networks that distribute news and alerts to NGO’s across the U.S.A.

Coastal Program and High Risk Energy Associate

Sierra Club

+ Interned with The Sierra Club, the largest environmental lobbying group in the United States during spring semester 2010. 
+ Conducted research and wrote technical document to be filed with the Louisiana Department of Environmental Quality which led to the denial of an environmental permit for Cleco Power.

Intern

U.S. Department of State

+ Worked in Information Technology, Public Affairs, and Political cones. 
+ Assisted in creation of public relations press packets for the June 2008 Presidential visit. 
+ Translated documents, took detailed notes, updated databases, and completed an extensive research project.

Tulane University

+ Supervised 25+ Tulane Teaching Assistants at Green Charter Middle School and New Orleans School of Science and Math while simultaneously assisting classrooms between 20-25 hours a week.

Teacher Assistant Supervisor

Even Wolf Campaign for State Representative

+ Staff secretary, organized events, canvassed the district and conducted polling.

I am a growth executive with 10+ years of leadership experience at Fortune 500's & as a start-up founder.

+ Currently I lead a Fortune 500 revenue transformation that has driven over $200M+ in growth since '22

+ Previously at FIS I launched two Embedded Finance Products to over 150 banks and 800,000 SMBs

+ Earned Top 10% Performance Rating as a Sr Director and VP at FIS

+ Prior to FIS I drove revenue growth and go-to-market in Tech & Financial Services @ McKinsey & Co

Beyond FIS, I pursue a variety of part-time entrepreneurial and social impact opportunities:

+ Founded an AI-based Lead Generation company for LinkedIn, FasterLeads.AI

+ Founded DineroHispano.com, a Hispanic SMB Consultancy, holding over 1,200 COVID survival trainings

I am multilingual (English, Spanish, French), bi-cultural, and have worked on four continents (8 countries).

I'm obsessed with family, mental & physical peak performance, and getting 1% better every day.

David Sardi

Jay Melone

Most consulting offers are hard to sell and even harder to scale.

I know because I spent 14 years hustling like hell to grow my last consulting business to 7 figures before completely burning out.

Now, I help B2B consultants fix that.

I turn complex, high-touch services into clear, compelling, scalable offers. Built to attract ideal clients, close faster, and expand revenue (not your calendar or headcount).

At the heart of the revenue engines I build for my clients are wedge offers - productized, easy-to-buy services that prime your best clients to want the rest of your work.

They fill your pipeline, generate new revenue, and win you more deals with the clients you want to be working with.

If you’re tired of:
• Endless prospecting
• Slow sales cycles
• Drowning in low-profit client retainers

… you don't need more marketing. You need better offers that work FOR you.

All of my clients are absolute experts at the work they do. But nobody ever taught them how to package their work into no-brainer offers that clients buy.

We'll work together to un-complicate, repackage, and go to market with something that sells a whole lot easier. So you can spend less time marketing & selling and more time doing your best work... while also making your business more profitable.

Want to see how it works?

📌 Request a FREE invite: https://profitladder.net/offer-development-masterclass

Product Strategist

I use Design Thinking to support Product & Design leaders who are charged with delivering customer-centered, revenue-driving product experiences. 

My work with these leaders involves:
- Facilitating strategy, discovery, & ideation sprints for the company's next disruptive product idea
- Customizing design thinking frameworks to ensure team buy-in & product-market fit
- Coaching & advising for teams wanting to bring in & ramp up on design thinking

I'm trusted time and again from Product, UX, Innovation, and C-suite leaders within Google, Capital One, Rosetta Stone, Prudential, Home Depot, Proctor & Gamble, and Mailchimp.

Mon: Whoa! Where did all of these new leads come from?! 🎉
Tues: Nobody cares about the work I do 😩
Wed: 2 new clients!! 🥳
Thurs: I can't keep up... this is too hard 😭
Fri: I love my work! 🤩

A few years ago I got swept up by the work of Pema Chödrön, an American-born Tibetan Buddhist.

Her ideas helped me through some very tough times.

Of all the things I learned from her, one principle stuck with me most - the idea of impermanence.

How the root of suffering comes from our resistance to change, even though it's constantly happening and inevitable.

She said once, "If you're invested in security and certainty, you are on the wrong planet." (she's also subtly sarcastic and hysterical)

Instead, she teaches you to relax into the notion of groundlessness. That pain and joy are fleeting.

Or, said in my New Jersey native tongue: Chill the f*k out and play the long game.

Pema's work is helpful for anyone, but especially those building their own businesses and facing the endless cycles of thrilling highs and brutal lows.

If you're in a slump or low season, I can't recommend Pema's books enough.

My favorite: "When Things Fall Apart." Life changing.


❤️ P.S. If things are hard right now, I'm always happy to offer some perspective... or just listen. DM me.

Jay Melone 🪜

I turn hard-to-scale consulting services into productized offers that attract premium clients, expand revenue, and grow profits | B2B Consultant & Agency Offers | The “Wedge Offer” guy

11 months ago I had one of those ideas that feels like a lightning bolt.

You know in your heart it's gonna work.

It'll consume you. But if you pull it off (and stick with it long enough) it'll change everything.

Because it sits at this perfect intersection between your unique superpowers and an important problem lots of people need help solving.

That idea was my Wedge Offer Masterclass.

It took everything I had honed from a career in product design, and applied it to offer design.

It culled all of my workshop facilitation skills from corporate innovation, and applied them to a masterclass for B2B Consultants.

And now, 11 months later:
• I've run it 9 times
• 271 applied
• 134 were approved & attended

I'm so proud of it. Mostly because it would have been easy to set it aside for something new and shiny.

But the results - for my business and those who join - keep getting better and better. So I keep at it.

But I also owe a ton of its success to lots of friends and partners. Too many to name, but I'm indebted to you.

Next week (Dec 10) is session ten: 2 spots left (closes tomorrow).

If you can't make that one, the next is January 21.

👉 Request your free invite here: https://lnkd.in/egvxFBap

P.S. The gif below is from my first session in January. Thanks to each of you for joining my crazy experiment and sharing it with friends. ❤️

Do people in your neighborhood pay CRAZY money to have their Christmas lights installed?

It's become a booming little enterprise in New Jersey.

My son (Jason) joined the gold rush and got his first dose of entrepreneurship.

A couple weeks ago, he got up the nerve to ring a neighbor's doorbell and pitch the guy on installing his lights.

The homeowner shared that it was perfect timing - he was looking for a new "company" to work with.

Last year's crew raised their fees from $32,000 to $57,000. Yes, those are the actual numbers. (people love to waste their money)

Knowing Jason was just starting out, the homeowner offered him $2k. He'd also supply the lights.

Deal? Deal. They shook on it.

Jason was beaming... already counting his cash.

And then? Nothing.

Days went by. The guy disappeared.

When I asked Jason how many times he'd followed up? Zero.

He said, "He probably doesn't want me to do it anymore."

I explained, "That's just a story you made up, kiddo. In reality, he's probably just busy and distracted. It's YOUR job to win the deal. Go get it."

After way more chasing than my son thought was reasonable, the guy re-emerged 10 days later, and the work is underway.

I know I talk a lot about creating wedge offers that do the heavy lifting to attract and convert best-fit clients (so you don't need to chase)...

... but in the meantime, a little sales hustle is the cost of admission to business ownership.

The longer you distract yourself with audience building, better case studies, and prettier sales decks, the longer you avoid this reality:

Selling will always be part of the job.

Just much less once you have your engine in place.

Happy my son is learning that lesson at 17, instead of waiting till his 30s like his old man.


👋 I'm Jay. If you want help building your engine with offers that do more of the selling for you, DM me.

And if you want to hire Jason to decorate your house, it's $10M. I get half in commissions.

There are 2 types of people at Thanksgiving:

1. The person who sits on the couch and watches the football game.

2. The person who sits on the couch and sleeps through the football game.

Which one are you?

I had an experience last week that forced me to rethink my pricing.

Someone reached out and asked me to sell them something smaller.

I’ve always known shrinking my work into lighter, more affordable chunks never ends well.

But I couldn't quite put my finger on what breaks. Or what to do about it.

I'm sure you've been there...

Maybe your client's funds were tight. Maybe they decided they know better what they need from your systems.

You want to help. You want to show that you're flexible.

So you downgrade and discount your services... but the relationship, the energy, and the work shifts.

There’s this subtle emotional tax you start paying. And before you know it, resentment has festered into full-on regret.

The worst part is, your client... who you were trying to be cool with, feels it too.

I wrote up this recent experience and what I did differently this time around in my latest Profit Ladder newsletter.

👉 Read it here: https://lnkd.in/ecwCE72U

So far, both of us are winning. Keep you posted on how it turns out.


❓ Curious to hear how you deal with clients asking you to shrink your work?

I've joined SO many low-value group programs over the years:

1. Lots of theory & vague coaching w/o actionable results for my biz
2. Poor curation of attendees: (1) I didn't feel like I was with peers, (2) attendees pitching in the DMs
3. Poorly designed experience from the host
4. Being asked repeatedly to buy into a premium offering

And so as much as I like the idea of creating my own group offer, I've been punting it month after month... until 2 days ago.

By group offer, I mean something like a:
• Hybrid program (group + 1:1)
• Community
• Mastermind

In addition to my own poor attendee experiences...

What kept me stuck the most was this belief that a group offer wouldn't be as effective as the 1:1 work I do with clients.

Then on Tuesday, I joined a session run Dustin Riechmann 🔥 on building a successful group program.

One of the first things he challenged the room the rethink was that a group offer can be more valuable than 1:1 work. Out of the gate, he unpacked my biggest objection.

So I'm using December to plan a group offer I'll launch in 2026.

It'll still be for B2B Consultants who want to develop offers that attract premium clients, expand revenue, and grow margins. But in a new group format.

So I'd love to hear from you...

1. What makes a group offer something you'd rave about?
2. What would you want me to include about Offer Design in my group?

Leave a comment below.

--

👋 And if you're curious to see how an offer architect builds his own offer, I'll share some behind the scenes development of this group program here: https://lnkd.in/eJ2mT46X

I onboarded a new client last week. I swear, every challenge she unloaded felt like a trigger that reopened old wounds for me.

Here's what her average client journey looks like:
• Custom proposal that she spends 2+ hours on (aka: free work)
• Pricing she invents on the fly
• 6-month sales cycles - not surprised given everything is "bespoke"

On paper, her revenue was pretty good. But her margins were in the shitter (technical terms).

And she was tied to every single activity (aka: a house of cards).

I told her (verbatim):

“This is why I’m such an advocate for productizing. It’s going to allow you to scale your front-end sales as well as delivery. And that’s going to be a huge unlock because then, you’ll be able to start peeling yourself out of the weeds and into the next stages of your business.”

Here's where some get all weird about productizing...

They hear “productize” and picture turning their work into a rigid, one size fits all widget.

Like they’ve turned their intentional, creative consulting business into an assembly line.

First off, gross. Second, that's not productizing.

Here's how I think about it:
• You standardize your services so they're easier to plan, fulfill, delegate
• You productize your offers so they're easier for you to sell & clients to buy

I broke down how, and laid out a concrete example in “Productize offers, not services.”

👉 Read it here: https://lnkd.in/eHeGFTez

It's how you productize to stay premium, keep your work deeply individualized, and still build a repeatable sales and delivery engine.

How to curate your LinkedIn feed to only show you the posts you should be engaging with:

1. Tap 👉 https://lnkd.in/gK6xGXks

2. Tap "From member"

3. Type + select people you want to interact with daily
(prospects, clients, partners, influencers)

4. Tap "Show results"

5. Copy + save the URL

6. Tap that URL to get to your saved search (curated feed)

Voila.

Instead of getting lost in your noisy feed, use your curated feed to drop in, engage with the posts that matter, and then get back to your actual work.

Thanks to Silvi for reminding me about this ingenious hack.


👋 I'm Jay. I help B2B Consultants turn their hard-to-scale consulting services into productized offers that attract premium clients and grow profits. DM me.

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David Sardi

Jay Melone

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