The Tonkin Group Capability deck
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The Tonkin Group capability deck

Fractional sales leadership for professional services firms.

For law firms, accounting practices, and IT consultancies that are serious about growth, without the overhead of a full-time executive.

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From Dr. Tom Tonkin

Senior leadership, part time, starting now.

Short videos from Tom on what fractional leadership looks like, and what it did for one client in sixty days.

Read the transcripts

Where you are now

Your offer is solid. Your clients are happy. Revenue still feels unpredictable.

Growth is too dependent on referrals, too tied to one partner's personal network, and too fragile to scale. The moment growth depends entirely on that network, it becomes a liability instead of an asset.

You don't need a coach. You don't need another consultant handing you a deck. You need a fractional sales executive who comes inside the business, builds the system, trains the team, and measures what moves.

That's what The Tonkin Group does.

The engagement

We step inside the business and co-lead it with you.

CEO, COO, and Sales Director in one trusted partner who sees the whole picture.

CEO function

Co-leading strategy and setting direction, so decisions get made, not deferred.

  • Business strategy and direction
  • Growth planning
  • Stakeholder alignment
  • Market expansion

COO function

Running the day-to-day so you can step out of the operator role and into the owner role.

  • Operational systems and process
  • Team alignment and accountability
  • Execution infrastructure
  • Performance tracking

Sales Director function

A sales system that creates predictable pipeline, without the feast-or-famine cycle.

  • Sales process design
  • Cold market outreach strategy
  • Pipeline and CRM infrastructure
  • Repeatable revenue systems

We don't hand you recommendations and leave. We stay in, running sales, aligning the team, and building the systems that make growth repeatable.

Dr. Tom Tonkin, PhD

How the engagement works

From first conversation to a system your team owns.

01

Conversation

No pitch. A frank look at your business, your goals, and where things are stuck.

02

Diagnose

Find where revenue is leaking, then use the ICE Matrix to decide what to fix first.

03

Co-lead

We step in alongside you, inside the business, not advising from a distance.

04

Build and transfer

Systems get built, documented, and owned by your team, so growth is repeatable.

Methodology

The ACO Framework turns founder-led sales into a revenue system.

Every stage of the pipeline gets clear ownership and a measurable KPI. Activity is tracked, not assumed.

The team builds the skills to close high-value professional services deals: qualification, positioning, and follow-up.

Judged by results against revenue targets, not activity. Effort that doesn't move the number gets redirected.

Proprietary framework, Reg. No. 7,836,888

Progression of Performance® closes the gap between knowing a skill and executing it.

Most sales training stops at practice and calls it mastery. PoP® is built to reach the fourth stage.

01

Learn

Remember and understand

The skill and its purpose, stated up front.

02

Practice

Apply

Built clean, away from the pressure of a live deal.

03

Rehearse

Analyze and evaluate

Realistic scenarios that surface where the skill breaks down.

04

Perform

Create

Real client situations, with reflection so the skill compounds.

What this looks like in practice

Measured where it counts: ramp, retention, and performance.

Time to quota

149months

Faster ramp by reinforcing the behavior patterns that drive early wins and sustained confidence.

Average tenure

1.83.6years

Doubled retention through environments that promote clarity, autonomy, and measurable growth.

Time to consistent performance

106months

Reached using the Progression of Performance® model.

Client stories

Hear it from the owners and sellers who did the work.

More from and , or see every client story.

This is built for you if…

Law firms, accounting practices, and IT consultancies with 20 to 100 employees.

You're growing, but revenue feels unpredictable

Referrals got you here. Pipeline shouldn't depend on who you ran into last month.

Your team can sell, but not consistently

Good people, without a repeatable process, a coaching cadence, or a CRM that shows where deals are dying.

You don't need to hire a VP of Sales

A full-time sales executive costs $200K+. A fractional one costs a fraction of that, with 30 years of enterprise experience built in.

You want growth to feel intentional

Done with feast-or-famine. Ready for a system that makes revenue predictable and teachable.

Leadership

Dr. Tom Tonkin, PhD

Most sales problems aren't pipeline problems. They're behavioral problems. Tom has spent three decades proving that the gap between sales intention and sales execution is a human systems problem, and building the systems that close it.

Meet the team
  • 30Years in enterprise sales and leadership
  • 19Years at Oracle
  • ~6Years at Cornerstone OnDemand
  • PhDDoctorate in Organizational Leadership

The Tonkin Group's trusted partnerships

Enterprise experience, applied to professional services.

OracleCornerstoneAT&TCBREIHS MarkitNavisiteOracleCornerstoneAT&TCBREIHS MarkitNavisite
AimbridgeTesta CPAUSPSElliman TechnologiesGood SamaritanTelos BookkeepingAimbridgeTesta CPAUSPSElliman TechnologiesGood SamaritanTelos Bookkeeping

See how it played out at Testa CPA in the sales systems case study, or read every client story.

Thought leadership

The thinking behind the work, in public.

Sincere Connections

Tom's book on turning authenticity into something you can actually practice.

Get the book

Webinars and talks

Sessions for executives and teams, built to inform, educate, and change behavior.

Watch the talks

Podcast interviews

Tom on sales leadership, behavioral science, and building teams that last.

Listen in
Tonkin's Tenets, No. 88

"Different isn't always better, but better is always different." One sharp idea every two weeks. Join the list

Talk to Tom

Outgrown referral-only growth? Start with a conversation.

No pitch. Just a conversation about your business and where you want it to go.

Schedule a Conversation See our services
01/15
Video reelSee Tom and his clients, in their own words.
Join the Sincere Connections list Get Tonkin's Tenets

Senior sales leadership, part time, starting now. We step inside the business, build the system, train the team, and measure what moves.

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The Tonkin Group Capability Deck

The Tonkin Group provides fractional sales leadership for law firms, accounting practices, and IT consultancies with 20 to 100 employees, combining CEO, COO, and Sales Director functions in one embedded partner led by Dr. Tom Tonkin, PhD.

Capabilities

  • Fractional CEO leadership: business strategy, growth planning, and stakeholder alignment
  • Fractional COO leadership: operational systems, team accountability, and performance tracking
  • Fractional Sales Director leadership: sales process design, outreach strategy, and pipeline and CRM infrastructure
  • Revenue systems built on the ACO Framework (Accountability + Competency = Outcomes)
  • Sales skill development through Progression of Performance®: Learn, Practice, Rehearse, Perform
  • Prioritization with the ICE Matrix, speaking, webinars, and the book Sincere Connections
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