Ops, Sales & Coaching Commands

Load this file when the user types any of: /metrics /runway /burn /uniteconomics /model /outreach /followup /objection /icp /position /proposal /status /blockers /wins /next /pivot /validate /hire /cofounder

For deeper content, load the matching playbook from references/playbooks/.

METRICS & FINANCE COMMANDS

/metrics

Purpose: Force the founder to know their numbers. Produces a clean investor-ready dashboard.

Execute:

1. Ask for these 8 numbers (use "don't know" as a valid answer — flag it):

Revenue:
  MRR: $___
  MoM growth: ___%
  ARR: $___

Customers:
  Total paying: ___
  Monthly churn: ___%
  Net Revenue Retention: ___%

Unit Economics:
  CAC: $___
  LTV: $___

Cash:
  Bank balance: $___
  Monthly burn: $___
  Runway: ___ months

1. Calculate any missing numbers if enough inputs exist
2. Flag any red flags:

• Churn > 5% monthly → serious problem
• LTV:CAC < 1x → broken unit economics
• Runway < 6 months → crisis territory
• MoM growth < 5% → GTM issue

1. Output a clean metrics summary formatted for investor communication
2. Offer interactive tools: "Want to model your runway? Open apps/runway-calculator.html. For unit economics, try apps/unit-economics-calculator.html."
3. Ask: "Which number concerns you most right now?" → route to fix

Related: /runway for cash focus | /uniteconomics for CAC/LTV deep dive | /burn for expense audit | traction-benchmarks.md for what "good" looks like | metrics-finance.md playbook

/runway

Purpose: Calculate runway and flag urgency level. Fast triage.

Execute:

1. Ask for: bank balance, monthly gross burn, monthly revenue
2. Calculate: Runway = Cash ÷ Net Burn (Net Burn = Gross Burn − Revenue)
3. Interpret:

• 18+ months → "Comfortable. Focus on growth."
• 12–18 months → "Healthy. Start fundraising conversations now if raising."
• 6–12 months → "Start raising immediately. This window closes fast."
• < 6 months → "Crisis mode. See /pivot or cut burn today."

1. Give 3 specific actions based on their runway situation
2. Offer: "Want to model scenarios? Open apps/runway-calculator.html for an interactive calculator."

Related: /burn for expense breakdown | /metrics for full dashboard | resilience-advanced.md crisis protocol if < 3 months | fundraising.md for bridge round strategy

/burn

Purpose: Quick burn rate check and commentary. Good weekly habit.

Execute:

1. Ask for: this month's total expenses (or last month if current isn't closed)
2. Break down by category if they can: payroll / contractors / tools / marketing / other
3. Compare to last month if they know it
4. Flag the biggest line item: "Your largest expense is [X]. Is it generating revenue?"
5. Identify 1 cut that could extend runway by 30+ days

Related: /runway for cash timeline | /metrics for full picture | automation.md to reduce manual costs | operations.md for SOP efficiency

/uniteconomics

Purpose: Walk through CAC, LTV, and payback period. Surfaces pricing and GTM health.

Execute:

1. Collect inputs:

• Monthly sales + marketing spend: $___
• New customers acquired this month: ___
• Average monthly revenue per customer: $___
• Gross margin: ___%
• Monthly churn rate: ___%

1. Calculate:

CAC = Sales & Marketing Spend ÷ New Customers
LTV = ARPU × Gross Margin % ÷ Monthly Churn Rate
LTV:CAC = LTV ÷ CAC
CAC Payback = CAC ÷ (ARPU × Gross Margin %)

1. Interpret:

• LTV:CAC > 3x → healthy
• LTV:CAC 1–3x → marginal, improve before scaling
• LTV:CAC < 1x → broken, fix pricing or churn before spending on acquisition
• Payback > 18 months → too long for most SaaS

1. Give 1–2 specific levers to improve the weakest metric
2. Offer: "Want to play with the numbers? Open apps/unit-economics-calculator.html for interactive modeling."

Related: /metrics for full dashboard | /runway for cash focus | pricing-strategy.md if pricing is the issue | traction-benchmarks.md for stage benchmarks

/model

Purpose: Scaffold a 5-tab financial model structure. Removes the blank-page problem.

Execute:

1. Ask: spreadsheet (Google Sheets / Excel) or just the structure?
2. Output the 5-tab structure with row-by-row scaffolding:

TAB 1 — ASSUMPTIONS (fill these first)
  Starting MRR: $___
  New customer growth rate (MoM): ___%
  Average deal size: $___
  Monthly churn rate: ___%
  Headcount plan (month-by-month)
  Key cost assumptions (hosting, tools, marketing)

TAB 2 — P&L (Monthly, 12–24 months)
  Rows: Revenue | COGS | Gross Profit | Gross Margin %
        Payroll | Marketing | G&A | Total OpEx
        EBITDA | Net Income/(Loss)

TAB 3 — CASH FLOW
  Rows: Starting Cash | Net Burn | Ending Cash
        Runway (months remaining)

TAB 4 — UNIT ECONOMICS
  Rows: CAC | LTV | LTV:CAC | Payback Period (months)
        Burn Multiple | NRR

TAB 5 — SCENARIOS
  Columns: Conservative | Base | Aggressive
  Key assumption: What changes in each scenario?

1. Flag: "Investors look for: Is burn justified by growth? Is the path to profitability visible? Are your assumptions defensible?"

Related: /binder financial for investor-ready model | /uniteconomics for CAC/LTV inputs | metrics-finance.md playbook | investor-binder-due-diligence.md Section 12

SALES & GTM COMMANDS

/outreach [target]

Purpose: Write a cold email or DM for a specific target. Founder knows who — needs the words.

Execute:

1. If [target] is provided (e.g., "family law attorneys", "angel investors", "HR directors"), use it
2. If not, ask: "Who are you reaching out to and what do you want them to do?"
3. Ask: channel? (email / LinkedIn DM / Slack / Twitter)
4. Draft the message using channel-appropriate format:

Email:

Subject: [Specific result] for [their role/company type]

Hi [Name],

[1 sentence — personal relevance or why them specifically.]

[Company] helps [their type] [specific outcome] — [one proof point].

Worth a quick call to see if it's a fit?

[Your name]

LinkedIn DM (shorter):

Hi [Name] — saw [specific thing about them].
Quick question: [problem-focused question, not a pitch].
Happy to share what we've learned if useful.

1. Ask: "Do you want a 3-email follow-up sequence too?"

Related: /followup for stalled leads | /icp to sharpen targeting | /objection for handling responses | sales-templates.md for more formats | customer-discovery.md for research outreach

/followup

Purpose: Write a follow-up for a stalled lead. Most deals die from no follow-up.

Execute:

1. Ask: who is it, what was the last interaction, how long ago?
2. Select the right follow-up type:

Gentle nudge (3–5 days after last contact):

Subject: Re: [original subject]

Hi [Name], just wanted to make sure this didn't get buried.
[Optional: relevant new development or resource]
Still happy to connect when timing works.
[Name]

Value-add (1 week):

Subject: Re: [original subject]

Wanted to share [relevant insight / case study / stat] — useful regardless of timing.
Still open to a quick call if the moment's right.

Final close (2 weeks):

Subject: Re: [original subject]

Last note — didn't want to keep bothering you.
If the timing ever works, here's my calendar: [link].
Rooting for you either way.

Related: /outreach to write the initial message | /objection if they respond with pushback | gtm-sales.md for full pipeline playbook | automation.md for auto-follow-up sequences

/objection [objection]

Purpose: Coach through a specific sales or investor objection in real time.

Execute:

1. If [objection] is provided, go directly to coaching
2. If not, ask: "What objection did you hear?"
3. Identify the objection type and give a coached response:

1. Roleplay the response if they want practice: "Want to try it? I'll play the objector."

Related: /simulate for investor objections | /outreach to improve initial message | /position to strengthen core pitch | competitive-intelligence.md for competitor objections

/icp

Purpose: Build or sharpen the Ideal Customer Profile. ICP drift kills GTM efficiency.

Execute:

1. Walk through 5 questions:

• Who gets the most value from your product? (role, industry, company size)
• What specific problem do they have right before they need you?
• What trigger event makes them ready to buy NOW?
• What do they currently do instead? (the workaround)
• Who should you NOT sell to? (anti-ICP)

1. Draft the ICP statement:

ICP: [Title] at [company type / size]
     who [trigger event / situation]
     and struggles with [specific pain]
     currently solving it by [workaround]
     willing to pay [price range] to fix it

Anti-ICP: [Who to avoid and why]

1. Ask: "Does this match your 3 best current customers?" If not — revise.

Related: /outreach to reach your ICP | /position for messaging | /validate to test ICP assumptions | customer-discovery.md for interview scripts

/position

Purpose: Draft a positioning statement. The foundation of all marketing and sales copy.

Execute:

1. Collect inputs:

• Who is the target customer?
• What category are you in?
• What's the key benefit?
• Who are the main alternatives?
• What's the unique proof point?

1. Draft using the positioning formula:

For [target customer]
Who [have this problem / are in this situation]
[Company] is a [category]
That [key benefit]
Unlike [main alternative]
We [unique proof point]

1. Test it: "Read this out loud. Does it sound like something you'd say to a real customer? If not, let's rewrite it."

Related: /icp to define who you serve | /outreach to use the positioning | marketing-brand.md for full brand playbook | pitch/marketing-copy-library.md for taglines and copy

/proposal

Purpose: Scaffold a one-page proposal. Remove blank-page friction on deals.

Execute:

1. Ask for: customer name, problem they have, your solution, price, timeline
2. Draft:

PROPOSAL FOR [CUSTOMER NAME]
Prepared by [Your Company] | [Date]

THE SITUATION
[2 sentences: what problem they have and why it matters now]

OUR APPROACH
[3 sentences: what you'll do, how it works, what's different]

WHAT YOU GET
• [Deliverable 1]
• [Deliverable 2]
• [Deliverable 3]

INVESTMENT
$[X] — [payment terms]
[Refund / guarantee policy if any]

TIMELINE
[Start date] → [Key milestone] → [Completion]

NEXT STEP
[Specific action: "Sign and return by [date] to lock in [start date]"]

Questions? [Name] | [Email] | [Phone]

Related: /outreach for initial contact | /followup if proposal stalls | sales-templates.md for proposal alternatives | contracts/saas-subscription-agreement.md for formal contracts

COACHING & ACCOUNTABILITY COMMANDS

/status

Purpose: Quick progress report. Reflects back gaps the founder might not see.

Execute:

1. Ask: "What have you shipped in the last 7 days?"
2. Ask: "What's still blocking you?"
3. Ask: "What's your #1 priority this week?"
4. Reflect back:

• What's on track
• What's slipping
• What the gap between stated priority and actual activity reveals

1. Give 1 specific reorientation task

Related: /blockers to dig into what's stuck | /wins to recognize progress | /next for single next action | checklists.md for weekly stage-appropriate tasks

/blockers

Purpose: Surface what's actually blocking progress — gets past "I've been busy."

Execute:

1. Ask: "What's the thing you keep not doing?"
2. Diagnose the blocker type:

1. Remove or route around the blocker
2. Give the smallest possible next action

Related: /recover for emotional blocks | /decide for decision paralysis | /next for single next action | resilience.md for burnout and overwhelm

/wins

Purpose: Log and reinforce recent wins. Momentum is built on recognition, not just pressure.

Execute:

1. Ask: "What's gone well in the last week or two?"
2. Reflect back each win with a concrete framing:

• "You closed your first paying customer. That's PMF signal."
• "You shipped on time. Execution reliability compounds."
• "You got a 'no' and followed up anyway. That's how deals close."

1. Connect wins to the larger trajectory: "Three months ago you had no customers. Now you have [X]. That's real."
2. Ask: "What would it take to repeat that win this week?"

Related: /status for full progress check | /next to keep momentum | /sprint to build on wins | traction-benchmarks.md to see how wins compare to benchmarks

/next

Purpose: Give the single most important next action when the founder has no idea where to start.

Execute:

1. Ask: "What stage are you at and what's the current biggest constraint?"
2. Apply the startup priority hierarchy:

• Stage 0–1: Next action = always a customer conversation
• Stage 2: Next action = whatever unblocks the next closed deal
• Stage 3: Next action = whatever is blocking the fundraise or revenue target

1. Give 1 task. Not 3. Not a list. Just 1.
2. "Do that. Come back when it's done."

Related: /focus to lock in on the task | /validate if the next action is a test | /blockers if they can't identify what's next | ninety-day-sprints.md for structured planning

/pivot [situation]

Purpose: Coach the pivot vs. persevere decision with structure, not panic.

Execute:

1. If [situation] is provided, frame it; if not ask: "What's making you consider a pivot?"
2. Run the 4-question diagnostic:

Q1: Is the problem still real?
    YES → continue | NO → pivot the problem

Q2: Is the solution actually solving it?
    YES → continue | NO → pivot the solution

Q3: Can you reach customers at viable cost?
    YES → continue | NO → pivot the channel

Q4: Will they pay what you need to be sustainable?
    YES → keep going | NO → pivot the model or pricing

1. Identify where the breakdown is
2. Give a specific pivot hypothesis to test
3. Remind: "Pivot ≠ failure. Slack, Instagram, YouTube — all pivots. Panic pivot = failure. Pivot based on data."

Related: /validate to test the new direction | /decide for structured decision-making | resilience.md for pivot psychology | decisions/should-i-raise.md if pivot affects fundraising

/validate [idea]

Purpose: Run the assumption mapping and Mom Test framework before any new feature or direction.

Execute:

1. Ask: "What's the idea or feature you're considering?"
2. Surface the 5 riskiest assumptions:

1. Customer: Who specifically has this problem?
2. Problem: Is it painful enough that they'll pay to fix it?
3. Solution: Does our approach actually solve it?
4. Channel: Can we reach them at viable cost?
5. Revenue: Will they pay what we need?

1. Rank by risk (highest uncertainty × highest impact if wrong)
2. Give the fastest test for the top 2 assumptions
3. Rule: "Don't build until assumptions 1 and 2 are validated."

Related: /icp to define who to test with | validation.md for full playbook | customer-discovery.md for interview scripts | first-revenue.md for pre-sales validation

/hire [role]

Purpose: Build a job description and equity framing for a specific role.

Execute:

1. If [role] is provided, use it; if not ask: "What role are you hiring for?"
2. Ask: full-time or contractor? Equity-only, cash+equity, or full cash?
3. Draft the job description:

TITLE: [Specific — "Head of Sales" not "Growth Person"]

WE'RE LOOKING FOR:
[2 sentences — what they'll do and why it matters]

YOU'LL BE GREAT IF YOU:
• [Required skill — specific + observable]
• [Required mindset]
• [Nice to have]

WHAT YOU'LL OWN IN 90 DAYS:
• [Deliverable 1]
• [Deliverable 2]
• [Deliverable 3]

COMPENSATION:
Salary: $X–$X | Equity: X% (4yr / 1yr cliff)

THIS IS NOT A FIT IF YOU:
• [Anti-pattern 1]
• [Anti-pattern 2]

1. Give equity range benchmarks for the role (Seed stage typical ranges):

• First engineer: 0.5–2%
• VP Sales: 0.5–1%
• First salesperson: 0.1–0.5%
• Advisor: 0.1–0.25%

Related: /cofounder for co-founder equity | team-hiring.md playbook | team-hr-templates.md for offer letters | decisions/when-to-hire.md for timing framework | legal-formation.md for vesting/equity structure

/cofounder

Purpose: Surface the co-founder agreement checklist and conversation guide before things go wrong.

Execute:

1. Present the checklist of things to agree on in writing:

CO-FOUNDER AGREEMENT CHECKLIST

Equity:
  [ ] Equity split (and written rationale)
  [ ] Vesting schedule for all founders (4yr / 1yr cliff standard)
  [ ] What happens if a founder leaves (buyback rights)

Roles:
  [ ] Decision-making authority (who decides what)
  [ ] Full-time commitment expectations
  [ ] Compensation expectations (now + future)

IP:
  [ ] All work done for the company belongs to the company
  [ ] IP assignment signed by every founder

Exit:
  [ ] Right of first refusal on share transfers
  [ ] Drag-along / tag-along rights
  [ ] Dissolution process if the company doesn't work

Other:
  [ ] Non-compete / non-solicit scope
  [ ] Confidentiality obligations

1. Ask: "Which of these haven't you talked about yet?"
2. For any unmarked item, give a conversation starter:

• "Here's how to open the equity conversation: 'I want to make sure we both feel great about this long-term. Can we talk through the split and vesting?'"

1. Remind: "A handshake agreement is not enough. More co-founder disputes come from undocumented expectations than bad intentions."

Related: /hire for team equity | legal-templates.md for co-founder agreement template | resilience-advanced.md for co-founder conflict resolution | legal-formation.md for vesting setup