Develop expansion hypotheses from real needs
Course overview · 4 min reading + 12 min practice, estimated
Principles and method
Look for repeated problems your capability can credibly address. An expansion might involve a new role family, geography, service or longer-term programme, each with different delivery demands. Validate the need and your capacity before proposing scope. Do not cross-sell a product merely because it exists. A useful account plan contains hypotheses and questions, not a list of products to push. Consider whether the best next step is education, a small diagnostic or no additional service. Keep commercial software and partnership discussions separate from claims about educational certification.
Worked example
A client repeatedly struggles to define new technical roles. A scoped brief-design workshop may fit better than immediately selling another full search engagement or a software subscription.
Put it into practice
Write three expansion hypotheses and one reason each might be inappropriate.
Use fictional information and keep your work in your own notes.
Compare your approach: self-review guidance
Connect every offer to observed need and delivery capability. Include a low-commitment validation step and a condition for deciding not to proceed.
Sources and further reading
Original Academy teaching and fictional examples. These references provide context, not endorsement. Edition 2026.09; updated 2026-09-24.
- CIPD: Recruitment
Professional context for the recruitment lifecycle.
- GOV.UK: Set up a business
UK starting point. Business structure and obligations depend on the circumstances.