Linear & Lateral is a commercial leadership firm for facilities management, infrastructure and construction businesses. We work inside the business, not beside it, building the commercial engine that turns capability into contracted growth.
Facilities management, infrastructure, building and property services, trade services and construction. Based in Melbourne, working nationally.
Both start from the same conviction. Most service businesses already hold more revenue and margin than their commercial function is able to capture.
For businesses turning over $20M to $300M+
Fractional chief commercial and growth leadership, working inside your executive team to run the growth engine your business doesn't have yet. We build the strategy, the business case and the commercial infrastructure, then run it alongside your people until it performs without us.
Explore embedded leadershipBy invitation, for businesses turning over $3M to $10M
A structured program for founders and senior leaders of pre-approved businesses, built to remove growth bottlenecks and lay the foundations for a $20M+ business.
Explore Growth IntakeWe look along both axes before recommending where to invest. Engagements usually combine two or three pillars, starting where the evidence points to the largest, fastest return on the capability you already have.
Bring subcontracted services in-house where the margin, control and client case justify it.
Renewal readiness, service reporting and executive relationships built long before the contract ends.
Structured account plans that turn one service line into several across the same client portfolio.
Qualification gates, bid/no-bid discipline and a reporting cadence the board can rely on.
Sector targeting and entry plans that reduce concentration risk in a small number of clients.
New integrated offers designed around a buyer's problem, taken to market with a pursuit plan.
Finding pursuits eighteen months out, shaping them early and converting them into qualified bids.
Identifying and assessing bolt-on targets that buy capability, contracts or regional presence.
In facilities management, infrastructure and construction, strategic pursuits take shape well before a formal opportunity appears. Businesses that start selling at the tender compete for work someone else has already shaped.
Proposals often convert well. The constraint is the volume and quality of opportunities reaching the bid team.
Work delivered by others passes most of the gross profit to them, while the client relationship sits with you.
A fixed-cost bid function waits on sporadic, manual prospecting instead of a steady flow of qualified pursuits.
Relationships, pricing and pursuit decisions live with one or two people rather than in a system.
The patterns behind two decades of executive, managing-director and advisory work across facilities management, building services and infrastructure. Detail is available in confidence.
Contract-first revenue models replacing project-by-project selling.
Dashboards and a reporting cadence that turn the forecast into something the board can rely on.
Subcontracted services brought in-house where the case stacks up.
Qualification and automated prospecting that lower the full cost of acquisition.
A steady flow of qualified pursuits instead of sporadic, manual prospecting.
Growth built into systems rather than resting on one or two people.
Outcomes reflect results delivered by Linear & Lateral's leadership in prior executive and advisory roles. Client names are withheld.
The same five stages sit behind every engagement. What changes is how long each takes and how deeply we are embedded.
Analyse existing clients, services and subcontract spend to locate revenue and margin the business already has access to.
You receiveAn evidence-based opportunity map
Full-cost financial models, sector sizing and risk, written for executive and board decision-making.
You receiveA board-ready case with staged approval gates
Sales process, qualification, ideal client profiles, automation, pricing discipline and team structure.
You receiveA documented commercial operating model
We lead pursuits, coach the team and work across sales, operations, finance and technology.
You receivePipeline, wins and margin in the P&L
Governance, dashboards and cadence that sustain performance after we step back.
You receiveA system your people own
Service businesses with more capability than their commercial function can sell. We work with owners, CEOs, founders and boards.
Integrated and single service
Maintenance and fit-out
Specialist and multi-trade contractors
Building and construction delivery
An hour with your leadership team, looking at your clients, services and pipeline along both axes. No proposal unless there is something worth proposing.
Growth Intake is open to founders and senior leaders of businesses turning over $3M to $10M, subject to assessment.