Hospitality instincts, applied to B2B enterprise.

The hospitality industry has spent decades perfecting a thoughtful, proactive attentiveness to guest needs. Applied to enterprise customers, that same discipline is what helps GTM earn their growth, and what helps FDE earn honest product feedback.

Regard Advisors applies the operating discipline of premier hospitality to help GTM and FDE teams convert, retain, and expand.

What's Left on the Table

Hospitality has three moments of truth: the first booking, the return stay, and ‘the regular’. B2B enterprise has the same three, by different names: conversion, retention, expansion.

The world’s best hospitality operators are trained to build authentic relationships, draw out what a guest actually needs, and use that information to create outsized impact.

GTM and FDE teams could be sitting on enormous amounts of signal — what a client values, what quietly frustrates them, what would change the trajectory of their business — but most clients never volunteer that information. That data, or lack of it, is the difference between churn, renewal, and expansion.

Regard brings the practices that hospitality perfected to GTM and FDE teams in B2B enterprises. The result: higher pilot conversions, improved retention, and untapped growth.

Close-up of a wooden table against a plain white wall.

Hospitality Applied

Sunlight casting diagonal shadow lines on a beige wall and a wooden surface in a room with a bed partially visible.

GTM

GTM — sales, account managers, and customer success alike — owns the relationships responsible for expansion: the accounts that grow, and the champions who pull you into new use cases before a competitor even hears about the opportunity. But most GTM teams are trained to run a process, not to draw out what a client actually values or where their real priorities are shifting. Regard trains these teams in the acumen to surface that signal, whatever their title — so expansion opportunities get raised by the client, not chased by a rep.

FDE

FDE owns the signal that decides what gets built next, and that signal is only as good as what a client is willing to share. This is the discipline we ran at Palantir, where forward-deployed engineering and relationship-building were never separate jobs: embedded teams were trained to draw out what a client wasn't saying, not just respond to what they were. Regard trains FDE teams in that same acumen, so the feedback that actually changes a roadmap surfaces early — not after a client has already quietly decided to churn.

Our Services

  • Define how your company shows up in client relationships and ensure that standard carries across the organization.

    Includes executive relationship strategy, client-memory systems, and one-on-one coaching on trust, conflict, and presence.

  • Sales, Customer Success, and Account Managers learn how to build client relationships that survive commercial scrutiny—starting with pricing and deal structure and extending through onboarding, expansion, and renewal.

    Includes deal architecture and pricing strategy; relationship audits and account planning; onboarding design and team handoffs; negotiation playbooks and contract strategy; renewal and expansion strategy; operating playbooks and hiring profiles.

  • Improve the quality of client signal so product and engineering teams can solve the right problems.

    Includes FDE function design, feedback loops, UX process reviews, and hiring guidance for client-facing technical roles.

  • A keynote or workshop that gives teams a shared language, practical tools, and a clear standard for building stronger client relationships.