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TILT Handbook

Who we sell to (ICP)

Buyer map by product line. For each: direct buyers (who commissions the work), partner/advisor targets (who refers TILT), community hubs (where they congregate). Source: Megan’s target-client intake, 2026-05-13. The fuller working version is notes/current/reference/target-clients-2026-05-13.md.

Real Estate Models (Development, Acquisition, Fund)

Section titled “Real Estate Models (Development, Acquisition, Fund)”
  • Direct buyers: privately held mid-size developers, hotel companies, REITs, multi-property operators, RE/structured-finance pros (CMBS, mezz, mortgage REITs).
  • Partners: independent RE advisory firms, hotel advisory, structured finance advisors (CPACE/LIHTC/TIF/OZ), capital markets advisors.
  • Hubs: BiggerPockets, ULI chapters, NAIOP, hotel investment conferences (ALIS, NYU Hospitality, IHIF), RE fund LP networks.

CapFall (M&A / corporate finance)

Section titled “CapFall (M&A / corporate finance)”
  • Direct buyers: late-stage venture-backed CEOs/founders/CFOs, M&A attorneys, growth/VC firms advising portfolio companies.
  • Partners: M&A attorneys (strongest channel, they hand it to clients mid-deal), founder/CEO coaching firms, boutique M&A advisors.
  • Hubs: ACG chapters, GC/corporate counsel associations, PE/search-fund forums.

Startup Models

Section titled “Startup Models”
  • Direct buyers: pre-seed and seed founders/CEOs preparing a first formal model.
  • Partners: founder coaching firms, accelerators/incubators, angel groups.
  • Hubs: Indie Hackers, Lenny’s community, On Deck / Reforge alumni.

Municipal (Capital Budgeting)

Section titled “Municipal (Capital Budgeting)”
  • Direct buyers: local governments and agencies, municipal authorities.
  • Partners: TIF/economic-incentive advisors, municipal consulting firms.
  • Hubs: GFOA, ICMA, CDFA, state economic-development associations.

Consulting (CFO, FP&A, RE Analyst)

Section titled “Consulting (CFO, FP&A, RE Analyst)”

Industry-agnostic except RE Analyst. The unifying trait is a complex business (multi-model, multi-segment, multi-stakeholder), not an industry. Validated by real leads: a clean-tech CFO seeking parental-leave coverage, an 8-figure operator wanting senior expertise.

  • Fractional CFO: any executive team needing senior modeling judgment.
  • FP&A: any growth-stage company needing fractional FP&A.
  • RE Analyst: real-estate-only; analyst-tier underwriting and portfolio work.

Open ICP questions

Section titled “Open ICP questions”