The Practice Builder Toolkit

Build a healthy, profitable Copilot & AI practice.

A complete operating system for Microsoft partners — strategy, financials, delivery mechanics, and the recognition path. Four connected assets. Used in the right order, they transform your practice.

Ken Lince — Sr. Director Cloud Engineering, TD SYNNEX

ken.lince@tdsynnex.com

4Toolkit Assets
9Workbook Tabs
3×Close Rate
The Practice Builder Toolkit — Follow this sequence
01 · The Narrative

Copilot Practice Playbook

HTML · Long-form interactive

What it is The strategic case for building a Copilot practice — market backdrop, three-tier service model, monetization mechanics, and the financial case for Managed AgentOps as your recurring revenue anchor.

When to use it Read this first. Bring it to leadership when building the internal case. Return whenever you need to re-align the team on why this practice matters.

Open the Playbook
02 · The Model

Practice Builder Workbook

Excel · 9 tabs

What it is The financial truth layer. Nine tabs covering practice economics, Bear/Base/Bull scenarios, kicker math, RACI, sprint templates, and two live worklists you open during delivery.

When to use it Open after reading the Playbook to model your own numbers. Revisit every quarter and whenever you scope a new engagement.

Download Workbook (.xlsx)
03 · Delivery Manual

CPB Engagement Ops Guide

HTML · Interactive field guide

What it is Phase-by-phase companion grounding each worklist step in published Microsoft guidance. Covers Copilot activation (Pre-Gate → Gate 5), agent builds, and the four failure modes that kill engagements.

When to use it Read once before your first engagement. Return to the relevant phase when a deal slows or a gate fails unexpectedly during delivery.

Open the Ops Guide
04 · The Ecosystem

Frontier Partner Playbook

HTML · Program guide

What it is The recognition and demand-generation layer. Covers Frontier Partner program criteria, Managed AgentOps tier qualifications, buyer signals, and how TD SYNNEX routes demand to Frontier Partners.

When to use it Read when thinking about brand positioning and badging. Apply for Frontier recognition in 12–24 months once your practice metrics qualify.

Open Frontier
How they fit: Read the Playbook to build conviction and the business case. Open the Workbook to model the practice with your own numbers. Follow the Ops Guide when running a live engagement. Use Frontier to aim at the badge and differentiate in a crowded Copilot market.
Supporting Resources — Reference guides & technical deep-dives
The Unfair Advantage
Customer Zero.
One Hour.
The MRR Machine Behind It.
Ken Lince · TD SYNNEX · Copilot Practice
To-Partner Reference · Presentation Deck New

Customer Zero. One Hour. The MRR Machine Behind It.

The master deck Ken uses in to-partner Copilot practice sessions — refined across dozens of live partner engagements. Pulls individual slides well for customer conversations; the full deck is built for the partner room.

Use for: QBRs, partner enablement sessions, and executive briefings on building a profitable Copilot & AI practice.
Download Presentation Deck (.pptx)
Partner Workshop · Complete Kit New

AI Workshop: Give Me An Hour Today — We’ll Give You An Hour Back EVERY Day

Complete workshop materials to build and deliver your own Agent-driven productivity session to partners and customers.

Full workshop kit developed from our practice-building sessions. Everything you need to run this engagement with your partners: presentations, step-by-step agent creation instructions, detailed grounding guides, and complete instruction blocks ready to deploy.

What’s inside
  • Complete presentation decks and delivery slides
  • Agent creation walk-through with detailed how-to guides
  • Full instruction blocks — copy-paste ready for deployment
  • Grounding documentation and knowledge base materials
  • Demo scripts and talking points for agent activation
When to use: Deliver this workshop to your own partners and customers to show how AI agents can save an hour every single day. Customize the agents and adapt the materials to your vertical.
Download Workshop Kit (.zip)
PDF · Field Guide

Copilot Field Guide: Teams vs. M365 App

Which Copilot do I open — and why are there two?

A two-part briefing that ends the “which Copilot do I use?” confusion. One mental test drives the whole guide: am I executing, or am I orienting? Part two covers the technical architecture behind the two surfaces.

What’s inside
  • The 30-second answer + download links for all platforms
  • Execution (Teams) vs. Orientation (M365 App) work modes
  • Real-world scenarios and a quick-reference decision card
  • Retrieval architecture, Microsoft Graph & data-access behavior
When to use: Send to any customer just licensed and asking “where do I start?” or to field engineers orienting new admins.
Open Field Guide
HTML · Technical Reference

Personal Agent Knowledge Reference

How the Knowledge section actually works at query time.

A technical reference for anyone building Copilot personal agents. Explains the gap between what the agent-builder UI suggests and what actually happens at query time — especially around URL handling and retrieval.

What’s inside
  • How the Knowledge section processes each source type
  • Why URLs appear in the UI even though the agent can’t read them
  • The three-tier knowledge priority stack and conflict resolution
  • Controlling web search through the instruction block
When to use: Hand to any practitioner building a personal agent to debug “why isn’t my agent using this source?” before it burns an engagement hour.
Open Reference Guide
Bonus Resource · Power User Guide

When chat isn’t enough — delegate it to Copilot Cowork.

Microsoft’s new M365 surface doesn’t chat with you — it goes off and does the work while you’re in a meeting, in a car, or asleep. The A-to-Z field manual for knowing when to use Cowork vs. Chat, how to delegate like a colleague, and the 22 tactics that separate power users from tire-kickers.

When to use it: Before you demo Cowork to a customer, when you’re drafting your first delegation prompts, or whenever you want to move recurring work onto autopilot with scheduled prompts and durable SKILL.md memory.
Open the Cowork Guide
Live Demo · Deploy in 5 Minutes THE Cowork Blueprint

Get your hour back — every weekday morning, on autopilot.

This is THE Cowork demo. The Executive Morning Brief — a single scheduled task that delivers a McKinsey-grade daily briefing to your Teams self-chat every weekday before you sit down. Top priorities, your schedule, critical inbox, open loops, travel radar, week-ahead context. Deploy it on yourself first. The “hour saved every day” we promise in the workshop? This is how you live it — and how every partner you show it to will live it too.

~5 minsetup 0technical skills required 1scheduled task 5×/weekdelivery Teamsself-chat
When to use it: Deploy it on yourself today. Demo it to a customer tomorrow. Every person who copies the prompt — partner, customer, prospect — gets the same hour back the workshop talks about. It’s the fastest, most visceral way to show what Cowork actually does versus chat.
Open the Demo & Deploy Copy · Paste · Schedule · Done
NPU Active · No Cloud Bonus Demo · Microsoft Foundry Local

Run a real AI model on your laptop — no API keys, no internet, no cloud bill.

If you have a Copilot+ PC with an Intel Core Ultra NPU, you can run Microsoft’s Foundry Local runtime and serve a live AI model entirely on-device. This demo kit gives you a working Flask app with six SMB-ready tools — Email Rewriter, PII Detector, Summarizer, Ticket Triage, Tone Fixer, and Free Chat — plus Open WebUI for free-form conversation. Everything runs locally. No data leaves the machine.

Requires: Windows 11 24H2
Processor: Intel Core Ultra (NPU)
RAM: 16 GB+
Model: Phi-4 Mini · NPU
Setup time: ~30 min
Cost: $0
Who this is for: Partners and field engineers with a Copilot+ PC who want to demo on-device AI to SMB customers — healthcare, legal, finance, MSPs — where data privacy is the objection. The demo runs the full stack from a single batch file. Show the NPU spiking in Task Manager while the model is thinking. That’s the moment.
Download Demo Kit (.zip) Includes setup guide · all files included

Ready to build?

Start with the Playbook. Open the Workbook to make the numbers real. Run the Ops Guide during delivery. Frontier is the reward for doing the first three well.

TD SYNNEX · Copilot Practice Builder · Partner Enablement Series