Research, frameworks and market analysis from our consulting practice: written up for small and medium business owners and enterprise teams alike.
Free to read: all you need is an account.
Create a free account Sign inThe best-run client relationships often generate the fewest conversations, which is exactly how a decade of goodwill ends up resting on one person's job security.
Most firms know their margin by product. Far fewer know it by customer, and the difference between the two is…
Most businesses that quote work already know their estimates drift. Far fewer know which direction the error runs, or what…
When your addressable market is a list of names rather than a percentage, growth stops being a forecast and becomes…
When a new offer sells well to people who already trust you, the thing being tested is the relationship, not…
Promotion is often the only currency a smaller firm has. It buys a manager at the price of the highest-output…
Owner-held relationships feel like an asset right up to the moment someone tries to buy them, and then they quietly…
A sales hire is an investment with a lag, and most growth plans quietly assume the return begins on the…
When a price increase letter lands, the argument almost always happens on the wrong variable: the number itself rather than…
A competitive tender that the incumbent always wins is not a test of the market. It is a receipt, and…
Everything here is free to read with an account, and always will be. What it cannot do is tell you which of these applies to your numbers, your market and your constraints. That is the work we do with clients.
