Operations
Busy and at capacity are different problems
Businesses that hire because everyone is busy often find the new person absorbed within a quarter, with the same pressure remaining.
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Market analysis
What a competitor’s pricing page actually tells you
Competitor pricing pages are read for their numbers. The numbers are usually the least informative thing on them.
Growth strategy
Why growth plans fail at the handover, not the strategy
The analysis is usually sound. What breaks is the translation from a plan into the specific things people do on…
Pricing
What a discount actually costs, and why the number surprises people
A ten per cent discount does not cost ten per cent. Working through the arithmetic changes how most people feel…
Pricing
The three questions that decide whether you can raise prices
Most price-rise decisions are made on nerve. These three questions turn it into something you can actually reason about.
Pricing
Why discounting is usually a pricing problem
Heavy discounting is rarely a sales-discipline failure. More often it is the visible symptom of a price that was never…
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