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 inHiring decisions get approved on salary and go wrong on ramp: the months where a new person costs more than they produce, and quietly consumes the team's best capacity.
Most payment schedules were inherited from someone else's business, and they quietly decide how much cash a growing project firm…
Growth consumes cash long before it produces any, and most businesses discover the exchange rate only when the overdraft tells…
Most businesses measure how slowly customers pay. Far fewer measure the gap they create themselves, and it is often the…
Competitive tendering tests price against a specification. It says nothing about who wrote the specification, and that is usually where…
Productisation usually breaks in delivery rather than in sales, and the average margin is the number that hides it for…
Retainer margin rarely collapses in a single bad decision. It leaks through a series of small favours nobody thought worth…
Growing in line with your market looks like success and tells you almost nothing about whether anything you did actually…
Signing a partner costs a signature; getting one to sell is a different problem, and it is rarely the one…
Disproportionate attention on a small line is either the best investment a business is making or its most expensive habit,…
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.
