Market analysis
Two clients are 40% of revenue. Losing them is the least of it.
Customer concentration is usually described as the risk of a client leaving. The more expensive damage is done while they stay.
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Marketing
Every competitor claims the same three things. None of them would claim the opposite.
There is a one-line test for whether a positioning claim is doing any work, and most of what sits on…
Growth strategy
The pilot went well. It has been a pilot for eleven months.
A trial that never fails and never converts is not a stage in the sale: it is the shape a…
Operations
The £6,000 purchase needed two signatures. The £500-a-month contract needed none.
Recurring costs are approved once and paid forever, and the scrutiny that governs one-off spending rarely follows the money into…
Growth strategy
The plan needs three times the leads. It assumes the same conversion rate.
Growth plans built by multiplying the funnel treat conversion as a fixed property of the business. It is nothing of…
Pricing
The price list went up 5%. The average invoice went up 1%.
An increase that lands on paper and not in the bank is usually the result of dozens of small, defensible…
Operations
Three people interviewed the candidate. All three asked the same questions.
A three-stage hiring process can feel rigorous while producing a single opinion, heard three times. The fix is cheaper than…
Market analysis
The competitor cut price in March. Nothing happened until October.
A rival's price move lands on your business in slow motion, and the quiet months in between are easy to…
Operations
Nine people are trained on the system. Escalations go to the same two.
The skills matrix says the capability is spread across the team. The work routing says otherwise, and the gap shows…
Market analysis
Nine deals were lost on price. Six of them never bought anything.
The most common entry in the lost-reason field is usually the least informative one, and acting on it can make…
Take it further
This is the general pattern. Your business is the specific case.
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.