Marketing
The enquiry arrived at 9:14. Someone called back at 4:40.
Most firms track how many leads they get and how many they close. The interval between those two events quietly decides both.
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Operations
The new rep ramps in nine months. The average one stays nineteen.
When ramp time is half of tenure, the sales team is permanently half-built, and hiring harder makes the arithmetic worse…
Growth strategy
The top salesperson closes at 45%. The rest of the team closes at 26%.
The gap between your best closer and everyone else is usually read as talent. More often it is a repeatable…
Pricing
Gross margin has been 38% for three years. Nothing underneath it is the same.
A stable blended margin is one of the most reassuring numbers a business produces, and one of the easiest for…
Operations
The month-end balance is always comfortable. The 22nd never is.
A monthly cash forecast can show healthy headroom every single period while the business quietly runs on fumes for three…
Operations
The terms say 30 days. The money lands on day 58.
Most of the gap between your payment terms and your actual cash collection was created before the invoice ever left…
Operations
Headcount grew 30%. Output grew 8%.
When a growing firm adds people and throughput barely moves, the usual suspects are the wrong ones. The arithmetic is…
Operations
The service was productised in January. Every delivery is still bespoke.
Fixing the price is the easy half of productising a service: the margin arrives only when the work behind the…
Operations
Call volume is up a third. The customer base is the same size.
Some of the work an operation does exists only because the operation created it, and most reporting systems are built…
Growth strategy
Eleven partners signed. Two have ever sent anything.
Partner programmes almost always concentrate into a handful of producers, and the reason has less to do with your product…
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.