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 inPrice is the most common reason recorded for losing a deal, the least reliable, and the only one with a remedy cheap enough to reach for without thinking.
Most annual plans fail not because the thinking was wrong but because the arithmetic of change capacity was never done…
Most price rises are hard because they have to be won. This one was already won, and then quietly given…
When two functions count the same thing differently, the gap is rarely a data error, and the decisions built on…
Revenue that depends on one person's relationships is worth less than revenue that depends on your firm, and the gap…
Headcount grew, lead times didn't improve, and utilisation looks healthy, because the capacity that actually governs throughput was never the…
A high renewal rate can sit comfortably on top of a shrinking customer base, and most reporting is built to…
Most firms measure how long customers take to pay. Far fewer measure how long they take to ask, and that…
Prepay discounts are usually priced against the cost of borrowing. That is the wrong benchmark, and it flatters the offer…
Silence after a price increase gets read as vindication. It is really a measurement, and there are four very different…
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.
