Pricing
The price rose 6%. Nobody left.
An increase that meets no resistance is usually filed as a win. It is better read as a measurement, and most businesses fail to read it.
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Growth strategy
Nineteen partners signed. Three have ever sold anything.
Channel programmes rarely fail at recruitment. They fail in the gap between signing a partner and earning a place in…
Pricing
Every job clears 30% margin. The business clears 9%.
When job-level margins are healthy and company margin isn't, the gap is not a mystery: it lives in four places,…
Operations
The deal closed on Friday. Delivery found out on Wednesday.
Margin on a project is often decided in the five days between signature and kickoff: an interval that appears on…
Operations
The proposal took 34 hours. The win rate is one in four.
Pursuit cost is a real variable cost of revenue, and in most service firms it is paid out of delivery…
Operations
The role has been open five months. The team has already absorbed it.
A vacancy that stays open long enough stops being a gap and becomes a structure, and the numbers you use…
Growth strategy
The productised offer launched in January. Sales has quoted it twice.
Most productised service offers fail after launch rather than at launch, and the reason is rarely the product itself.
Technology
The system went live in March. The spreadsheet is still the source of truth.
When a new system installs cleanly but never displaces the workaround it was bought to replace, the reason is rarely…
Growth strategy
The first sales hire lasted nine months. The founder took the pipeline back.
Founder-led selling bundles four different jobs into one person. Hiring a salesperson usually replaces only one of them, and rarely…
Growth strategy
Forty per cent of new business is referral. It appears in no plan.
Referral is usually the cheapest channel a business has, and the only one nobody manages: which is why it quietly…
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.