Market analysis
One client is 38% of revenue. They also wrote your operating model.
Revenue concentration is measured as a risk to be diversified away. The more expensive effect is what it has already done to how the business runs.
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Operations
The salary gap is £4,000. The vacancy is costing £2,500 a week.
Offers get negotiated with great discipline. Empty desks get counted not at all. The asymmetry is rarely a deliberate decision:…
Leadership
The month closed on the 4th. The pack landed on the 22nd.
Most management accounts arrive too late to change anything they describe, and the fix is rarely a faster accountant, or…
Operations
Three quotes are required over £5,000. Nothing costs £5,001.
Spending thresholds rarely stop spending. They mostly tell everyone where to stop the invoice, and the pattern is sitting in…
Growth strategy
The blended CAC is £340. The next customer costs £900.
Average acquisition cost tells you what growth has cost so far. A different number decides how fast you can grow…
Operations
The supplier is 40% of your cost of sales. You are 3% of their revenue.
Volume alone does not buy leverage. What decides a supplier negotiation is usually settled long before anyone discusses price.
Growth strategy
One bid in four wins. The other three are paid for out of delivery.
Two firms with identical win rates can have wildly different acquisition economics. The difference is rarely how often they lose:…
Pricing
The payback is 14 months. The contract runs for 12.
A healthy LTV to CAC ratio can sit comfortably on top of an acquisition engine that quietly consumes cash faster…
Pricing
The annual plan is two months free. The cash it buys costs 40%.
Prepayment discounts are usually priced by intuition rather than arithmetic, and the arithmetic is rarely as flattering as the cash…
Pricing
The retainer bills 40 hours. The client used 12.
An under-consumed retainer produces your best-looking margin and your weakest renewal, and almost nobody inside the business is incentivised to…
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.