Growth strategy
The deal was lost on price. The buyer never bought anything.
Most CRM loss reasons say price. A large share of those deals never went to a competitor at all, and the difference changes what you do next.
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Operations
Stock turns four times a year. Two thirds of the lines turn once.
An aggregate inventory turn is the average of two businesses sharing one warehouse, and only one of them is earning…
Growth strategy
Three customers are 60% of revenue. The concentration is worse than that.
Most owners measure customer concentration by revenue share, which is the one measure that consistently understates the exposure a buyer…
Leadership
The owner took a fortnight off. Nothing broke. Nothing was decided either.
The holiday test is the most popular measure of owner dependency and one of the least informative. A better version…
Pricing
The competitor cut its price by 15%. Nobody knows which customers actually saw it.
When a rival drops price, the instinct is to protect the whole book. The arithmetic and the evidence usually point…
Operations
The management accounts land on the 21st. The decisions were made on the 3rd.
A number that is exact but late has already lost the argument to a number that was roughly right when…
Operations
A third of the month’s orders arrive in the last three days
When demand spikes at the end of every sales period, the cause is rarely the customer. Both the discount and…
Operations
Utilisation hit 92%. The lead time tripled.
Everyone agrees idle capacity is waste. The arithmetic of queues says the last ten points of utilisation are the most…
Pricing
The quote was accepted in full. Nobody asked a question.
A fast, frictionless yes feels like a win. It is also the clearest signal a business ever gets that its…
Operations
Four months make the year. The team is the same size in all twelve.
Most businesses with seasonal demand size their team for the average month, then lose money twice: once in the peak…
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.