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 inMost firms analyse the rival that beat them and ignore the alternative that beats them more often, and the two require completely different responses.
A pilot proves the work works. It rarely proves the organisation will buy, and the gap between those two things…
Unit price is the one number in procurement measured precisely, owned by one person and recognised immediately. That is exactly…
Single-threaded deals rarely lose outright. They stall, and stalling follows an arithmetic most pipelines are not built to see.
A high star average can stop working without ever falling. What buyers actually read is not the number, and the…
Debtor days are measured from the invoice date: which conveniently hides the one stretch of the cash cycle that needs…
A channel that adds revenue can still shrink profit, and the arithmetic that decides which one you have is rarely…
Acquisition spend is already sunk by the time an enquiry arrives: which makes the hours that follow the cheapest margin…
Project businesses negotiate payment terms as percentages. The cash risk sits in the timing, and in who controls the event…
Average job margin is one of the most misleading numbers in a project business, and the reason is structural, not…
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.
