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 inThe channel that brings in most of the work is usually the only one nobody manages, and that is a measurement failure long before it becomes a growth problem.
Gross margin says two customers are equally good. Everything that happens after the invoice says otherwise, and most of it…
Fixed prices with floating input costs is an unhedged position, and most businesses carrying it have never sized how large…
A single-price proposal quietly hands the comparison to your competitors, and to the option of doing nothing at all.
Most firms measure win rate and cost per lead. Very few measure the hours between an enquiry landing and a…
Most retention effort arrives in the final quarter of a contract, long after the customer has quietly made up their…
Between the day work starts and the day an invoice is raised sits a pile of money that appears on…
A shadow spreadsheet surviving a system go-live is rarely defiance. It is usually the most precise requirements document anyone in…
Most owners can hold the meetings. The harder question is which of their people last had a conversation about their…
The inventory turn ratio is a weighted average, and averages hide the thing you actually want to know: which part…
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.
