Growth strategy
The sales cycle is 90 days. The median is 40.
An average sales cycle usually describes a deal that doesn't exist, and every forecast, quota ramp and pipeline valuation built on it inherits the error.
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Operations
The deposit is 30%. Materials are 60% of the cost.
A project business can hold a healthy margin on every job and still find that winning more work is what…
Market analysis
Churn is 6%. The revenue you lost is 19%.
Counting the customers who left and counting the money that left produce two different numbers, and the gap between them…
Operations
The deal was signed at 6% off. The invoices never got the memo.
Procurement savings are won in a meeting and lost across a thousand invoice lines, and the gap between the price…
Pricing
The price rise applied to new business. The back book is most of the revenue.
Grandfathering existing customers through a price rise feels like the cautious choice. The arithmetic of how long those accounts persist…
Growth strategy
The hire starts Monday. Cash breaks even in month eleven.
Most hiring decisions are priced as salary against annual revenue. The real number is the shape of the ramp, and…
Leadership
The best estimator became operations manager. Both jobs got worse.
Promoting your strongest technical performer into management is the most common way a business loses two good jobs at once,…
Operations
Revenue is up 30%. Cash is down.
Profitable businesses run out of cash most often while they are growing: the mechanism is arithmetic, not mismanagement, and it…
Leadership
Every decision waits for Thursday. The average one waits five days.
Weekly decision meetings feel disciplined. The arithmetic of what happens between them is rarely examined, and it is usually worse…
Marketing
The rating is 4.7. The last twenty reviews average 4.1.
A cumulative review average is among the slowest-moving numbers a business owns: which makes it the last place a service…
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.