Growth strategy
The forecast says 80%. Deals at 80% close half the time.
A pipeline percentage is a statement of confidence, not a probability, and the gap between the two is where hiring and cash decisions go wrong.
Rialto Bridge
The bridge to the knowledge you need
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 in
Pricing
The estimate was £48k. The other estimator priced it at £61k.
When two experienced people price the same job 25% apart, the company's real pricing policy is whoever happens to pick…
Operations
Every KPI is green. Revenue is flat.
When the dashboard reports success and the P&L doesn't, the problem is rarely effort: it is usually the way the…
Pricing
Nobody left after the price rise. That’s a finding, not a win.
A price increase that produces no complaints and no cancellations has told you something important, and it is rarely the…
Operations
Debtor days are 45. The invoice went out twelve days after the job finished.
Collections gets the attention because it is the only part of the cash cycle most businesses measure. The expensive days…
Pricing
The loss reason is price. A third never got a quote.
Price is the most commonly recorded reason for losing a deal and the least reliable one. What the label conceals,…
Growth strategy
The buyer said yes. Their security questionnaire says no.
Winning the decision is not the same as clearing the gate behind it, and the gate rarely gets any attention…
Growth strategy
The account grew every year. One person has ever signed it.
Accounts rarely leave because the service got worse. They leave because the person who understood why it was bought stopped…
Operations
The margin looks healthy. The rework is booked as overhead.
Every job clears its target margin, yet the profit never arrives. The gap is usually sitting in a cost line…
Pricing
The discount was 15%. The gross margin was 40%.
A discount is not a pricing decision. It is a margin decision, taken in the last hour of a deal,…
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.