Operations
Headcount is up 40%. Billable hours are up 12%.
When a delivery team grows fast, output almost never grows in step, and the missing capacity is usually hiding in the diaries of the people you already had.
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Marketing
The blended CAC is £480. One channel is £1,900.
Average acquisition cost is the number almost every business tracks, and the one most likely to hide a channel that…
Growth strategy
The exit is three years out. The buyer is already reading this year’s accounts.
Most of what determines the price of a business is decided long before it goes to market, and recorded in…
Operations
Utilisation is 85%. Lead times have doubled.
Nobody added work and nobody left, yet the queue keeps growing, because the line between how busy a team is…
Operations
One supplier is 40% of cost of sales. The last time you tested the price was 2019.
Concentrated supply rarely fails loudly. It fails by quietly removing your ability to know what anything should cost.
Growth strategy
Payback is 14 months. The contract is 12.
A customer can be profitable over a lifetime and still be a cash liability at the point you win them,…
Pricing
List price is £1,200. The average invoice is £940.
Most businesses know what they charge. Far fewer know what they actually collect, or why two similar customers pay very…
Growth strategy
The second product launched in January. It’s 3% of the pipeline.
New products usually fail inside the sales team's calendar long before they fail in the market, and the cause is…
Growth strategy
You signed nine partners. Two of them have ever sold anything.
Recruiting channel partners is easy and feels like progress. The arithmetic that decides whether any of them will actually sell…
Growth strategy
The win rate is 62%. You bid on one deal in three.
A high win rate is usually read as evidence of a strong sales process. It can just as easily be…
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.