Pricing
The contract allows an annual uplift. It has never been applied.
Most long contracts contain a mechanism for raising price each year. The mechanism is rarely the problem: the letter is.
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Growth strategy
The order book is up 40%. The overdraft is at its limit.
Profitable businesses run out of cash for an arithmetical reason, and the number that governs it can be worked out…
Pricing
The rep hit quota. The gross margin on the deal was 11%.
Revenue quotas are easy to administer and easy to explain, and they quietly make discounting free for the one person…
Operations
The risk register lists fire, flood and cyber. The real exposure has a mobile number.
Most registers catalogue the risks a business can insure against. The ones that actually stop the work tend to be…
Operations
The work finished in March. The invoice went out in May.
Most businesses measure how long customers take to pay. Far fewer measure how long they take to ask.
Pricing
Onboarding is free. It costs a fortnight of the delivery team.
The cheapest concession in the negotiation is usually the most expensive thing the business owns, and it rarely appears in…
Marketing
Cost per lead fell by a third. Cost per customer went up.
When the cheapest leads produce the most expensive customers, the problem is rarely the marketing team. It is the metric…
Growth strategy
The pilot went well. Eleven months later it is still a pilot.
A proof of concept usually proves the wrong thing: why technically successful trials stall, and what separates a pilot that…
Growth strategy
Half of new business comes by referral. Nobody owns it and there is no budget for it.
The channel that produces the best customers at the lowest cost is usually the only one with no owner, no…
Operations
The dashboard has forty metrics. None of them has a trigger.
Most management reporting measures a great deal and decides almost nothing, and the missing ingredient is smaller than it looks.
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.