Market analysis
The revenue is recurring. Only a third of it happens without a decision.
Buyers pay a premium for revenue that arrives on its own, and most of what firms label recurring arrives because somebody chose to spend again.
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Research, frameworks and market analysis from our consulting practice: written up for small and medium business owners and enterprise teams alike.
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Leadership
You took a fortnight off and nothing broke. Every call still came to your mobile.
The holiday where nothing goes wrong is the most reassuring test an owner can run, and the least informative one…
Growth strategy
The renewal is in March. The decision was made in October.
By the time a renewal conversation opens, most of the outcome is already fixed: the useful question is when it…
Marketing
The satisfaction score is 8.4. The people who left never answered.
Customer satisfaction scores have a habit of improving in the months before churn accelerates, and the reason is built into…
Pricing
You raised prices 7%. Nobody left.
Zero churn after a price increase feels like vindication. It is actually four different stories, and only one of them…
Operations
The dashboard has forty metrics. Two of them arrive in time to matter.
Most management reports are accurate, thorough and useless for deciding anything, and the reason is not what they measure but…
Market analysis
Nine competitors promise quality, service and value. So does your website.
The positioning claims that feel strongest are usually the ones worth least, and there is a simple test that explains…
Market analysis
The market is £4bn. You can reach £26m of it.
Total addressable market is a ceiling, not a plan, and the distance between the two is where growth budgets quietly…
Operations
The terms are 30 days. The money arrives on day 68.
Most firms negotiate payment terms and chase overdue invoices. The largest recoverable delay usually sits somewhere neither of those touches.
Pricing
The pilot is free. It runs on your best engineer for three weeks.
Unpaid proof-of-concept work is an acquisition cost that never reaches the acquisition budget, and the buyers who demand most of…
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.