Leadership
The risk register has thirty entries. Two of them can end the business.
Most risk registers rank threats by how likely they are. That is the wrong axis when one entry is survivable and another is not.
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Marketing
The CRM says you lost on price. Half of those buyers never bought anything.
Two losses look identical in the pipeline report, have opposite causes, and only one of them is fixed by discounting.
Growth strategy
The founder closes half the deals. The new hire closes one in eight.
When founder-led selling is handed over, win rates usually collapse, and the reason is rarely that the new salesperson is…
Operations
The new hire is productive in month seven. You budgeted month three.
Most hiring plans price the salary and ignore the ramp, and the gap between the two is where growth plans…
Operations
Capacity went up 30%. Throughput went up 4%.
Money spent on the wrong machine buys nothing but a longer queue somewhere else, and the accounts almost never reveal…
Market analysis
You’re 3% of their spend. They’re 40% of your revenue.
Revenue concentration is the number everyone watches. The number that actually sets the power balance in a big account is…
Operations
You dual-sourced. Both suppliers buy from the same plant.
Two approved suppliers only halve your risk if they fail independently, and in most categories, nobody has ever checked whether…
Pricing
The estimate was £8k to £12k. They budgeted £8k.
Quoting a range feels like honesty about uncertainty. To the buyer it reads as a price with an optional penalty…
Pricing
The average discount was 9%. Most of it was never asked for.
A discount granted under pressure and a discount volunteered to relieve the seller's own nerves look identical in the ledger,…
Growth strategy
Blended CAC is £300. The next customer costs £1,000.
Growth plans are costed using the average customer. Growth is delivered by the marginal one, and the two numbers diverge…
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.