Growth strategy
Forty partners signed. Three of them sell.
Channel programmes are almost always judged by how many partners signed. The number that matters is how many have closed a deal, and why the rest never will.
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Pricing
The price list went up three times. Most of the book is still on the first one.
Grandfathering feels like loyalty. Sustained across a few price rises, it becomes the largest and least examined discount most businesses…
Operations
The work is bespoke. Most of the hours are not.
Service firms defend customisation they have never measured, and the delivery record usually shows the variation sits in a much…
Pricing
Utilisation is 86%. The invoices carry 71% of it.
Most service firms measure how busy they are and infer margin from it. The gap between the two numbers is…
Pricing
The price is fixed on the website. The scope is still in the email thread.
Productising a service moves risk from the client onto you. Whether that trade pays depends on one thing most fixed-price…
Leadership
The decision took ten minutes. It waited three weeks for the room.
Most of the delay inside a growing business isn't caused by hard decisions: it's caused by easy ones queueing behind…
Operations
The job takes three hours. The van drives ninety minutes.
In any business that sends people to customers, the thing you sell and the thing you actually run out of…
Operations
You hired for the peak. The peak is eleven weeks long.
Capacity gets added in the busiest week of the year and paid for in the other forty-one: which is why…
Growth strategy
Six in ten demos close. One in eight enquiries gets a demo.
The worst-converting stage in your sales process is the obvious place to invest, and often the wrong one. The arithmetic…
Pricing
Every line item makes 40%. A quarter of your customers don’t.
Gross margin is measured on what you sell. Profit is decided by who you sell it to, and most reporting…
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.