Technology
The system went live in April. The spreadsheet is still open.
When a team keeps a parallel file after go-live, it is rarely defiance, and it is usually telling you something the implementation plan never asked about.
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Operations
The role needs ten years’ experience. Six of the eight tasks need none.
Vacancies that stay open for months are often not hard to fill: they are badly specified, and the specification is…
Pricing
Every job is quoted at 30%. A third of them deliver under 10%.
Gross margin can sit still for years while the mix underneath it changes completely, and the average is the statistic…
Growth strategy
Adjusted EBITDA added back £180k. The buyer read it as a job description.
The same adjustments that make owner earnings look larger also tell a buyer exactly how much of the business walks…
Pricing
The price is per seat. The value is per transaction.
The unit you charge for decides the shape of your revenue curve, and most firms inherited theirs rather than chose…
Market analysis
Logo churn is 8%. Revenue churn is 19%.
Counting the customers who left tells you almost nothing about the money that left with them, and nothing at all…
Growth strategy
The pipeline is £2.4m. A third of it hasn’t moved in ninety days.
Stage-weighted forecasts assume deals are progressing. The single most predictive number in most pipelines is one nobody reports.
Marketing
The average response time is two hours. The lost deals waited two days.
Response-time averages flatter almost every sales operation. The deals that get away sit in the tail, and the tail is…
Operations
The lead time is fifteen days. The work takes nine hours.
Most quoted delivery times are mostly waiting, and the waiting responds to a different lever than the one most businesses…
Growth strategy
Every order made 35%. Growing 40% still emptied the account.
Profitable businesses run out of cash for arithmetic reasons rather than managerial ones, and the arithmetic can be worked out…
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.