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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Create a free account Sign inGrowth that passes every margin test can still drain the account, and the reason isn't profitability, it's how much cash each extra pound of revenue locks up.
Most channel programmes fail on the same arithmetic: an hour of a partner's selling time is worth more elsewhere. Signing…
A job can be priced at a healthy margin, delivered on time, and still be the reason the overdraft moved,…
Dual sourcing that exists in the procurement file and nowhere else tends to fail at exactly the moment it was…
Growth plans are usually built by multiplying next year's customer target by last year's average acquisition cost. The arithmetic is…
Pushing a delivery team from 80% to 92% busy looks like free capacity on the P&L. Queueing behaviour says it…
Packaging a service is a marketing decision that only pays off if delivery changes too, and delivery is where the…
The first sales hire is usually judged on skill. More often the constraint is that the only person able to…
Nobody opposed the proposal. It still took nine weeks, and the structure that caused the delay appears in none of…
Most registers rank risks on two axes and miss the one that decides the damage: how long a problem runs…
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.
