Operations
Stock turns six times a year. A third of the cash turns once.
Aggregate inventory turnover is an average of two very different businesses, and the half that looks healthy is usually the half you can measure.
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Operations
The price held for three years. The specification didn’t.
Supplier price stability is the easiest number in procurement to hold, and the easiest place to hide a cost increase…
Growth strategy
Nothing changed at the account. The person who chose you left in March.
The renewals most likely to fail this year look healthy: long tenure, no complaints, no tickets. One thing inside them…
Leadership
The metric is reviewed monthly. It can only say something true once a quarter.
Most management reports are read at the cadence of the calendar rather than the cadence of the underlying process, and…
Operations
The invoice went out on the 1st. Their clock started on the 19th.
Debtor days rarely stall because customers are slow payers: they stall in a gap most sellers never measure, and chasing…
Growth strategy
The deal wasn’t lost to a competitor. Nobody won it.
A large share of qualified opportunities end with the buyer doing nothing, and most sales reporting quietly files those losses…
Leadership
Nothing broke while you were away. Everything waited.
The fortnight-away test is the most common measure of owner dependency in a small business, and it is calibrated to…
Operations
The management accounts close on the 12th. The decision they inform was needed on the 3rd.
Most reporting problems are described as gaps in what gets measured. More often the content is fine and the delay…
Pricing
You quoted a range. They heard the bottom.
A price range looks like honesty about uncertainty. In the buyer's mind it resolves in one direction, and in delivery…
Leadership
Your best closer has the highest win rate. They also choose which deals to work.
Win rate is a ratio with a denominator, and in most sales teams the denominator is picked by the person…
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.