Pricing
Everyone takes the middle option. You designed it last.
Three-tier proposals work because buyers avoid extremes: which makes the tier most firms build as an afterthought the one carrying all the revenue.
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Market analysis
You benchmark three competitors. None of them took the work.
Most firms define their competitive set by who looks like them. Buyers define it by what else the money could…
Operations
The hire started in June. Capacity fell until October.
Adding a person to an overloaded team usually reduces output before it raises it, and the cost lands on precisely…
Growth strategy
The multiple was fair. Half the money was contingent.
Two businesses with identical earnings can be sold for very different money, and the gap rarely appears where owners look…
Market analysis
The win rate doubled. The bid count halved.
Win rate is the one sales metric a team can improve by doing less, and telling disciplined qualification from quiet…
Growth strategy
Nothing churned this year. Nothing grew either.
A retention rate in the high nineties can describe a book of business that is quietly going backwards, and the…
Operations
The contract was signed on Friday. Delivery starts in three weeks.
The interval between a client's yes and the first sign that anything is happening belongs to nobody in your business,…
Market analysis
The weighted forecast says £480,000. No quarter you can actually have ends at £480,000.
Probability-weighted pipelines produce a number that is arithmetically defensible and operationally useless, and the reason has less to do with…
Growth strategy
The blended CAC is £300. The next customer costs £700.
Averaging acquisition cost across channels produces a number that describes the customers you already have, and misprices every one you…
Market analysis
The satisfaction score went up. The people who’d have dragged it down have left.
A customer feedback number can rise for the worst possible reason, and nothing in the number itself will tell you…
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.