Research, frameworks and market analysis from our consulting practice: written up for small and medium business owners and enterprise teams alike.
Free to read: all you need is an account.
Create a free account Sign inDeals that stall after the win aren't stalling in your pipeline: they're stalling in a stage you never modelled, and the bill arrives as margin, not conversion.
Almost everything a business believes about rival pricing arrives through two filters, and both of them bend the number in…
No-decision losses get filed as bad timing. They have a cause, a mechanism, and a remedy that looks nothing like…
Adding a person to a stretched team reliably makes the team slower before it makes it faster, and the bill…
What a business is worth at sale depends less on how much revenue it has than on whether that revenue…
Two businesses with identical revenue lines can be valued very differently, and the reason is often buried in a clause…
Most firms differentiate on an attribute the buyer has no way of verifying until the work is done: which is…
Partner-sourced deals often show the best win rate and the lowest acquisition cost in the business: which tells you almost…
Retention reported by customer count can stay flat while a third of the revenue inside those same accounts quietly walks…
Credit is assessed at onboarding, when the exposure is trivial, and then the account grows for three years while the…
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.
