Pricing
You productised the delivery. The diagnosis is still bespoke.
Fixed-price service packages usually hold their margin on the typical job and lose it in a predictable place, and it isn't the part that gets delivered.
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Pricing
Nobody complained about the price increase
An absence of pushback after a price rise is data, but it supports at least four different readings, and they…
Growth strategy
The blended number is fine. The next customer isn’t.
Average acquisition cost stays reassuring long after the marginal one has stopped making sense, and the gap opens widest exactly…
Operations
You hired to answer the calls your process created
A share of your inbound volume exists only because something upstream failed, and staffing to the total quietly makes that…
Pricing
Your annual prepay discount is a loan at a rate you’d never sign for
Ten per cent off for paying twelve months upfront feels like a rounding error on the price list. Priced as…
Operations
The job took six weeks. The work took four days.
Most of what a customer waits for isn't work being done, and the gap between the two clocks quietly sets…
Pricing
The setup was free. The setup team wasn’t.
Free implementation is sold as a discount, but it behaves like a product: it has a cost curve, a queue…
Growth strategy
The win rate went up because you stopped entering the hard races
Win rate is the easiest number in a sales operation to improve, and the easiest to improve for a reason…
Operations
The invoice was late before the customer was
Debtor days are counted from the date you raised the invoice, which quietly excludes the stretch of the delay you…
Operations
You negotiated the price. They negotiated the quantity.
A volume discount is the easiest concession a supplier can make, because most of what it costs lands on your…
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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.