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 inChurn shows up on the renewal report, but the decision that produced it was usually made months earlier, and the retention budget is rarely spent where it was made.
Most reporting cadences are set by the accounting calendar rather than by how fast the underlying thing can move, and…
Businesses paid in advance generate cash while they grow and consume it the moment they plateau: long before the P&L…
Every open quote is an option you've written for free, and the ones exercised late are rarely the ones you…
Requirements lists are written by memory, and memory is biased toward the painful exception: which is how the rare case…
Most renewals lost to "budget" were actually lost the day one person changed jobs, and the warning signs were visible…
A threshold set in pounds five years ago is now rationing the wrong decisions, and the ones that actually bind…
Systems investments are justified on the hours they will remove. The hours rarely leave, and the spreadsheet that outlived the…
Adding capacity where the queue used to be is one of the most expensive ways to keep throughput exactly where…
Most single-source risk is recorded as managed because a second name exists on a list. The purchase ledger usually tells…
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.
