Marketing
The proposal you wrote isn’t the one that gets discussed
In most considered B2B purchases, the person you convinced has to convince someone else, from memory, badly, in about ninety seconds.
Rialto Bridge
The bridge to the knowledge you need
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 in
Pricing
Every quote is an option, and most businesses give it away free
A dormant quote that comes back six months later feels like a free win. The arithmetic of why it usually…
Growth strategy
Delivery scales with revenue. Onboarding scales with growth.
Firms that hire delivery capacity against their forecast often hit the same ceiling anyway, because the function under real pressure…
Growth strategy
The deal you lost to nobody
Most stalled deals were never lost to a rival, and the price concession you make in response is aimed at…
Pricing
Your newest customer pays the most
Raise list prices every year, leave the existing base untouched, and simple arithmetic decides what you actually charge, usually far…
Pricing
The people who found you expensive never got as far as the quote
Win-loss data is the most common evidence base for a pricing decision, and one of the most systematically filtered samples…
Operations
The discount that came back as a lead time
Suppliers rarely refuse a price concession outright. They tend to recover it in the terms nobody was scoring.
Operations
Your debtor days begin on the wrong date
Most firms measure collection from the day the invoice leaves: hiding the half of the wait that happens before it,…
Market analysis
Reliable, responsive, and required
Most of what a business says about itself is an entry requirement dressed up as a reason to choose it,…
Operations
The job was profitable. It just happened twice.
Every line in your job costing report shows a margin, and the blended margin still disappoints. Salaried capacity is unusually…
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.