Operations
You productised the price list, not the work
Three tiers, fixed prices, a tidy brochure, and delivery still runs exactly as it did when every job was a bespoke quote.
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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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Marketing
The cheapest channel is usually the one taking credit
Attribution rewards whichever touchpoint sits closest to the sale, which is why the channel with the best reported acquisition cost…
Pricing
Free setup is a discount on your scarcest hour
Waiving implementation feels cheaper than cutting the price. In margin and cash terms it is usually the most expensive concession…
Pricing
The fixed price is set by your worst job, not your average one
Most service firms that productise price off average delivery cost, then watch the margin disappear into a tail they never…
Market analysis
The competitor on your slide isn’t the one you lost to
Most competitor analysis maps the firms you already know. Buyers build their shortlist differently, and the option that beats you…
Pricing
You priced the job once. It got repriced eleven times.
Quoted margin and realised margin rarely differ because the estimate was wrong. They differ because of a series of small,…
Pricing
Nobody argued about the price
A quote accepted the same day, with no questions and no haggling, is telling you something, and it usually isn't…
Growth strategy
The renewal was decided in week three
By the time a customer sits down to renew, most of the decision has already been made, and it was…
Growth strategy
The revenue that doesn’t transfer
Two firms with identical profits can command very different prices. Often the gap is hiding in who has the right…
Leadership
Two kinds of decisions, one speed
Most firms apply the same deliberation to choices they could undo in a fortnight and ones they will live with…
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.