Growth strategy
Repeat is not recurring
Two firms can bill the same customers the same amount every month, and only one of them actually owns that revenue.
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Operations
The backup supplier you never buy from isn’t a backup
Two names on the approved list feels like resilience. Whether it actually is depends almost entirely on how much you…
Marketing
Every stage in your pipeline is something you did
Forecasts that slip by a month, every month, usually share one root cause, and it is sitting in your stage…
Operations
The KPI that improves when you lose a customer
Ratios move in the right direction for two quite different reasons: the business got better, or the denominator got smaller.
Growth strategy
The growth rate your payback period will fund
A healthy LTV-to-CAC ratio tells you nothing about whether you can afford next month's acquisition spend. One piece of arithmetic…
Operations
Accurate, complete, and three weeks late
Most management reporting is judged on whether the numbers are right. The more useful test is whether they arrive before…
Operations
The bottleneck you fixed is still where everyone is looking
You relieved the constraint, throughput rose, then it flattened again, and the whole business is still organised around a problem…
Leadership
The 12% drop that was three deals
Most movements in a monthly report carry no information at all, and the meetings they trigger tend to leave the…
Operations
The seventh direct report
Nothing broke when the team grew from six to nine. But decisions started queueing, and the arithmetic behind that is…
Growth strategy
The partner who signed and never sold
A signed channel agreement costs a partner almost nothing. Their selling time costs them everything, and that is the number…
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.