Pricing
Your biggest customer isn’t getting a volume discount
The price your largest account pays is set by how much you need them, not by how much they buy, and the gap widens every time you renew.
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Pricing
The productivity gain that landed on someone else’s P&L
A firm gets meaningfully faster at the work, and margin doesn't move. The pricing model, not the operation, is usually…
Operations
The exception you granted once is now your policy
A one-off concession is almost never priced as what it actually is: a permanent liability bought at a moment when…
Growth strategy
Word of mouth has a top speed, and it’s already set
Referral-led firms often grow at a stubbornly steady rate for years. Two numbers explain why, and why plans that assume…
Pricing
The launch price you can’t take back
Pricing something nobody has bought before is an experiment, not a calculation, and most firms design the experiment so it…
Growth strategy
The pilot that succeeded and went nowhere
Pilots that fail teach you something. The dangerous ones are the pilots that work perfectly, please everybody, and quietly never…
Growth strategy
The second site that made the first one worse
When a business opens location two, the surprise is rarely that the new site struggles. It is that the original…
Pricing
Nobody cut the price and the margin still fell
Revenue grew, every job was priced at least as well as last year, and the blended margin still dropped five…
Pricing
The jobs you win are the ones you got wrong
Your pricing rule hasn't changed and your estimators aren't careless, yet realised margin keeps landing below quoted, and competitive selection…
Pricing
The cheapest thing you sell sets the price of everything else
Entry-level offers are designed to lower the barrier to buying. Often they quietly cap what a business can charge at…
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.