Growth strategy
The pilot worked. It was staffed by the two people you can’t clone.
A successful pilot is often the weakest evidence in the pack, and the number most rollout pricing quietly gets built on.
Rialto Bridge
Growth strategy
Articles on growth strategy.
Growth strategy
Nothing changed at the account. The person who chose you left in March.
The renewals most likely to fail this year look healthy: long tenure, no complaints, no tickets. One thing inside them…
Growth strategy
The deal wasn’t lost to a competitor. Nobody won it.
A large share of qualified opportunities end with the buyer doing nothing, and most sales reporting quietly files those losses…
Growth strategy
The proposal ran to thirty pages. The person who decided read the email it was attached to.
Most proposals are written for the person you met. The decision is usually made by someone who wasn't in the…
Growth strategy
You signed twelve partners. Two of them send everything.
Partner programmes rarely fail at recruitment. They fail because signing an agreement documents a referral habit rather than creating one.
Growth strategy
The first city took nine years to fill. You gave the second one twelve months.
Most expansion plans budget carefully for the new office and not at all for rebuilding the thing that actually filled…
Growth strategy
The multiple was fair. Half the money was contingent.
Two businesses with identical earnings can be sold for very different money, and the gap rarely appears where owners look…
Growth strategy
Nothing churned this year. Nothing grew either.
A retention rate in the high nineties can describe a book of business that is quietly going backwards, and the…
Growth strategy
The blended CAC is £300. The next customer costs £700.
Averaging acquisition cost across channels produces a number that describes the customers you already have, and misprices every one you…
Growth strategy
The payback was nine months. The cash came back in nineteen.
A healthy payback figure and an empty bank account are not a contradiction: they are two different measurements, and only…
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.