Growth strategy
Your biggest customer is a third of revenue and most of the discount
Concentration costs more value than the percentage suggests, and two businesses with identical exposure can be priced very differently.
Rialto Bridge
Growth strategy
Articles on growth strategy.
Growth strategy
The blended number is fine. The next customer isn’t.
Average acquisition cost stays reassuring long after the marginal one has stopped making sense, and the gap opens widest exactly…
Growth strategy
The win rate went up because you stopped entering the hard races
Win rate is the easiest number in a sales operation to improve, and the easiest to improve for a reason…
Growth strategy
The cancellation in month eleven was decided in week three
Churn shows up on the renewal report, but the decision that produced it was usually made months earlier, and the…
Growth strategy
Growth was funding itself, right up until it stopped
Businesses paid in advance generate cash while they grow and consume it the moment they plateau: long before the P&L…
Growth strategy
The champion who left didn’t take a copy of the business case
Most renewals lost to "budget" were actually lost the day one person changed jobs, and the warning signs were visible…
Growth strategy
“Proposal sent” is not a stage
Most pipelines advance on something the seller did. That makes the forecast a record of effort, and the win rate…
Growth strategy
The payback calculation used a margin you don’t earn in year one
CAC payback is almost always computed with a steady-state gross margin, and new customers rarely cost what mature ones do.
Growth strategy
The second site is judged against a P&L that includes free labour
Most expansion cases are built by trimming the first site's numbers for caution: which quietly assumes the first site's numbers…
Growth strategy
The year before a sale is too late to fix concentration
Moving one account from 40% of revenue to 25% is arithmetic, and the arithmetic runs on a timescale most owners…
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.