Growth strategy
The deal was lost on price. The buyer never bought anything.
Most CRM loss reasons say price. A large share of those deals never went to a competitor at all, and the difference changes what you do next.
Rialto Bridge
Growth strategy
Articles on growth strategy.
Growth strategy
Three customers are 60% of revenue. The concentration is worse than that.
Most owners measure customer concentration by revenue share, which is the one measure that consistently understates the exposure a buyer…
Growth strategy
The order book is up 40%. The overdraft is at its limit.
Profitable businesses run out of cash for an arithmetical reason, and the number that governs it can be worked out…
Growth strategy
The pilot went well. Eleven months later it is still a pilot.
A proof of concept usually proves the wrong thing: why technically successful trials stall, and what separates a pilot that…
Growth strategy
Half of new business comes by referral. Nobody owns it and there is no budget for it.
The channel that produces the best customers at the lowest cost is usually the only one with no owner, no…
Growth strategy
The new product is in every rep’s bag. It is 2% of the pipeline.
A launch can clear every product hurdle and still stall in the one place nobody modelled: the finite hours of…
Growth strategy
There are six people on the buying side. The CRM has one name.
A deal with one enthusiastic contact looks healthier than a deal with three cautious ones. The loss data usually says…
Growth strategy
Nine partners signed. Two have ever sent anything.
Channel programmes rarely fail at the signature. They fail in the weeks after it, for reasons that usually have very…
Growth strategy
Churn is 12% a year. Half of it happens in the first four months.
An annual churn rate averages away the one thing that matters most about it: when customers actually leave, and what…
Growth strategy
The win rate is one in three. Nobody has priced the other two.
Most proposal-driven businesses know their win rate to the decimal and their cost per win not at all, and the…
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.