Growth strategy
The payback period is fourteen months. The overdraft is reviewed annually.
A business can acquire customers profitably, hold a healthy LTV to CAC ratio, and still run out of cash. The reason is hidden in the timing.
Rialto Bridge
Growth strategy
Articles on growth strategy.
Growth strategy
The account hasn’t complained in a year. It also hasn’t called.
Quiet clients get read as happy clients. Sometimes they are. More often, silence is the last stage before an exit…
Growth strategy
The pipeline is three times target. The quarter missed by 20%.
Pipeline coverage is the most quoted number in sales management and one of the least informative. Here is what it…
Growth strategy
The reseller sells at 28% off list. The direct team keeps losing to it.
When your own channel becomes your toughest competitor, the problem is rarely the discount: it's what the discount was supposed…
Growth strategy
Revenue grew 18% a year for four years. The offer was four times earnings.
Two businesses with identical revenue and identical profit can be worth very different sums, and the gap has little to…
Growth strategy
The proposal took eleven hours. One in five wins.
Pre-sales work is production capacity, consumed at scale and charged to nobody, and the blended win rate is usually hiding…
Growth strategy
The strategy day produced fourteen priorities. Capacity exists for three.
Most annual plans fail not because the thinking was wrong but because the arithmetic of change capacity was never done…
Growth strategy
The top salesperson has hit target three years running. Their contacts are in their phone.
Revenue that depends on one person's relationships is worth less than revenue that depends on your firm, and the gap…
Growth strategy
The renewal rate is 91%. Revenue from those customers fell 11%.
A high renewal rate can sit comfortably on top of a shrinking customer base, and most reporting is built to…
Growth strategy
Nine referral partners are signed. Two have ever sent anything.
Most partner programmes fail for a reason that has nothing to do with the commission rate, and the signed agreements…
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.