Growth strategy
The productised offer launched in January. Every client still gets something custom.
Fixed-price packages rarely fail at the point of sale. They fail three weeks into delivery, and for reasons the price list can't fix.
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Growth strategy
Articles on growth strategy.
Growth strategy
Onboarding completes in six weeks. The cancellations cluster in month four.
When early-life churn spikes at a predictable point, the cause is almost never located there, and the metric that says…
Growth strategy
The pilot met every success criterion. The purchase order never came.
A pilot that succeeds and then stalls is rarely a technical failure: it is usually a well-run experiment that answered…
Growth strategy
The buyer said yes in week two. The contract was signed in week thirteen.
Between the commercial yes and the countersigned contract sits a stage most businesses never measure, nobody owns, and money quietly…
Growth strategy
The pipeline is £2.4m. A third of it has no next meeting in the diary.
Deal stage is a matter of opinion. Whether something is booked in a calendar is not, and the gap between…
Growth strategy
Payback is 14 months. Half the cohort has gone by month nine.
Payback periods are calculated on an average customer who does not exist, and the arithmetic fails in one specific, expensive…
Growth strategy
The win rate is 42%. A third of the pipeline never chose anyone.
Most sales reviews measure how often you beat a competitor. The larger leak is usually the deals where the buyer…
Growth strategy
Revenue grew 31%. The overdraft doubled.
Profitable growth can drain cash faster than it generates it, and there is a simple ratio that tells you the…
Growth strategy
Nineteen partners signed. Three have ever sold anything.
Channel programmes rarely fail at recruitment. They fail in the gap between signing a partner and earning a place in…
Growth strategy
The productised offer launched in January. Sales has quoted it twice.
Most productised service offers fail after launch rather than at launch, and the reason is rarely the product itself.
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.