Articles on growth strategy.
Founder-led selling bundles four different jobs into one person. Hiring a salesperson usually replaces only one of them, and rarely the one that was binding.
Referral is usually the cheapest channel a business has, and the only one nobody manages: which is why it quietly…
Owner dependency rarely shows up as a lower multiple. It shows up in the structure of the deal, and by…
A pilot feels like progress because it looks like work. Often it is the buyer purchasing an option on a…
Most product extensions that fail were not built badly: they were sold to a list that was never going to…
Most accounts don't leave because the work failed. They leave because the only person who remembered why you were hired…
Revenue plans built on new sales hires usually fail on arithmetic, not effort, and the error is almost always in…
Dormant customers are usually the cheapest revenue a business owns and the least likely to be worked. The obstacle is…
Most first sales hires are judged dead in month seven: one month before the arithmetic would have let them prove…
Profitable growth can drain cash faster than a bad year does, and the arithmetic that decides how fast a business…
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.
