Market analysis
The satisfaction score is 8.7. The customers who left never answered.
Satisfaction can rise in the same year retention falls, and both numbers can be honest. The reason is in who fills the survey in.
Rialto Bridge
Market analysis
Articles on market analysis.
Market analysis
The win rate went from 31% to 52%. You bid on half as much work.
A rising win rate is one of the easiest numbers to move and one of the hardest to read, because…
Market analysis
Your competitive set has four names. Your customer’s shortlist had two of them and a spreadsheet.
Most competitor lists are drawn from the supply side: firms that look like yours. Buyers draw theirs differently, and the…
Market analysis
The market is worth £4bn. The list of companies who could buy from you runs to 300 names.
Top-down market sizing almost never constrains a plan. Counting the accounts that could actually buy tends to change the growth…
Market analysis
Satisfaction is up. The unhappy customers stopped answering.
A rising satisfaction score with a falling response rate is not good news: it is often the first clean signal…
Market analysis
Your largest client is 40% of revenue. The risk isn’t losing them.
Concentration is usually insured against as a single catastrophic event. The costs it actually imposes arrive quietly, monthly, and long…
Market analysis
You benchmark three competitors. None of them took the work.
Most firms define their competitive set by who looks like them. Buyers define it by what else the money could…
Market analysis
The win rate doubled. The bid count halved.
Win rate is the one sales metric a team can improve by doing less, and telling disciplined qualification from quiet…
Market analysis
The weighted forecast says £480,000. No quarter you can actually have ends at £480,000.
Probability-weighted pipelines produce a number that is arithmetically defensible and operationally useless, and the reason has less to do with…
Market analysis
The satisfaction score went up. The people who’d have dragged it down have left.
A customer feedback number can rise for the worst possible reason, and nothing in the number itself will tell you…
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.