Clear, practical ideas, and Deeper thinking about the signals that matter.
Capability, Converted
Monday performance meetings begin with the assumption that the business is understood. Platform and dashboard screens are open, reports are ready, metrics are tabled and tracked. Yet when the question arrives about how much of our commercial capability actually becomes revenue? The answer dissolves. Endpoints get measured. What doesn't get measured are the transitions in between, where capability becomes performance and where effort quietly evaporates.
Assumed Performance vs Observed Performance
When a lead doesn't convert, someone in sales can usually tell you why. When a customer churns, someone in service knows what happened. But the transitions between those moments, between marketing and sales, between first purchase and repeat, between promise and referral, rarely get the same scrutiny. They exist in the gaps between teams, where communication happens but measurement doesn't.
Messy Customers vs. Destructive Customers: Why Most Businesses Can't Tell the Difference
Most teams can handle messy customers. What breaks a business is when it can’t tell the difference between normal human chaos and genuine destructive behaviour, and the cost shows up far too late.
Busy But Not Effective
Busy teams. Full calendars. Constant activity. Yet commercial results feel softer than the effort invested. This article explores why motion replaces momentum inside growing organisations and how seeing revenue flow clearly changes everything.
The Revenue Integrity Chain. How Growth Actually Moves Through a Business
Most businesses grow in pieces rather than as a system. The Revenue Integrity Chain reveals where growth weakens, where revenue leaks, and why performance stalls long before the numbers show it.
The Growth Ceiling and How to Break It
Most companies push harder when growth slows. The real ceiling isn’t effort or the market. It’s the way the revenue chain insidiously loses integrity.
