Results & insights
Real outcomes. Practical commercial thinking.
Case studies show the work in practice. The articles look at the commercial issues that tend to surface when a technically strong business grows faster than the model behind it.
Case studies
What changed—and what it produced.
Both examples are anonymised. The point is not to claim that every business will produce the same result, but to show the sort of problem I work on and how I approach it.
Commercial growth case study
Building the commercial model behind fast growth.
How recurring revenue, outsourced fulfilment and better asset control helped the commercial model keep up as a UK equipment-and-services business scaled.
Read the case study →Recurring revenue case study
Turning informal support into a new revenue stream.
A technical equipment provider was already supporting installed systems, but without a defined offer, agreement or price. A structured support proposition converted that informal obligation into contracted recurring revenue.
Read the case study →Commercial articles
Issues worth seeing before they become expensive.
Straightforward observations based on the situations that appear repeatedly inside growing connectivity and technology-enabled service businesses.
Revenue is growing. So why is profit not following?
Where mix, pricing, scope creep and delivery cost can quietly absorb the benefit of growth.
Read the insight → Recurring revenueWhat buyers really mean by recurring revenue—and why the headline number can mislead
Testing the contracts, retention, margin and evidence behind the headline.
Read the insight → Commercial modelSeven signs your commercial model has not kept pace with the business
Recognising the commercial issues that growth can temporarily hide.
Read the insight →A sensible first step
Not sure where the real issue sits?
Take the three-minute commercial model check or book a straightforward conversation. If there is a useful piece of work, I will suggest the smallest sensible starting point. If there is not, I will say so.