ARTICLES
Articles
Notes and analysis on growth, marketing, business development and business systems.
How Do You Find the Real Business Problem Before Choosing a Solution?
One of the costliest management errors is choosing a solution before the problem has been diagnosed. This article offers a practical path for separating signals from problems, locating where a change is concentrated, building competing hypotheses, and identifying the evidence that can reduce decision uncertainty.
We Have Leads, But Sales Aren’t Following. Where Is the Problem?
When leads are coming in but sales are not following, more acquisition may not be the answer. The first task is to open up the lead-to-sale journey, locate where performance is breaking down, and only then investigate why.
Why More Advertising Does Not Solve Every Growth Problem
When sales fall short, increasing advertising is an obvious response. But if acquisition is not the real bottleneck, more spend can simply make the existing constraint more expensive. This article offers a seven-layer diagnostic for finding the growth bottleneck before scaling acquisition.