Operational Improvement

When a business consistently underperforms (missing revenue targets, compressing margins, losing competitive ground) the leadership response almost always begins with a strategy conversation. A planning offsite gets scheduled. The strategic plan gets reviewed. Market analysis gets refreshed. And frequently, nothing changes, because the diagnosis was wrong. The most common misdiagnosis in mid-market businesses is treating […]

Every product that exists in your portfolio was added for a reason that made sense at the time. The problem is that portfolios grow through a series of individually rational decisions. This could be a customer request, a channel opportunity, a competitive response or something else. These all aggregate into a structure that nobody would

When margin starts compressing, the instinct is to look at the org chart. Headcount is visible, controllable, and produces an immediate P&L effect. But in most mid-market companies, the actual cause of margin erosion is structural, and it has nothing to do with how many people are on payroll. Structural margin problems live in three

For most mid-market companies, pricing problems aren’t caused by bad pricing decisions. They’re caused by the absence of a pricing process and the slow erosion that follows when pricing is held constant while every other variable in the business changes. The companies that leave the most money on the table aren’t the ones that set