Ideas that hold up in commercial practice.
Commentary on the commercial decisions that determine whether growth is profitable, repeatable and durable \u2014 written for owners, executives and sales leaders.
Articles and commentary
Business Development
Where New Business Actually Comes From in Midsize B2B Firms
New revenue rarely arrives from nowhere. Understanding the four sources that actually generate it makes business development far less speculative.
August 27, 2026 · 5 min read
Sales Effectiveness
Pipeline Hygiene: Why Forecasts Drift and How to Fix the Discipline
A forecast that drifts is usually a symptom of stage definitions nobody agrees on, rather than a team that cannot sell.
August 6, 2026 · 5 min read
Distribution & Channel Strategy
Distributor Reviews That Actually Change Partner Behaviour
Most partner reviews are a recital of results. The ones that change behaviour are built on a shared definition of performance and a specific commitment.
July 16, 2026 · 4 min read
Pricing & Profitability
Discount Discipline: The Quiet Cost of Winning Every Deal
Revenue growth that erodes margin is a common pattern. The fix starts with knowing exactly where price is being conceded, and why.
June 25, 2026 · 5 min read
Commercial Leadership
Building a Sales Organization That Performs Without the Founder
Founder-led selling proves the model. Scaling it requires turning what works into something other people can repeat, measure and improve.
June 4, 2026 · 5 min read
Tools, templates and assessments
Practical material for commercial planning. Items marked in development are being built and are not yet available \u2014 the library is structured so new tools and paid digital products can be added without redesigning this page.
The Commercial Growth Readiness Checklist
A structured set of questions covering revenue planning, sales process, market coverage, pricing and commercial capability. Use it to identify where performance is most constrained before committing to a programme of work.
For: Owners, CEOs and commercial leaders
Free
Revenue Growth Planning Template
A working template for breaking revenue into segments, accounts and coverage decisions, with the assumptions and constraints recorded alongside the target.
For: Commercial leaders building an annual revenue plan
Free
Pipeline Health Review Guide
How to read a pipeline honestly: stage definitions, exit criteria, ageing signals and the review questions that surface risk early.
For: Sales leaders and managers
Free
Customer Profitability Calculator
A structured calculator for viewing margin by customer and product, including the cost-to-serve factors that usually sit outside the gross margin line.
For: Finance and commercial teams
Paid product — planned
Channel Partner Scorecard
A one-page scorecard for quarterly distributor reviews: commercial results, coverage, capability and joint commitments in a single view.
For: Channel and distribution managers
Free
Commercial Capability Assessment
A structured assessment of the commercial capability that exists in a team today, mapped against what the growth plan will require.
For: Sales leaders and HR partners
Paid product — planned
Lead Resource
The Commercial Growth Readiness Checklist
A structured set of questions covering revenue planning, sales process, market coverage, pricing and commercial capability. Use it to identify where performance is most constrained before committing to a programme of work.
- Revenue planning and pipeline coverage
- Sales process, conversion and forecast reliability
- Pricing discipline and margin protection
- Commercial capability and accountability
Reading is useful. Applying it to your business is where the value is.
If a topic here describes a problem you recognise, a short conversation will tell you whether a formal engagement is warranted.