Insights

Observations from commercial practice.

Short, substantive articles on questions that come up again and again in engagements.

5 articles found

Commercial Diagnostics
4 min read
Why More Leads Rarely Fix the Real Sales Problem
When growth falls short of expectations, the first answer is often: more demand. In many cases, that just pushes the problem further down the line.
Commercial Growth Strategy
4 min read
What Makes a Defensible Commercial Strategy
A commercial strategy only becomes defensible once it makes decisions easier — and states what deliberately will not be done.
Sales Transformation
3 min read
Why Sales Process Comes Before New Tools
Tools reinforce the logic that already exists. Without that logic, they mostly create extra work.
Knowledge Management
5 min read
What Knowledge Management in the Clinical Business Teaches Us About Reliable Knowledge Systems
Institutional clinical and professional information work offers principles that apply to any company: one valid version per topic, clear ownership, managed access and knowledge where decisions are made. An article sharing professional experience and transferable principles — without client cases or performance figures.
Knowledge Management
5 min read
Six Criteria That Make or Break a Defensible Knowledge System
Whether a knowledge system holds up in daily use isn’t decided at the surface, but on six criteria: source scope, context, system boundaries, evidence, customization, and confidentiality. Drawn from highly regulated environments, transferable to sales and proposal work.