I find the leaks, the cracks and the confusion — and what each one costs.
For companies between $10M and $100M, whether the number is behind or ahead of where it should be.
Sound Familiar?
Four of the thirteen patterns that quietly drain revenue from profitable companies.
The Problem
Nobody set that number. It accumulated, one reasonable decision at a time. Your team already knows it's there — knowing was never the problem.
What Makes This Different
More leads. More product. More headcount. More tools. Every one of them is a bill before it is a return.
I work the other direction. There are four kinds of loss already inside your business.
Nothing gets installed. No platform, no license, no training program, no new headcount — and nothing to buy from me afterward.
Twenty minutes. You describe what's going on, I tell you plainly whether I'd be useful.
How It Works
Always in that order.
The Column Nobody Else Gives You
Not just what it costs — what kind of problem it is. That is what decides who can fix it, and whether buying anything would help at all.
This is the column a software vendor cannot give you. A HubSpot partner and a Salesforce integrator both earn when the answer is “buy more tool.” I don't sell tools, which leaves me free to tell you when the answer isn't one — and often it isn't.
The Book · Publishing This Year
The Everyday Losses Draining Your Profit
Thirteen patterns that quietly drain revenue from healthy companies — each one costed, each one with a fix. The book is where this method came from.
"There will probably be moments where parts of it feel familiar in an uncomfortable way. I think that is part of what makes it useful."
Allen Padilla · CEO, The CSU Foundation · from the forewordFair Questions
I don't, until we look — and I would be careful with anyone who says otherwise. What I can tell you is where I go looking: the forecast, the discounting, the renewals, the software nobody opens, the pipeline nobody has questioned in years. If all of it comes back clean, I will tell you so plainly, and you got off cheap.
No, and I would walk out on anyone who did. What I can do is show you where every number came from and let you decide whether you believe it. A figure you can prove is worth more than a bigger one you inferred.
Then that is a real result and I will say so out loud. You are paying for the answer, not for the answer to be bad news.
No. Nothing gets installed — no platform, no license, no training program, no new headcount — and there is nothing to buy from me afterward. The work is on what you already own and already pay for.
No. Nothing I write down carries a name, and I do not make personnel recommendations. I surface patterns; you make the people decisions. If your team believes an honest answer will cost someone their job, I stop getting honest answers — and then none of this is worth doing.
Nobody yet under this practice — I am building it now, and I would rather say that than dress it up. The first engagements are priced accordingly, because at this point I want the reference more than the fee.
Read-only access to your CRM, a handful of documents that mostly live in finance, thirty to forty-five minutes each with a few people, and one person who can unblock things. The diagnostic itself runs two to four weeks; findings usually land six to ten weeks after the first conversation.
Start Here
A short conversation, no charge and no obligation. If I'm not the right person, I'll say so.
Or email me directly —
[email protected]
Who I Am
I built a company's first sales performance reporting, carried a number myself, led an inside sales team, then ran the analytics function that told a combined company whether any of its numbers were real.
Certiport · TestOut · CompTIA · co-founder of MetrixGrove
Someone would ask a straightforward question — which events produce pipeline, why is that region down, what are we genuinely renewing. It took days, and the answer was soft.
Nobody was hiding it. There was simply no one whose job it was to go looking.
I also speak to leadership teams and boards.