The evidence
Sales kept rising. Profit was falling away. It was never a sales problem.
A founder-led services business growing revenue year on year, with margin sliding underneath it. The room wanted to sell harder. The numbers pointed the other way.
I rebuilt the commercial baseline: what the work actually cost to deliver, real utilisation instead of best-case, and where the cost structure had outrun the revenue base. The leaks sat in pricing, capacity and cost, not the top line.
The fix didn't need a single new client. Repairing the operating model returned more profit than chasing growth would have.
Revenue
Profit
Figures shared in conversation
