What a 10% price change actually does to your profit
The arithmetic most owners never run: a 10% raise breaks even at 10% churn — and measured churn after a raise tends to run 2–5%.
Also this week
Cash Flow & Finance
What a 60-day-late invoice quietly costs
The float has a price: your borrowing rate applied to their unpaid balance, every day. A calculator to see it — and the phone calls that tend to get it moving. 3 min read Sales & PipelineThe five-touch curve
Most deals take five or more touches to close. Most conversations stop at two. The interesting part is what happens in the gap. 2 min read Hiring & PeopleWhat a resignation actually costs
Replacing a good employee runs six to nine months of their salary once everything is counted. The raise that would have kept them costs a fraction — here's the whole math. 2 min readField guides
Evergreen essays on the big disciplines
Field guide
Pricing Science
A field guide to how prices actually work
Read the guide → Field guideThe Timing of Money
A field guide to cash flow management
Read the guide → Field guideThe Economics of Keeping People
A field guide to employee retention
Read the guide → Field guideReputation Math
A field guide to reviews, referrals, and being found
Read the guide →The library
Every piece ends with one number to remember
Pricing Science
What a 10% price change actually does to your profit
The arithmetic most owners never run: a 10% raise breaks even at 10% churn — and measured churn after a raise tends to run 2–5%. 3 min read Pricing ScienceThe anatomy of a discount
At a 30% margin, 10% off doesn't cost 10% of anything you'd notice — it takes a third of the profit. Here's where the number comes from, and the sentence sellers use instead. 2 min read Strategy & the Owner's SeatThe $73-an-hour surprise
Divide what each client pays by every hour they actually consume, and the roster rarely looks the way it feels. One calculation, twenty minutes, new eyes. 3 min read Strategy & the Owner's SeatThe question a market-rate salary answers
What would it cost to hire a stranger to do the owner's job? Putting that number on payroll reveals more about the business than any report. 2 min read Hiring & PeopleThe unglamorous first hire
Not a salesperson, not a mini-you. The 15 admin hours most owners quietly spend every week — and the arithmetic of buying them back. 3 min read Hiring & PeopleWhat a resignation actually costs
Replacing a good employee runs six to nine months of their salary once everything is counted. The raise that would have kept them costs a fraction — here's the whole math. 2 min read Cash Flow & FinanceWhen net-30 actually pays
Measured across small businesses, invoices on 30-day terms clear in 45–50 days. The interesting question is what the faster-paid companies do differently. 3 min read Cash Flow & FinanceWhat a 60-day-late invoice quietly costs
The float has a price: your borrowing rate applied to their unpaid balance, every day. A calculator to see it — and the phone calls that tend to get it moving. 3 min read Sales & PipelineWhy the first competent answer usually wins
A lead answered within an hour is roughly seven times more likely to become a real conversation than one answered tomorrow. Speed, it turns out, is a close rate. 2 min read Sales & PipelineThe five-touch curve
Most deals take five or more touches to close. Most conversations stop at two. The interesting part is what happens in the gap. 2 min read Operations & SystemsThe index-card dashboard
Cash in the bank, what you're owed, what's due in 14 days. Why fifteen minutes on a Monday sees trouble three weeks before the financials do. 3 min read Operations & SystemsHow checklists actually get written
Not on the quiet afternoon that never comes — during the task itself, twenty minutes at a time. Ten of them documents most of a role. 2 min read Marketing & ReputationThe economics of asking in person
Why a one-sentence ask in the happy moment outperforms the automated email — and what 0.4 stars is actually worth in local search. 2 min read Marketing & ReputationOne division problem
Last quarter's marketing spend divided by the customers it produced. Everything else in the report is commentary. 2 min read Marketing & ReputationWhere word of mouth actually comes from
Referred customers are measurably more valuable and stay longer — and referral volume responds to design, not luck. Three mechanisms behind the businesses everyone recommends. 2 min readOne piece a week. That's the pitch.
About 400 words, always a real number, never a lecture — from whichever desk has something worth saying that week.
Unsubscribe anytime — we won't take it personally.