The whole vault
Every chart explains one mechanism. Start with what's going on, or search the full text.
The Three-Legged Stool
Your standing inside a client depends on three relationships, and losing just one can cut your work roughly in half.
The Repricing Slope
Better positioning raises the price of your thinking, not the price of your hands.
The Search Intent Trap
The kind of help a stuck founder needs depends on their actual problem, not the job title they happen to search for.
The Sprawl Chain
Trying too many scattered tactics is not the real problem - weak positioning further up the chain is what causes it.
The Convergence Trap
When every agency runs the same positioning playbook, they all end up sounding exactly the same.
The Scale Penalty
As an agency adds people, the share of every dollar it actually keeps as profit tends to shrink.
The Low-Stakes Client
The easy, low-stakes clients you keep around are the ones least able to give you the proof you need to win bigger work.
The Continuity Audit
Whether your agency can run without you is decided by everyday systems, long before any emergency puts them to the test.
The Decision Vacuum
When a prospect says let us think about it, the problem is usually unclear scope, not price, and a structured offer fixes it.
The Craftsmanship Ceiling
Doing every project fully custom caps your profit as you grow, while packaging most of the work lets profit keep climbing.
The Role-by-Role Utilization Map
Setting one billable-time target for the whole firm mismanages almost everyone in it.
Your Website Isn't A Lead Generator
Your website's real job is to convince the prospects you already have, not to go find new ones.