The whole vault
Every chart explains one mechanism. Start with what's going on, or search the full text.
The Lopsided Pentagon
Your growth is held back by your weakest area, not carried by your strongest.
The Efficiency Penalty
When your team gets twice as fast, billing by the hour quietly cuts your pay in half, while pricing on the result doesn't.
The Right Structure for Your Situation
There is no single best way to pay a business-development hire; two questions about your situation decide it.
The Founder's Misallocation
"Too busy to market" usually means the founder is spending irreplaceable time on work someone else could do.
The Delivery Productization Trap
Fixed-price packages work for the predictable, repeatable part of your work, not for the custom builds where the job changes every time.
The Four-Person Pipeline
A pipeline that looks like several healthy channels can really be a handful of people who could each walk away tomorrow.
The Subtraction
Cutting most of what you do doesn't shrink the business; it uncovers the few things that were quietly driving all the results.
The Relevance Gap
More website traffic without clear positioning is being seen without being remembered; the visits climb but the deals don't.
The Org Chart Premium
Your price isn't really set by the size of the job; it's set by how many people on the client's side have to agree you did it.
The Niche-to-Product Matrix
A packaged offer only holds when you're clear about who it's for and your delivery repeats without the founder; most agencies have one but not both.
The Replacement Treadmill
Two agencies that win new clients at the same pace end up in completely different places, because the one that keeps its clients grows while the one that loses them shrinks.
Their Words, Not Yours
The words that make buyers say yes are the ones they already use for their problem, found in your own call recordings, not invented in a headline.