Turnover is only part of the story. Understanding the drivers of contribution, capacity and cost helps you choose work that strengthens the business.
One action to start with
Choose one product or service. Map its price, direct costs, delivery effort and constraints. Discuss which single driver has the greatest effect on its contribution.
What this can look like
Two services can earn the same revenue while consuming very different amounts of scarce specialist time.
Illustrative example. This is a short application guide to chapter 15, not the full chapter.
Bring it into the business
Ask your team where they see this pattern. Agree one decision, one owner and a date to review what has changed. Start small enough to act on what you learn.
Use the leadership meeting pack ↗Want an outside perspective?
Work through the commercial priorities, owner dependence and recurring decisions that are holding the business back.
Read the full chapter
Chapter 15 starts on page 75 of The Questions You’re Not Asking.