Fixing loss-making contracts. Asking the right questions to get to the right answers.


Many companies are uncomfortable bed-mates with low-margin contracts and, this not being the original plan, want to fix whatever is broken sooner rather than later. The ‘fixing’ process will be based around answering five key questions – the aim not just to significantly improve profitability, but to avoid a recurrence by creating a platform for organisational learning. Let’s...

It’s goal-setting and discipline that improves profitability


Profitability is limited more by a lack of imagination and determination than anything else. Breakthrough performance is made visible in models that measure the impact of changes in performance – increase this by 5%, reduce that by 3%, stop spending on this, and invest in that – you will be surprised at how the future of your BU will look. And then you just need to instill the discipline in...