Perspectives

Insights

Practical perspectives for owners on building, selling and financing companies

Themes include sale readiness, quality of earnings, buyers, succession and the commercial work that makes a company worth owning.

21 articles in Building

Building · October 2026 · 4 min read

Customer Concentration: Reducing the Risk Without Losing Your Best Accounts

Heavy reliance on a few customers worries lenders, investors and buyers. How owners can reduce concentration while strengthening key relationships.

Building · October 2026 · 4 min read

Building Recurring Revenue in a Traditional Business

Recurring revenue is not only for software firms. How established service, distribution and manufacturing businesses can build predictable income.

Building · October 2026 · 4 min read

Reporting and KPIs: Building a Monthly Pack That Owners Actually Use

Good reporting is short, timely and tied to decisions. How to design a monthly reporting pack and a small set of KPIs for an established company.

Building · October 2026 · 4 min read

Building a Management Team That Can Run the Company Without You

How owners of established companies can assess their leadership team, fill the right gaps and create a team that leads, not just executes.

Building · October 2026 · 4 min read

Reducing Owner Dependency: A Practical Plan Over Three Horizons

When the business depends on the owner, value and resilience suffer. A staged plan to transfer knowledge, relationships and decisions.

Building · October 2026 · 4 min read

Pricing: The Most Overlooked Lever in Owner-Led Companies

Many established companies under-price out of habit. A practical framework for reviewing prices, discounts and terms without losing customers.

Building · October 2026 · 4 min read

Hiring Your First Real Sales Leader: What Owners Get Wrong and How to Get It Right

The first head of sales in an owner-led company is a pivotal hire. How to define the role, assess candidates and set them up to succeed.

Building · October 2026 · 4 min read

Building a Commercial Engine: From Founder-Led Sales to a Repeatable System

Many established companies grow through the founder's network and reputation. How to build a repeatable commercial engine that grows without them.

Building · June 2026 · 6 min read

How to Set Company KPIs Without Creating Noise

A KPI is useful only when it changes a decision, triggers an action, or improves accountability.

Building · February 2026 · 7 min read

What a Company Needs Before Entering a New Market

International expansion is not a translation project. It is a test of whether the company's model can be repeated under new conditions.

Building · October 2025 · 7 min read

The Management Information That Actually Improves Decisions

Management reporting should explain what happened, why it happened, and what decision is required next.

Building · July 2025 · 6 min read

Working Capital Is an Operating Issue

Working capital is not controlled by the finance department alone. It is created by operating decisions across the company.