Insights
Commercial thinking
for growing businesses
Notes, reflections and practical guidance on commercial strategy, sales leadership and revenue growth, written from 20 years of doing the work.
Latest Post
Recent insights
Featured Insight
01
June 2026 · 8 min read
The Fractional Model
What is a Fractional Commercial Director, and why your SME probably needs one
If you're a founder who's hit a revenue ceiling, considered hiring a salesperson but worried it won't fix the real problem, or quietly running on empty trying to be everywhere at once, this one is for you. The fractional commercial director model, what it is, why it exists, and whether it might be the right fit for your business.
Read the full post →Founder Pitfalls
02
July 2026 · 6 min read
Client Selection
The most common commercial mistake growing businesses make
Why founders take on bad-fit clients, what an Ideal Customer Profile actually does for you, and why saying no is harder, and more valuable, than it sounds.
Read the full post →Hiring Signals
03
August 2026 · 6 min read
The Fractional Model
When is the right time to hire a Fractional Commercial Director?
Five signs it's already time, the signs it's still too early, and what actually happens in the first 90 days. A founder's guide from someone who does this for a living.
Read the full post →Pipeline Health
04
September 2026 · 6 min read
Commercial Structure
A Busy Pipeline Can Still Hide a Commercial Problem
Why pipeline volume can hide weak qualification, poor conversion and unreliable forecasts, and what commercial clarity looks like instead.
Read the full post →