Insights
Business models, data and system boundaries
Methods and worked examples for IT providers: economic dependencies, operating decisions, responsibility, system coverage and the evidence needed before proposing further development.
When software meets the brief but misses an operating decision
A method for identifying consequential business decisions, who is accountable, which data they require and whether the delivered system supports them — before specifying another build.
CRM coverage vs business requirements: classify the gap
A method for distinguishing missing CRM fields, missing operational data, inaccessible evidence and genuine gaps in business decision support.
HubSpot custom object or operational system: six architecture tests
A decision framework for CRM consultants modelling equipment, locations, maintenance and work orders without confusing records with operational execution.
Service job profitability: records needed to compare quoted and actual contribution
A business analysis of labour-intensive B2B services, cost attribution and the data grain needed before dashboards or integrations can work.
Account research after implementation: a review procedure
A practical way for software development firms and CRM implementation partners to identify substantive next-client questions between projects.
Intervention Candidate vs sales opportunity: status and evidence
Define the states between an observed operational signal, an IT intervention hypothesis and a commercially qualified project.
White-space analysis for IT providers: test business dependencies
How CRM implementation partners and software development firms can identify potential expansion work from business dependencies, not product features.
Who owns CRM data quality? Define the decision before the field rule
A practical method for CRM implementation partners to define data fitness, business ownership, validation rules and failure handling before adding mandatory fields.
Sales-to-service handover: define the operating rule before automating it
A technical discovery checklist for CRM and software partners: inputs, acceptance rules, exception handling and accountability in sales-to-service handovers.