When Discounting Becomes the Default, Something Else Is Missing
In most B2B transactions, both sides fall into familiar roles. Sellers talk about features, advantages, and outcomes. Buyers compare options and push for concessions. Procurement teams are trained to focus on cost, and sellers respond accordingly.
The result is an adversarial dynamic. One side “wins” on price, the other gives something up. Even when a deal closes, trust is thin and relationships can feel more transactional versus partner oriented.
What’s often overlooked is why price takes over so easily in the first place. It’s not because buyers don’t care about results. It’s because price is usually the only thing that feels concrete and comparable.
Growth Without Breakdown: The Human Cost of Scaling and How Owners Can Protect Themselves and Their Businesses
Most small businesses don’t fail because the owner runs out of ideas, ambition, or opportunity. They quietly stall because the owner runs out of capacity.
By the time many businesses reach a growth inflection point, the owner is carrying far more than the business was ever designed to support. They’re still deeply involved in delivery. They’re managing people. They’re worrying about cash. They’re holding client relationships together. And they’re doing it all while trying to “scale.”
This last article in our series explores the often-overlooked reality of scaling for business owners: growth intensifies strain before it delivers relief. And unless owners intentionally redesign how they lead, work, and recover, growth can become something that slowly breaks them and eventually the business.
The Economics of Scaling: What Holds Service Businesses Back from Their Next Level
Service businesses don’t necessarily stall because of a lack of opportunity. Often, they stall because the economics of growth feel unpredictable and overwhelmingly personal. Owners see the possibilities in front of them with bigger clients, expanding demand, and higher-value work, but the financial steps needed to seize those opportunities can feel too risky. Hiring ahead of revenue, raising price to match value, investing in technology, or expanding capacity require money, time, and confidence. Yet a lot of small service businesses operate with thin margins and inconsistent cash flow, making those investments feel like walking a tightrope.
Breaking the Owner Bottleneck: How Small Businesses Can Begin to Scale
Many small businesses, especially service businesses, don’t hit a ceiling because of the market, competition, or talent. Their growth stalls because the owner or founder becomes the bottleneck.
It’s not intentional. It’s also not a character flaw. It’s simply how many small firms are built: the owner starts out doing everything—selling, delivering, project managing, approving, billing and those habits stay long after the company outgrows them. Over time, the business becomes dependent on the owner for decisions, expertise, and to some extent even emotional stability. And that’s where growth slows… or stops altogether.
How to Make Smarter Product Portfolio Decisions Through Rationalization
Most B2B businesses are proud of the products or services they’ve built. But over time, even great companies can find themselves offering too much—too many products, too many versions, and with companies with configured products, too much complexity. That’s when it may be time for product rationalization.
From Risky Claims to Trusted Proof: How to Avoid the Most Common Pitfalls
In this final part of our claims series, we explore the pitfalls that can undermine even your strongest statements, and how to avoid them. From vague language and overpromising to regulatory missteps, this is your guide to de-risking your claims without dulling their impact.
From One-Off Claims to Strategic Assets: How to Build a Claims Portfolio
If you’ve ever spent time to develop copy for product brochures or build a sales presentation deck and struggled to explain why your solution matters or the Reasons to Believe (RTBs) in the benefits your solution provides—chances are you don’t have a claims portfolio.
We’re going to go deeper and share the basics on how to build a claims portfolio that works as a strategic advantage, not just a set of disjointed bullet points.
Claims Demystified: The Strategic Power of Proof in B2B Marketing
In this first article of our three-part series, we’ll break down what claims really are, why they matter far beyond the marketing department, and the different types of claims that should be a part of every marketer’s toolbox.