Insights
From our work to yours.
We share what we learn in the field — not theory, but observations and frameworks drawn from real engagements with Nordic B2B organisations. If it hasn’t been tested, we don’t publish it.
The Strategy That Survives Monday Morning
Why most strategies never make it from the boardroom to the daily work, and the four tests that separate a document from a direction.
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We share what we learn in the field — not theory, but observations and frameworks drawn from real engagements with Nordic B2B organisations. If it hasn’t been tested, we don’t publish it.
Why Good Commercial Strategies Don’t Always Deliver Growth
Why ambitious commercial strategies so often fail to turn into growth, and what it takes to build an organisation that can deliver them.
By Peter Hindkjær
When Do External Consultants Create Real Value, and When Don’t They?
When external consultants create real value, and how to make sure advice leads to better decisions and a stronger organisation.
By Peter Hindkjær
Why Investments in Sales and Leadership Development Often Fail to Deliver the Expected Results
Why sales and leadership development so often fails to change performance, and how to connect capability building to strategy, behaviour and results.
By Peter Hindkjær
Why More Sales Activity Doesn’t Necessarily Lead to More Growth
Why more sales activity rarely fixes a growth problem, and how better commercial choices put effort where it creates the most value.
By Peter Hindkjær
The Strategy That Survives Monday Morning
Why most strategies never make it from the boardroom to the daily work, and the four tests that separate a document from a direction.
By Christian Dam
Commercial Alignment
Why growth feels harder than it should, and why alignment, not effort, is the real driver of commercial performance.
By Peter Hindkjær
Relationships Are Nice. Growth Is Better.
Why the accounts your best people are proudest of are so often the ones that stop growing, and what turns a relationship into a plan.
By Mikael Werner
How Much of Your Pipeline Would You Actually Bet On?
Why the pipeline everyone reports against and the pipeline that is actually true are so often two different documents, and what closes the gap.
By Dorte Ertbøll
Everyone Has One Incentive System. Most have Two.
The formal system is in the HR policy. The one that usually wins was never written down, and it starts with what you do, not what you say.
By Rie Torp Besson
Motor or Miracle?
How to tell whether your commercial results depend on a system, or on the two or three people who always figure it out.
By Neil Naidu
Why Good Commercial Strategies Don’t Always Deliver Growth
Why ambitious commercial strategies so often fail to turn into growth, and what it takes to build an organisation that can deliver them.
By Peter Hindkjær
When Do External Consultants Create Real Value, and When Don’t They?
When external consultants create real value, and how to make sure advice leads to better decisions and a stronger organisation.
By Peter Hindkjær
Why Investments in Sales and Leadership Development Often Fail to Deliver the Expected Results
Why sales and leadership development so often fails to change performance, and how to connect capability building to strategy, behaviour and results.
By Peter Hindkjær
Why More Sales Activity Doesn’t Necessarily Lead to More Growth
Why more sales activity rarely fixes a growth problem, and how better commercial choices put effort where it creates the most value.
By Peter Hindkjær
The Strategy That Survives Monday Morning
Why most strategies never make it from the boardroom to the daily work, and the four tests that separate a document from a direction.
By Christian Dam
Relationships Are Nice. Growth Is Better.
Why the accounts your best people are proudest of are so often the ones that stop growing, and what turns a relationship into a plan.
By Mikael Werner
How Much of Your Pipeline Would You Actually Bet On?
Why the pipeline everyone reports against and the pipeline that is actually true are so often two different documents, and what closes the gap.
By Dorte Ertbøll
Motor or Miracle?
How to tell whether your commercial results depend on a system, or on the two or three people who always figure it out.
By Neil Naidu
Commercial Alignment
Why growth feels harder than it should, and why alignment, not effort, is the real driver of commercial performance.
By Peter Hindkjær
Everyone Has One Incentive System. Most have Two.
The formal system is in the HR policy. The one that usually wins was never written down, and it starts with what you do, not what you say.
By Rie Torp Besson
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