Working-theory note
When the target becomes the forecast
A target, forecast, commitment and result do different jobs. Before acting on a revenue number, establish which one it is.
Read the noteResearch notes
Ideas to put to the test.
Notes on the decisions, evidence and commitments behind revenue systems worth relying on. Ideas from the working theory, with their questions and limits made visible.
The latest research notes.
Practical questions from our starting theory and developing research programme. No survey findings have been published yet.
Two places to begin.
Follow the promise through the system.
Explore the four connected domains, the two gaps and the handoffs shaping our starting theory.
From experience to evidence.
Understand the research questions, the proposed approach and what a CEO survey can reasonably show.
The distinction matters.
Research notes make clear whether they are exploring an idea, describing a method or reporting evidence. Findings need to show whose experience they describe and the limits of the conclusions.
Read our approach