A question people ask
Why do we win deals but can't grow?
Winning deals is not the same as winning a market. Growth usually stalls because nobody chose which customers to grow with.
Most technical companies that win deals but don't grow are winning the wrong deals. Not bad deals. Just scattered ones: a bit of everything, from customers who found you rather than customers you chose.
Look at three years of invoice lines. Which customer segments actually grew? Which ones stayed flat while you spent effort on them? The answer is usually already in your finance system, just never read that way.
Growth starts when you decide where to play and stop treating every enquiry as equal.
Read the longer article: Which customers are actually growing? Why most owners cannot answer