Globix Group
Business review

Find your blind spot.

Three steps to explore what needs attention and find a practical next move.

Choose an area. Explore the gap. Talk it through.

Find your blind spot — 3 steps

The Iron Triangle

Where is the business at risk of falling behind? Select the area that concerns you most.

Operations, Capital and Relationships connected around your growth.
People, process and technology: how the business works.
What to fund, what to spend and when.
Customers, partners and the right expertise.

Uncover the gap. Right now.

Find an opportunity in your business—and a practical move you can make today.

What sounds familiar?

More examples
Something else — I don’t see my issue here

We’re good at the work, but struggle to sell it.

We’re good at the work, but struggle to sell it.Conceptual comparison of value delivered and value communicated. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Value delivered Value communicated Sales gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations · Relationships

Good work doesn’t make the value obvious.

Check this

Ask a buyer why they would choose you. Is it the reason you expected?

Talk this through

We’re losing touch with past clients and leads.

We’re losing touch with past clients and leads.Conceptual comparison of existing relationships and relationships revisited. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Existing relationships Relationships revisited Engagement gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleRelationships

You’re following up. Are the conversations moving?

Check this

Pick five open conversations. Does each have a clear next step and date?

Talk this through

Marketing brings leads, but few sales.

Marketing brings leads, but few sales.Conceptual comparison of marketing activity and closed business. The shaded gap identifies a question to examine, not measured values or a forecast. Gap Marketing activity Closed business Conversion gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

Operations · Relationships

Good lead numbers can hide weak sales.

Check this

Look at ten recent leads. How many bought, and where did the others drop off?

Talk this through

Too many leads are a poor fit.

Too many leads are a poor fit.Conceptual comparison of leads received and suitable buyers. The shaded gap identifies a question to examine, not measured values or a forecast. Gap Leads received Suitable buyers Qualification gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

Relationships · Operations

More of the wrong leads creates more work.

Check this

Compare five leads you rejected. What should your marketing or screening have caught?

Talk this through

Sales are up, but we’re not keeping more.

Sales are up, but we’re not keeping more.Conceptual comparison of revenue and operating costs. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Revenue Operating costs Margin opportunity Time xRevenue / cost Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations · Capital

More sales can still leave less money.

Check this

Compare your last three jobs. Which left the most after delivery costs?

Talk this through

Too much depends on the same few people.

Too much depends on the same few people.Conceptual comparison of work to be done and system capacity. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Work to be done System capacity Execution gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations

A busy team can still be waiting on one person.

Check this

Choose one recurring delay. Is it waiting on a person, a decision or a clear handoff?

Talk this through

The team isn’t using the system.

The team isn’t using the system.Conceptual comparison of workflows introduced and workflows adopted. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Workflows introduced Workflows adopted Adoption gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations

The tool may be right. The workflow may need work.

Check this

Watch one task. Where does the team leave the system or enter information twice?

Talk this through

We have a plan, but nothing is moving.

We have a plan, but nothing is moving.Conceptual comparison of potential progress and progress made. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Potential progress Progress made Momentum gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations

Agreement isn’t the same as ownership.

Check this

What will be finished this week, by whom, and by when?

Talk this through

We’re not sure we need to spend this much.

We’re not sure we need to spend this much.Conceptual comparison of initial budget and revised requirement. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Initial budget Revised requirement Scope gap Scope refinement xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations · Capital

You may need less than you’ve been quoted.

Check this

Name the result you need. What is the smallest change that would get you most of it?

Talk this through

Our pitch isn’t explaining the opportunity.

Our pitch isn’t explaining the opportunity.Conceptual comparison of questions to address and answers supported. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Questions to address Answers supported Readiness gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleCapital · Operations

Clear to you may not mean clear to them.

Check this

Ask someone to explain your opportunity back to you. What did they miss?

Talk this through

The owner still has to close every sale.

The owner still has to close every sale.Conceptual comparison of sales opportunities and team-led sales. The shaded space represents an area to examine. No measured values or forecast. Gap Sales opportunities Team-led sales Founder dependence Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

Operations

The owner’s judgment may be missing from the sales process.

Check this

Pick a recent win. What did the owner do that someone else could learn?

Talk this through

We’re selling more than we can deliver.

We’re selling more than we can deliver.Conceptual comparison of customer demand and delivery capacity. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Customer demand Delivery capacity Capacity gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations

A sale can become a delivery problem.

Check this

Trace one late job. Where did it first wait, and what would have moved it?

Talk this through

We have reports, but not clear answers.

We have reports, but not clear answers.Conceptual comparison of decisions required and decisions supported. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Decisions required Decisions supported Information gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations

You have the numbers. Which decision do they change?

Check this

Name the decision before opening the report. Which number would change your mind?

Talk this through

We’ve made the sale, but haven’t been paid.

We’ve made the sale, but haven’t been paid.Conceptual comparison of revenue contracted and cash collected. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Revenue contracted Cash collected Cash-flow gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations · Capital

A sale doesn’t pay the bills until cash arrives.

Check this

Take your largest overdue invoice. What is blocking payment, and who can resolve it?

Talk this through

We won the order. Now we need to fund it.

We won the order. Now we need to fund it.Conceptual comparison of cash needed and cash available. The shaded gap identifies a question to examine, not measured values or a forecast. Gap Cash needed Cash available Funding gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations · Capital

Growth can use cash before it brings cash in.

Check this

Map what you pay before the customer pays you. What is the biggest shortfall?

Talk this through

We want funding, but the plan isn’t clear.

We want funding, but the plan isn’t clear.Conceptual comparison of capital required and capital available. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Capital required Capital available Funding gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleCapital

The amount should follow the plan.

Check this

Put a purpose, date and expected result beside each use of funding.

Talk this through

The right capital partners don’t know us.

The right capital partners don’t know us.Conceptual comparison of potential access and transactional approach. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Potential access Transactional approach Access gap Relevant relationships xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleCapital · Relationships

A strong opportunity can still be unknown.

Check this

Who needs to know you—and what would make the opportunity relevant to them?

Talk this through

Investors said yes, but the money hasn’t arrived.

Investors said yes, but the money hasn’t arrived.Conceptual comparison of indicated commitments and funds received. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Indicated commitments Funds received Conversion gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleCapital

Interest isn’t a commitment.

Check this

Separate interest, signed commitments and money received. What is the next step for each?

Talk this through

Sales and delivery aren’t on the same page.

Sales and delivery aren’t on the same page.Conceptual comparison of customer commitments and commitments supported. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Customer commitments Commitments supported Service gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleOperations · Relationships

Your customer and your team may have heard different promises.

Check this

Ask sales and delivery what was agreed on one recent job. Do their answers match?

Talk this through

We can’t reach the people we need.

We can’t reach the people we need.Conceptual comparison of relevant opportunities and decision-makers reached. The shaded space represents an area to examine. Fix the one thing marks the starting point. No measured values or forecast. Gap Relevant opportunities Decision-makers reached Connection gap Time xOpportunity Fix the one thing

Conceptual illustration · no measured values or forecast

In the Iron TriangleRelationships

The right title isn’t always the decision-maker.

Check this

Who owns the decision, who influences it, and why would they take your call?

Talk this through
1 / 20

Work through the decision.

Start with one focused session around a real business issue. Get an outside perspective and a practical next move.

Come back when you want to review progress or work through the next decision.

What is on your mind?

Your next business decision.

Bring the issue and the context. We’ll test the assumptions, examine the options and help you decide what deserves attention next.

Book a conversation

Your first conversation is free. Any further work is agreed separately.