A question, carried further
What the programme has established so far on one question, what the evidence supports, and what it does not yet support.
Working notes, by emailNewsletter
Research notes, in your inbox as they are written.
Where B2B commercial systems break, what that costs, and what the evidence supports so far. Current inquiry, not client evidence; nothing in a note identifies a client.
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What arrives
Three kinds of note.
A pattern, named
A recurring condition in B2B commercial systems, read through the dysfunction families and the cost components, without a client attached.
A source, read
What a piece of the ISEOR/SEAM corpus says, what carries into a commercial system and what has to be adapted.
Research notes
Working notes, newest first.
Notes carry the programme as it runs: what a question has produced so far, what the evidence supports and what it does not yet support. They are current inquiry, not client evidence, and nothing in them identifies a client.
The cost your CRM cannot record
A CRM records what happened. The largest components of commercial cost are defined by what did not happen, which is why no pipeline report has ever shown them.
Read the note →Notes arrive by email as they are written. Subscribe to the feed →
FAQ
Newsletter FAQs.
How often does a note arrive?
When one is written, not on a calendar. A note is published when a question has been carried far enough to say what the evidence supports and what it still does not, which is less often than weekly and more often than never.
What do you store?
Your name and address, for the notes alone. Every note carries an unsubscribe link, and unsubscribing removes you from the list.
Is this client evidence?
No. The notes are current inquiry from the Kihon research programme. Nothing in them identifies a client, and measured, authorised client findings are published through Case Studies, not here.
Go further
A note points at a pattern. A Diagnosis prices it.
Where a note describes something you recognise in your own system, the Diagnosis is how it becomes a figure you can take into a decision.
Explore the Diagnosis