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 →Working notes, not client evidenceResearch
Research notes on commercial systems.
Insights on where B2B commercial systems break, what that costs, and the ISEOR/SEAM research the KIHON framework is built on. The programme asks what can be carried into this context, what must be adapted and what fieldwork must still establish.
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.
Notes arrive by email as they are written. Subscribe to the feed →
Published foundation
ISEOR and SEAM provide the research architecture.
The corpus supplies theory, diagnostic structure, intervention architecture and a disciplined research method. Kihon uses that foundation to frame a commercial-system application.
Source boundary: these figures describe ISEOR's published international record, not a Kihon client result. View the ISEOR source →
Source architecture
A defined corpus, organised by the work it supports.
Core ISEOR papers, foundational books and strategic-engineering material, with complementary SEAM streams and contemporary management-control work.
Core corpus
Thirteen core ISEOR papers and foundational works on socio-economic management, hidden costs, qualimetrics and strategic intervention engineering.
Complementary SEAM streams
Le nouveau contrôle de gestion, Reconstruire l'entreprise, Tétranormalisation and later English-language volumes revisiting socio-economic management.
Contemporary management control
Science-based consulting, management engineering, hidden-cost-to-performance conversion, economic value capture and complex control systems.
Norm and governance complexity
Conflicting standards, duplicated controls and the coordination burden created by regulation, reporting and governance.
The complete methodological translation is on the framework page →
Kihon research programme
The B2B application is developed through questions that fieldwork can test.
Kihon applies the inherited architecture to B2B sales systems, GTM and revenue operations. The programme concentrates on organisational dysfunction, hidden cost and growth-stage transitions.
Current application
Commercial roles, handoffs, qualification, coverage, information quality and management routines.
Research questions
How commercial dysfunction becomes visible, which consequences can be valued, which interventions release capacity and what persists.
Doctoral boundary
The doctoral scope is narrower than the Kihon market category. Findings enter it only through an approved research design, supervision and fieldwork.
Publication destination
Measured and authorised client findings are published through Case Studies, with the baseline, limits and observation period visible beside the result.
Follow the work
The architecture, the programme and the cases, in their proper places.
The KIHON framework
The inherited concepts, the five steps and the two gates a finding has to pass.
Read the framework →Research notes
Working notes as questions and source work develop, by email as they are written.
Read the notes →Case Studies
The publication standard and, when available, measured field cases.
View Case Studies →Research applied to operating reality
Test whether your operating question is ready for diagnosis.
Use a short conversation to review the suspected strain, the source material available and what can be established.
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