Profit rarely disappears in one dramatic moment. In most sales teams, it leaks out through small, repeated
concessions that feel reasonable at the time.
A late discount to “get it over the
line”. A free extra because the client is “important”. A term you accept
because procurement has arrived and everyone’s tired.
Deal‑by‑deal, it looks manageable. Across
five deals, the pattern is usually obvious: margin didn’t collapse. It drifted.
What this toolkit helps you do
This workbook gives you a fast,
practical way to:
·
Spot the few leaks that
cost you the most
·
Separate one‑off issues from repeatable
patterns
·
Put a simple rule in place that
protects profit without turning sales into a committee sport
It’s built for leaders who want
commercial discipline that sticks - without relying on heroics.
What’s included in the downloadable PDF
·
A clear definition of “profit
leaks” and how they show up in real deals
·
The Core 4 Profit Leaks
(untraded discounts, “helpful” scope creep, weak/unenforced terms, late‑stage
procurement pressure)
·
A full Profit Leak Checklist
(Core 4 + 11 additional common leaks + 2 custom slots)
·
Five Deal Audit Grids to
score and estimate leakage deal‑by‑deal
·
A Pattern Recognition
summary table (frequency vs cost)
·
An Action Plan to change
one rule, assign ownership, and set a 30‑day check‑in
·
Sales Directors / Heads of
Sales in UK mid‑market businesses
·
Commercial leaders who want
better margin control without slowing momentum
·
Teams where discounting, scope
creep, or procurement pressure is becoming “normal”
·
Leaders who want a simple,
repeatable review they can run monthly or quarterly
Who it’s not for
·
Anyone looking for a silver
bullet or a “scripts fix everything” approach
·
Teams without access to basic
deal numbers (price, expected margin, actual/likely margin)
·
Organisations that want blame
rather than insight (this is a system review, not a witch hunt)
Used properly, the toolkit helps you:
·
Make margin drift visible
across real deals
·
Pinpoint where concessions are
happening without a deliberate trade
·
Identify the upstream causes
(qualification, value case, governance, handover, terms)
·
Implement one enforceable rule
that reduces repeatable leakage
How it works (30 minutes)
1.
Pick five deals (5 mins) Choose recent deals that reflect reality—won or lost.
2.
Score the leaks (15 mins) Tick what happened, score it (0–2), and estimate the cost.
3.
Spot the pattern (5 mins) Look at frequency and cost to find the few leaks that matter
most.
4.
Change one rule (5 mins) Define the trade, make it enforceable, assign an owner, and set a
30‑day check‑in.
If you’re serious about protecting
margin, start with evidence. Download the Profit Leak Review Toolkit for £7.99.
FAQs
How long does it take? The core review is designed to be completed in 30 minutes
using your last five deals.
Do I need a full CRM to use this? No. You need access to your last five proposals/quotes (or
deal summaries) and the basic numbers.
Should I do this alone or with the
team? You can do it solo, but you’ll often get
better insight with input from sales, ops/delivery, and finance - especially
around scope, terms, and handover costs.
Is this a negotiation toolkit? It includes negotiation discipline as one of the common leaks, but
the focus is broader: behaviours, process, governance, and commercial rules.
Will this tell me exactly what to
change? It will show you where leakage is happening
and help you choose one enforceable rule to stop a repeatable leak. It’s
designed for action, not theory.
Does it cover procurement pressure? Yes - one of the Core 4 leaks is late‑stage procurement pressure, and
the checklist helps you spot the upstream causes.
Can I reuse it? Yes. Many teams run a version of this monthly or quarterly to keep
margin drift in check.
Is there a guarantee/refund? Add your policy here if you have one. If you don’t, see
risk‑reversal options below.
Protect margin without slowing sales
down.
Download the Profit Leak Review Toolkit for £7.99.
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