From profitable growth to cash generation
Why growth does not always translate into cash—and why cash generation needs ownership across the business.
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The cash traps hidden by averages
From company to channel, segment and customer: looking beyond averages to see where cash is trapped.
Which customers really create value?
Beyond revenue and margin: how pricing, cost-to-serve, payment terms and capital needs shape customer value.
Same revenue, same margin, very different value
Turned the customer-value framework into an interactive AI-built simulator — move revenue, margin, discounts and collection days and watch economic value respond, then scale the impact across a portfolio.
From profitable growth to customer economic value
The long-form piece behind the first four posts: why cash conversion, customer economics and capital allocation belong in the same management conversation — and how the customer-value simulator came out of it.
The hidden cost of a team that doesn't feel safe to speak
On psychological safety: why it isn't about lowering the bar, but about creating the conditions where people challenge assumptions, admit mistakes and raise problems before they show up in the numbers.
A budget should not reconcile numbers — it should align decisions
On planning cycles: why the real question isn't which number to agree on, but which assumptions, risks and decision triggers sit behind it.
Unlocking customer insights with RFM segmentation
Why segmentation isn't about boxing customers in: how Recency, Frequency and Monetary scores turn purchase behavior into 125 distinct customer profiles.
Customizing RFM for your business
Part 2 of the RFM series: why static thresholds mislead across different customer groups, and how micro-segments and actionable segments work together.
Turning customer segmentation into commercial action
Part 3 of the RFM series: why a segment alone doesn't create value until the insight behind it becomes a commercial action — and how Segment Transition shows whether it actually worked.
How Turkish household spending shifted, 2009–2024
Food stayed the largest spending category, but transport closed the gap on housing and utilities — a look at what 15 years of consumption data shows about shifting household priorities in Türkiye.
How regional price levels in Türkiye shifted, 2008–2024
İstanbul stayed the most expensive region throughout, but İzmir closed the gap and Balıkesir–Çanakkale jumped from 12th to 3rd in a single year — reading TurkStat's Regional Price Level Index.
Which margin drives your commercial decisions?
On IAS 2 / NRV: the same product can show a +1.96% margin on price alone and a −2.56% result once purchase and selling costs are factored in — built as an interactive simulator to make the discussion tangible.
What sits behind the revenue we report?
On IFRS 15: the five-step model connecting contract terms to the revenue number — and why orders booked, invoices issued, revenue recognised and cash collected shouldn't be used interchangeably.
The rent hasn't changed. But EBITDA just went up.
On IFRS 16: a simple ₺50,000/month, 5-year lease example where accounting treatment alone lifts EBITDA by ₺600,000 while the cash commitment and underlying economics stay exactly the same — paired with an interactive lease simulator.
Profit is up. So where's the cash?
A 70-second video on five practical rules for why profitable growth doesn't always generate cash — payment terms, inventory, cost-to-serve, and the capital that growth requires.
AI adoption is high. Business impact remains limited.
On McKinsey's 2026 State of AI report: 80%+ of respondents say AI improved individual productivity, but only 37% report a positive EBIT impact — the gap isn't adoption, it's redesigning workflows rather than just giving people faster tools.
Some controllers report performance. The best ones shape it.
A five-level Controlling Maturity Curve, from accounting reliability to enterprise value creation, and why higher levels build on financial discipline rather than replace it.
Heading to the EPP Global Pricing & RGM Summit
Joining the EPP 20 Years Global Pricing & RGM Summit in Amsterdam (17–18 November) — and why revenue growth management is about connecting pricing, customer economics and profitability, not just optimizing prices.