What if Productivity Isn’t The Real Problem?
We’ve been talking about productivity challenges in Atlantic Canada a lot lately. And it’s true, low productivity is holding many businesses back. Similarly, our region lags significantly in adopting advanced technologies like AI. These are real issues, and they're important.
But through my ongoing research with the Mindset Project, where we measure Atlantic Canadian business owners' perspectives on decision-making and strategy, I uncovered something deeper.
What if our real challenge isn't actually productivity or technology adoption at all? When we asked leaders what's truly stopping them from investing confidently in innovation, employee experience, or technology, the answers surprised me. The biggest barrier wasn’t lack of resources, resistance to change, or gaps in knowledge.
It was revenue uncertainty
More than two-thirds of business leaders cite the stress of unpredictable revenue and challenges with developing and converting leads to business as clouding their decisions.
Over 70% of Atlantic Canadian businesses depend heavily on transactional, project-based revenue. Each month, these companies essentially start from scratch, repeatedly "firefighting" their way forward, stuck in cycles of reaction instead of proactivity. Uncertainty forces caution, caution prevents meaningful investments in people, processes, and innovation.
I've felt this firsthand. I've run businesses with recurring revenue, one at 80% recurring and another at 63%. The difference was profound. Predictable revenue didn't just ease financial pressure; it changed how I felt and made choices. Decisions became strategic rather than reactionary. With a stable foundation, I had the confidence to be proactive.
I have also known the feeling of starting each month ‘new’, wondering where it is all going to come from, trying to build an active pipeline of opportunities, and feeling the pressure of what will work. My attention became more short term.
The truth is recurring revenue transforms your entire business mindset.
That's why I've refocused my work to helping Atlantic Canadian businesses clearly understand, measure, and strengthen their Revenue Performance. Revenue performance isn’t just about growing, it’s about making revenue predictable, stable, resilient, and diversified.
Based on this work, we've developed the Revenue Performance Score, an insightful tool designed specifically to highlight your company's strengths and pinpoint exactly where revenue vulnerabilities lie. With clear, actionable insights, you can finally step away from the relentless "busyness of business" and toward more confident decision-making.
If you've been held back by cautiousness or uncertainty about future revenues, know you're not alone. It’s time to shift our conversations, and actions, toward creating predictable revenue streams. You can start now by taking our complimentary Lead-to-Revenue Assessment, built specifically for Atlantic Canadian businesses looking for clarity and stability.
Find out about how best to promote the best people for the role by touching base with me at michael@workinsights.io.