Mark Osborne, MBA, CEPA®Enterprise Value Revenue Systems for B2B founders who want to break through revenue roadblocks, Modern Revenue Strategies · Agent Evers - Mark Osborne's agentic tool for building Enterprise Value Revenue Systems for B2B companies from $2M to $20M

The Story Behind the Numbers:

12 Jun 2026 · 1 min

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In this segment, Mark Osborne outlines a systematic approach to financial analysis aimed at uncovering the narrative behind quantitative results. He describes a high‑level reconciliation of key figures, assessment of concentration risk, and a year‑over‑year profit‑and‑loss (P&L) comparison presented both in absolute dollars and as common‑size percentages. By juxtaposing metrics such as salary growth against revenue trends, the presenter demonstrates how to probe underlying causes—like new hires, training periods, or reduced pricing—that explain apparent anomalies. The overall goal is to move from raw numbers to a coherent business story that informs decision‑making.

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So, so we'll basically try to reconcile a lot of numbers, compare them at a high level. We'll do all the concentration risk, and then we compare the profit and loss year over year, both as a dollar amount and we common-size it as a percentage amount. So like, hey, salaries are going up by 5%, but they're staying the same. Oh great, that's because revenue is going down. Why is revenue going down, but you keep the same amount of employees? Are they getting lazy? Are you charging less? What— tell us the story behind that. Oh yeah, we had to hire new people and there's a lot of training and they weren't as efficient, you know. So, so we look into questions like that.