ICP Series

housing association

135. One Operating Problem. Five Sector Labels.

Jul 15, 2026

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7 min read

135. One Operating Problem. Five Sector Labels.

Co-living, housing associations, BTR, PBSA, and retirement living appear to be separate markets. Strip away the labels, and they start to look like one client.

Matt Harris

ICP Series

126. He Lost 25% of Revenue in Six Weeks. Then Tripled the Business.

Apr 15, 2026

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6 min read

126. He Lost 25% of Revenue in Six Weeks. Then Tripled the Business.

The exact ICP, values, and hiring system Josh Melton built after Athens Cleaning's worst six weeks

Matt Harris

ICP Series

121. Why Losing 25% of Revenue Was the Best Thing That Happened

Mar 4, 2026

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4 min read

121. Why Losing 25% of Revenue Was the Best Thing That Happened

Athens Cleaning Series #2

Matt Harris

ICP Series

119. Athens Cleaning Lost 25% Revenue in Six Weeks. Then Tripled. Here's What Changed.

Feb 18, 2026

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3 min read

119. Athens Cleaning Lost 25% Revenue in Six Weeks. Then Tripled. Here's What Changed.

Athens Cleaning Series #1

Matt Harris

ICP Series

118. Your Best 15 Clients Generate 59% of Profit and Eat 8% of Your Time. The Other 30 Do the Opposite.

Feb 11, 2026

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4 min read

118. Your Best 15 Clients Generate 59% of Profit and Eat 8% of Your Time. The Other 30 Do the Opposite.

ICP Series #5

Matt Harris

ICP Series

117. You're Not Losing on Price — You're Losing Because Buyers Can't Tell You Apart

Feb 4, 2026

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5 min read

117. You're Not Losing on Price — You're Losing Because Buyers Can't Tell You Apart

ICP Series #4

Matt Harris

ICP Series

116. The 60% Rule: Why Most of Your Pipeline Was Never Winnable

Jan 28, 2026

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5 min read

116. The 60% Rule: Why Most of Your Pipeline Was Never Winnable

ICP Series #3

Matt Harris

sales process

115. Your Salespeople Aren't Bad at Closing — Your ICP Is Unclear

Jan 21, 2026

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4 min read

115. Your Salespeople Aren't Bad at Closing — Your ICP Is Unclear

ICP Series #2

Matt Harris

ICP Series

114. The £180K Problem: Why You're Winning 40% Less Than You Should

Jan 14, 2026

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4 min read

114. The £180K Problem: Why You're Winning 40% Less Than You Should

ICP Series #1

Matt Harris

ICP Series

135. One Operating Problem. Five Sector Labels.

126. He Lost 25% of Revenue in Six Weeks. Then Tripled the Business.

121. Why Losing 25% of Revenue Was the Best Thing That Happened

119. Athens Cleaning Lost 25% Revenue in Six Weeks. Then Tripled. Here's What Changed.

118. Your Best 15 Clients Generate 59% of Profit and Eat 8% of Your Time. The Other 30 Do the Opposite.

117. You're Not Losing on Price — You're Losing Because Buyers Can't Tell You Apart

116. The 60% Rule: Why Most of Your Pipeline Was Never Winnable

115. Your Salespeople Aren't Bad at Closing — Your ICP Is Unclear

114. The £180K Problem: Why You're Winning 40% Less Than You Should

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