Signal 01
Revenue rises, contribution does not
Growth looks healthy at booking level, but delivered work produces less cash and contribution than expected.
Commercial Erosion Intelligence · CROs · CDMOs · Life-science services
Margin Genome™
Find where quoted contribution mutates into delivered margin, then redesign the commercial rules before the next CRO or CDMO deal repeats the loss.
Discuss this decision →The commercial constraint
Bookings can grow while margin quietly disappears.
A headline gross-margin number cannot show whether value was surrendered in the quote, diluted by unpriced scope, consumed by rework, lost in scheduling or delayed in working capital. Margin Genome™ reconstructs the commercial anatomy of completed work so leaders can act on the rule that created the erosion, not merely debate the final percentage.
Signal 02
Scope expands without recovery
Free extras, repeated change, rework or expedited delivery become normal operating behaviour rather than commercial exceptions.
Signal 03
Procurement resets the anchor
Discounts, rate cards and concessions accumulate without a consistent give-get rule or approval threshold.
The Mandrixa method
Reconstruct the journey from quote to cash.
The unit of analysis is a completed project or work order, not a generic price list. Mandrixa builds an erosion bridge across discounting, unpriced scope, delivery variance, change capture, pass-through recovery and payment delay. Each finding is tested against commercial, operational, quality and finance evidence before a decision is made.
Unit: completed project
Decision: change the price, scope or approval rule that allowed avoidable erosion.
Evidence required
- Quotes, statements of work, change orders and invoices from the last 24 months
- Planned versus actual time, cost and delivery data
- Service taxonomy, rate logic and approval matrix
- Procurement objections, lost-deal evidence and quality events
Decision outputs
What the work changes
Erosion ledger
A traceable waterfall showing where planned contribution changed and how confident the evidence is.
Margin corridor
A practical corridor by service line, with thresholds for escalation rather than a blanket price rise.
Scope and change triggers
Clear language and commercial triggers for changes, rework, urgency and pass-through costs.
90-day control dashboard
A small set of leading indicators that management can use before delivery variance becomes a surprise.
Evidence standard
No certainty theatre.
Every conclusion is labelled by evidence strength. Verified facts are separated from corroborated patterns, modelled assumptions and unknowns. The framework is a Mandrixa decision method, not a claimed industry benchmark or guaranteed predictor.
Verified in source data.
Corroborated across sources.
Modelled assumption.
Unknown and decision-relevant.
Questions
Margin Genome™ FAQ
Is this a pricing review?
No. Pricing is one possible source of erosion. The method also tests scope design, change control, delivery variance, working capital and evidence quality.
What data is needed?
The strongest analysis uses completed projects, but the work can begin with a defined sample of quotes, statements of work, invoices and planned-versus-actual delivery records.
Does Margin Genome guarantee EBITDA improvement?
No. It identifies evidenced sources of erosion and the decisions available. Outcomes depend on implementation, market response and operational discipline.