They have a good product or service, good customer relationships and a solid place in the market, but they don’t know how to grow beyond those things and move their company to the next level. Maybe they’ve managed to carve out a niche by opportunistically capturing selected clients with aggressive pricing and over-delivering on service, or maybe they were first to market with a product or service and have gotten an early lead against the competition. Regardless of what got them to where they are, they want to move beyond their current position and accelerate their growth.
But, they’re hitting a wall. The low-hanging fruit is gone. The opportunities coming over the transom are not enough to fuel the growth they want, and the new reps they’ve hired to ramp-up sales don’t have the business connections of the founder or existing business leader and consequently they don’t have much in the pipeline.
In some cases, we may be working with a founder or early investor who sees great potential in the business and wants to capture it. In other cases we are working with a family business in which the next generation has come into a leadership role. They know the business, having grown up in it, but they are more ambitious than the previous generation and want to take the company beyond its core — regional if they’re local or national if they’re regional. Whatever the particulars of the individual companies, they have a vision for their business but don’t know how to make that vision a reality.
That’s where Chief Outsiders comes in. We work with the CEO and his or her management team to translate their vision into actionable plans which are executed to deliver results and meet the CEO’s growth goals.
By working with many CEOs in various industries, we’ve been able to develop a framework for growth — we call them Growth Gears — which can get a company over their growth hurdle and to that next level. We’ve also learned a few things that we consider critical for growth-oriented companies. I’ve identified 5 for you below.
These are just some of the lessons we’ve learned over the last few years as Chief Outsiders and many more in our careers as marketing and business leaders. What are your Growth Gears?