Six Simple High-Growth Strategies

Posted by Chuck Kocher
On April 17, 2012

There’s no unwritten (or written) business law that says that something has to be complicated in order to work. Sometimes it’s the simple (but tough) things that really get us where we want to go.

If you’re looking for strategies to grow your business, try these six simple steps. What’s really great about these strategies is that they work in any size business and they work in any economy.

1. Evaluate Your Client Base: Not all clients are created equal, and smart, successful business leaders don’t treat every client the same. You’ll develop your own criteria by which you rank or organize clients, but here is a way to get started.

  • A-Level Clients are the ones you love to work with. They love working with you, too. And while it’s not a given, there’s a good chance they are more profitable as well.
  • B-Level Clients are also people or businesses that you like, that haven’t quite made it to the top level yet—but they have the potential.
  • C-Level Clients are kind of “average.” They kind of go through the motions, but they don’t show signs of growing. They’re not particularly interested in suggestions you make to help them grow. You don’t want any more of these.
  • D-Level Clients are a nightmare. They may take up a disproportionate amount of your time and you probably don’t make much money with them. They aren’t interested in growth and they keep you from spending more time with your more promising clients. You need to work on eliminating these clients.

2. Spend More Time with You’re A-Level Clients: These are the people that are excited about their business and are willing to do what it takes to succeed. You get energized being around them. They look at you as a partner (even if it’s not “official”) rather than a vendor. Speak with them. Find out what they really want and need from you. Figure out how to deliver it. Make notes about what makes them A-Level clients, and then go find more like them.

3. Target Niches Rather Than Large Markets: We live in an increasingly specialized world. Businesses are looking for help from people who understand their unique niche rather than a generalized area. Tighten your focus (and your expertise) on specific niches and out-perform your competitors. Build your marketing and branding around this.

4. Focus on Selling What Actually Makes Money: You’re not in business to stay busy—you’re in business to make money. Evaluate each sale from an ROI perspective (both long and short-term). Look at both the cost to acquire new business and at the lifetime value of new business.

5. Get Everyone in the Company Productive: Ensure that every employee and provider understands what they personally contribute—and how it will be measured. Real accountability is only scary to people who aren’t productive. Make sure they understand you will help them to be more productive.

6. Look at Your Whole Team—From Top to Bottom: This is a little bit like evaluating your clients. Identify the A-Level players (high productivity/high culture). Figure out how to attract more of those people. Which employees have no desire to improve, drag down others, and need to go? Continually train your good employees to improve their performance.

Just because these steps are simple doesn’t mean they are easy—or automatic. If you’d like more information about how to flesh these steps out for your specific business situation—or if you’d like to have someone help to keep you accountable—give me a call, or shoot me an email. This is what I live for!