Investor Relations/MASTERCLASS/Revenue Maximisation

Instead of chasing investors with Bplans, build meaningful relationships with them

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Instead of chasing investors with Bplans, build meaningful relationships with them

As a firm we have been engaged by a US based social media-app company with headquarters in India and Nepal. For a little over 1.2 years we have been managing relations with the 4000+ investors that have placed their trust and money in the company. 

So, what is required for successful fund raising?

  • Build meaningful and deep relationships with your potential / to-be investors

Do not chase investors with random business plans. They get them in truck loads and most of them either drop out or find the eye of an associate who has this truck loads to sort.

  • Invest at least 4 months to build this relationship: share important signals with the investors/ their fund associates (with your investor relations 3 pager)

If you are a founder with successful past exits, please do not invest your time on this post. But if you are a founder raising money for the first time OR someone raising pre-series A or series A, be prepared that it will take at least 3-6 months. Relationships, especially of money do not get established in a jiffy. At least the successful one’s.

  • Gain the respect of the investor, more than the money

The day you gain the invest of the investor. Even if he/ she is not directly going to write you a cheque, you will get trusted recommendations that will get you closer to your goal.

There is a clear method to all this madness of fund-raising. We invite you to engage our investor relations advisors to go through this journey together.

About the author:
Time and Growth Advisors helps companies maximise revenue with training people, introducing technology and initiate customer involving initiatives.

Investor Relations/MASTERCLASS/Revenue Maximisation

Vision, Trust, Clarity, Metrics are the foundations of successful investor relations

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Vision, Trust, Clarity, Metrics are the foundations of successful investor relations

Whether you are an entrepreneur that has raised venture capital or a creator that has raised money via crowd-funding or a public company, investor relations are important.

Following are the 4 foundations of successful investor relations:

  1. Vision
  2. Trust
  3. Clarity
  4. Metrics

An investor is somebody who is trusting the founder(s) to spend his/ her money a lot better and create much bigger value. The value will translate into wealth creation if the investor – investee relation creates positive breakthroughs.

Investor relations begin a lot before you get the money in the bank

For founders it is important to understand that investor relations begin much before you get the money in the bank. It is a ‘relation’ that is akin to getting married. There are times when you get frustrated, when you do not like each other’s views and you fight, but you have to let the principles / foundation drive you.

Design your investor relations communication with the above principles. You will create more powerful and valuable relationships.

MASTERCLASS/Revenue Maximisation

Who is your customer?

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Who is your customer?

The day you answer this question really really well, you will be on your path to becoming a successful entrepreneur / business.

The best way to answer this question is to analyse who are the customers that you created most value for and do they also feel the same?

Let me start with my own example. The customers that my firm values the most are:

  1. Founders that are doing $1 million to $ 10 million in annual revenue.
  2. They are either single founders or two co-founders.
  3. All of them have an aggressive ambition to grow and have gone through the grind of building a successful business.
  4. Most of them have been unable to breakthrough of the ‘founders habit’ of being a problem solver. Because that makes all problems, their personal problems and they lock their time and value.
  5. Most of them yet do not have a governance system to measure if their people are truly time-efficient OR is the company still crippled with the employee-mindset?
  6. All of them are aggressively keen to understand how they can maximise revenue without a very large investment in people – processes – technology.
  7. All of them have an ‘X’ amount that they will be ready to invest every month for at least 12 months as our fee.

NOTE: the “fee” is always our last consideration because not every customer that can afford us is our customer.

Define your customer extremely according to the qualification criterion above. You will grow by creating meaningful impact.

About the author:
Time and Growth Advisors helps companies maximise revenue with training people, introducing technology and initiate customer involving initiatives.

MASTERCLASS/Revenue Maximisation/Small Business/SME

How can you create a system of revenue maximisation in your company?

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How can you create a system of revenue maximisation in your company?

Revenue maximisation is amongst the top priorities for any founder / CXO / business leader.

Revenue maximisation can occur largely in two ways:

  1. Either you invest in acquiring new customers
  2. You invest in innovation / creating more value for your customers from your existing services

The second part is tough

This is when you challenge your existing services, ideas, solutions. You challenge your teams and you push and inspire your customers to get more feedback on how to be more valuable for them. Sometimes this feedback could be tough to feed in.

How can you create a system of revenue maximisation in your company?

Revenue maximisation is not a one time trick. It has to be a system that is set in place consistently. The steps that most successful organisations take are:

  1. Figure out your most valuable services, products, solutions
  2. Figure out your most valuable customers
  3. See what value have you created with your existing services and customers

Step #4 is the most important in the chain. This is when you host the revenue maximisation workshops with your customers. This is a highly curated workshop that you host to understand how could you be more valuable for your exact customers. (who is your customer in your customers business)?

The day you get this system in place, your business will be a lot more valuable for your customers and their customers further.

About the author:
Time and Growth Advisors helps companies maximise revenue with training people, introducing technology and initiate customer involving initiatives. 

Founders Time/MASTERCLASS/Revenue Maximisation

The critical revenue maximisation strategy for founders doing $1M – $10M in revenue

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The critical revenue maximisation strategy for founders doing $1M – $10M in revenue

The greatest challenge for most founders with revenue between $1M – $10M is to keep their focus on signals and stay away from noise. Focus has an important element that is setting priority.

Make revenue maximisation a priority across the top 20% of the growth services/ products/ solutions

The top 20% of your growth services/ products/ solutions are adding the most value to your company you will argue. This is exactly the time when you must plan for revenue maximisation across them. Example:

  • If your product is a hit with customers ; its time you plan to re-write the code from scratch and invest in features that will make you future ready
  • If your solutions are a hit with customers ; invest time in speaking with the top 20% of your customers and ask them what future needs do they foresee.

The best time to invest in revenue maximisation is when your business is growing. This is when you move ahead of others and unlock new opportunities.

How do you begin with creating this culture of revenue maximisation?

Host revenue maximisation workshops with your customers. Revenue maximisation is linked directly with your customer seeing greater value in what you are proposing them.

Can you maximise revenue without adding too much cost of people / technology?

The answer to this question cannot be common for everyone. But there is one factor that is common. TIME. The one critical goal you must achieve is to make your people more efficient. When they utilise their time well, you will grow faster.

About the author:
Time and Growth Advisors helps companies maximise revenue with training people, introducing technology and initiate customer involving initiatives. 

Founders Time/MASTERCLASS/Revenue Maximisation

How do you get $100 million tech conference to your city? Ask Drake and Toronto

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How do you get $100 million tech conference to your city? Ask Drake and Toronto

The city of Toronto is incredible. Its a cultural mix of people from across the world. It has the right mix of most elements that make a global city in the ever changing times today.

But the city of Toronto has one more thing to it, a phenomenon called, DRAKE. Who is DRAKE?

Drake is a Canadian rapper, singer, songwriter, producer, actor and entrepreneur. His co-sign to the city of Toronto is also worth 5% of Toronto’s economy. That makes him about $440 Million in worth to the city of Toronto. He is a sensation. Period.

Drake by no means is a full time philanthropist, but he has almost single handedly become an economic and brand positioning booster for Toronto around the world.

About the $100 Million and the tech conference

Ask Michael Thompson, Councillor Ward no 37, Scarborough Center. In a recent interview to Vice he mentioned about how he pitched to a tech conference to choose Toronto as their venue for 3 years. This will bring $147 million in revenue to the city of Toronto. The deal clincher was DRAKE!

Lesson in revenue maximisation for businesses from Drake and Toronto

  • Unlock your founders / key executives time and let them build more people to people relationships
  • Give back to the community – whatever size of business that you are, in small ways give back to your immediate community – this will spread and do a lot more good
  • Re-think – your existing services and solutions and position them for your most valuable customers

About the author:
Time and Growth Advisors helps companies maximise revenue with training people, introducing technology and initiate customer involving initiatives. 

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Founders Time/MASTERCLASS/Revenue Maximisation

Have you set your plans for revenue maximisation in 2019?

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Have you set your plans for revenue maximisation in 2019?

Revenue maximisation is critical for every business. Whether you are a startup, an SME or a large enterprise, it is important to have a clear strategy for revenue maximisation.

So how do you ready your business for revenue maximisation?

From a 30,000 feet level, below are the fundamentals that you must be prepared for:

  1. Discipline : consistent people training and a follow-up process is required to be set-up
  2. Time : you must unlock time. Especially the time of key customer facing / growth stakeholders must be unlocked from daily operations.
  3. Understand your top customer : it is critical to understand your top customer and create more value for them.
  4. Deep innovation / more value design : you must work closely with your top customers and create deeper value for them.
  5. Mergers and Acquisitions : if you are a large firm, dedicate time on thinking at least 5 years in the future. Acquire smaller and nimble teams to add exponential value to your system.

What are the execution level details, how do we begin this practise?

  1. Train for time and efficiency : The most important pillar for the above is ‘time’. If the CXO’s, founders or the teams are not optimally using time, everything else will slow down and you will never reach the goals ‘in time’.
  2. Implement ‘governance and compliance’ for your growth teams : ensure that your growth teams (marketing, pre-sales, sales) are working in a system that they has compliance in-built.

If the above two fundamentals are implemented strongly, within two quarters you see change happening within the company and more value being created for customers.

About the author:
Time and Growth Advisors helps companies maximise revenue by unlocking time, setting systems and people discipline