Founders Time/MASTERCLASS/Revenue Maximisation

The biggest battle that Indian growth stage businesses need to win right now

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The biggest battle that Indian growth stage businesses need to win right now

The world is looking upon India as the next big economic growth opportunity. India, China and other parts of Asia are well positioned to grow. But they all face a major challenge – skills training and productivity.

The greatest war for Indian growth stage businesses

For Indian growth stage businesses, the greatest battle to win is of people productivity. Most founders of growth stage companies, especially the one’s that are growing with their own money, they expect more productivity from their people.

Productivity breakdown

  1. Increase in speed of execution (from strategy to actual action)
  2. Increase in overall efficiency (people to be more aware of their time and goals)
  3. Increase in adoption of technology (people to use more tools)

Indian growth stage companies choosing productive consultants than full-timers?

A rising trend across new age growth stage companies is to design special projects with defined timelines and clear goals to achieve. India Inc. is increasingly hiring ultra productive and experienced advisors / consultants to get on the fast track. Such a structure creates a win-win for everyone involved.

The strategy for Indian growth stage founders to grow with sustainability and speed?

  1. Deeply define growth projects with clear processes set to measure execution and goals achievement
  2. Hire experienced advisors / consultants for the first 6-12 months of the project to ensure a clear direction for the project backed with execution
  3. If you already have a team, align the advisor the goal to increase the overall productivity of the team ; if not, let the advisors own the process and the goal, fail fast and build the system for you that will scale as you hire people
  4. Beyond this period build an execution team that follows the set processes and delivers to the responsibilities

 

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.

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. 

Masterclass With PS/Small Business/SME

How Can Small Businesses Get Their Idea To Spread Without Big Marketing?

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How Can Small Businesses Get Their Idea To Spread Without Big Marketing?

Dear Small business owner, what you are wanting to spread is an idea. Marketing is not the answer you seek.

In the world of networks today your growth is all about how deeply can you make people believe in your idea and invite/ inspire them to spread it for you. This is especially true for small businesses.

This post captures the 2 (two) most important learnings while working with small business owners to spread their ideas:

  • #1: Build a strong narrative. (Narrative is not marketing)

The narrative about your small business is not marketing. The narrative is your belief in the value that you are creating and the perception of that value in your customer’s belief.

Remember, narratives take time and effort to build. They are possibly the most important investment you make in your brand. Once your customer believes in the value the same way that you do, you will not have to worry about churn/ business loss due to smaller/ trivial factors.

The most important factor about a narrative is consistency of message and design.

  • #2: How many times by design do you speak with your customers? (Increase frequency)

The most important metric going forward will be ‘number of conversations’ that lead to ‘sales’. Everything around you is a conversation. Whatsapp, Linkedin, facebook, YouTube, twitter are all conversations.

The fundamental of being human is being able to converse. Small businesses fall into the trap of big budget paid marketing. That’s marketing, not a conversation. Conversations have the advantage of getting the human sub-conscious to come forth a lot more often.

Double your sales in 2018. Go big.

About the author: Paritosh is the CEO, UNCV. The UNCV Small and Emerging Business Hub helps SME owners answer their most challenging questions and introduce them with people for business growth.