webinar | 5 things to prepare your company for growth

5 Things to Prepare Your Company For Growth

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Matt Peterson2-Time CEO - Growth Strategy Advisor

Thank you for attending today

Embarking on a growth initiative in your company before a well vetted strategy and plan is in place is a little like taking an engagement ring on a first date.

Your may be incredibly optimistic with good intentions but it is a flawed strategy with a high

probability of failure

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5 Things to Prepare Your Company For Growth

Preparing for Growth

1. Determine Why2. Build Financial Model3. Product/Service

Upgrade4. Right People Onboard5. Scalable Process

• What is your growth objective?• Bigger market share?• Compete with the “big boys”• Improve valuation?• Increase profits?• Just to get bigger? (not

recommended)• Important considerations

• What impact will growth have on margins/profitability?

• Buyoff from investors/board?• Growth should be accompanied by

healthy contribution margins to be sustainable

• Fast growth can be dizzying

Why Do You Want To Grow?

• Get an experienced CFO to build the financial model

• Prove out the model before committing resources

• Growth requires capital. How will you finance it?• Current investors, New investors,

Angel, Seed, LOC, VC’s?• Secure financing upfront• What is your planned growth trajectory?

What is the cost? How fast will impact how much $$$ needed

• Share the model with the appropriate stakeholders - get everyone’s buyoff

• Be prepared for questions, justifications, and modifications

• Space considerations – Will you need more room?

Build a Financial Growth ModelPreparing for Growth



• Does your product need a facelift or overhaul?

• Do you understand your customer and their needs?

• Determine your core competencies. Who you ARE vs. who you ARE NOT

• Is your product innovative?• How big is the addressable market?• How well do you know your competitors?• Update your competitor analysis – once a

year• Do you have a current product/service 12-

month roadmap?• Pricing evaluation: are you priced right?

Product/Service - Need an Upgrade?

Preparing for Growth



• Is the CEO leading the charge? If not, it will fail

• Key people: CEO, Board, Investors, CFO, COO, VP/Sales, VP/Marketing, VP/CX

• Do you have the right organizational structure?

• Different skill sets required at different company growth stages – Who do you need to hire?

• What skills will you need from outside of your team?

• Work out sales projections with the sales leader

• Sales & Marketing leadership in alignment?• Are your comp/incentive programs aligned

with the company growth objectives?• Measure results with real time analytics –

Executive dashboards

Do You Have the Right People?Preparing for Growth



• Timing: is it the right time/season to scale?• Evaluate your lead gen process. You will need

more leads!• SQL’s vs. MQL’s• Know your cost per lead• Know your lead conversion rate• Be careful of run away costs in the name of

lead gen• Carefully evaluate the sales

team/leadership/sales operations• Sales pipeline management improvements• Can you handle the influx of new customers?

What is your CX model?• Right technologies in place: CRM, Marketing

Automation, CX platform, data dashboards, etc.

Is Your Process Scalable?Preparing for Growth



• What are you trying to do with the company?• Lifestyle/family business?• Get bought by a competitor or PE

firm?• Go public?

• Seek to build up the equity value before you seek a buyer

• When to sell? If you haven't thought about this, you should

• Seek out an experienced M&A firm (not a business broker) long before your anticipated sale

What is Your Exit Strategy?

5.99 Preparing for Growth


Upgrade4. Right People Onboard5. Scalable Process6. Exit Strategy

Take Time Along the Way

• Growing is never easy – know this going in• Growth is both a journey and a destination• Conduct regular reviews on how you are doing – be flexible to changes• Determine how you will measure and acknowledge success• Celebrate milestone victories• Acknowledge your staff both privately and publically• Share the spoils with the people that make your company run• Take time away from the office – recharge your batteries• Encourage your staff to do the same

Thank you for joining us!

Matt Peterson2-Time CEO - Growth Strategy Advisor

[email protected]

mailto:[email protected]

webinar | 5 things to prepare your company for growth

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