Growth & Strategy
The way you ran the business at this size starts to strain at the next one. Decide where the next revenue comes from, and change how you run it in time to hold it.
- Weigh new services, verticals and pricing tiers before you commit.
- Step back from the day-to-day without the wheels coming off.
- Set targets and track the few numbers that show it is working.
New Clients, More Per Client, or New Services: Which Growth Path Fits Your Numbers
You're at the planning meeting for next year's growth, staring at three options: chase new clients, squeeze more from the ones you have, or sell them something…
Find Your Problem
Six parts of growing the business rather than only the desk. Start with where your next revenue should come from.
Where the Next Tier of Revenue Comes From
New clients, more per client, or new services, and which one your numbers say.
1 resourceService Catalog and Packaging
What is sold, what is bundled, and what is retired.
Verticals and Specialization
Choosing an industry, and what changes when you do.
Partnerships and Channel
Vendors, referrers and co-managed IT, and the agreements behind them.
1 resourcePlanning and the Operating Rhythm
The annual plan, the quarterly review and the weekly numbers.
1 resourceGetting Yourself Off the Tools
The handover from owner-technician to owner, in stages.
1 resourceLatest Articles in Growth
All Articles →New Clients, More Per Client, or New Services: Which Growth Path Fits Your Numbers
You're at the planning meeting for next year's growth, staring at three options: chase new clients, squeeze more from the ones you have, or sell them something…
The One-Page Annual Plan and the Five Numbers That Keep It Honest
Say it's the week after your busiest season ends. The calls have slowed, the tickets are down, and you finally have room to think.
Price, Bundle, and Retire: Building a Service Catalog That Earns Its Keep
Your service list has grown one line at a time. A client asked for patching, so you added patching.