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This weekend there was a great piece in the WSJ by Alexandra Wolfe about Howard Schultz the founder of Starbucks. There were so many great inspirational points on scaling a business, I felt the need to trap them here. I’ve added my take in italics. Read More

Of course advice on scaling any business is dependent on the stage you have reached. So let’s frame this post in terms of size. I’m going to assume your software business is generating annual sales between $5m and $25m. And you want to scale to $100m. Read More

Hyper-growth can really stretch your cash resources. Investments are being made at a very fast pace and lead times open up fast between cash received and cash paid out. At a technical level the accountants call it overtrading. An entrepreneur calls it – when the s hits the fan. Read More

If you are in a hyper-growth state, growing at 25% to 250% per annum, trying to add dozens of new employees, you are entering a battle for talent. The ability to bring stability to that growth will be largely dependent on the talent you bring in. Read More

I came to Boston in October 2001 from London to manage a software business called Teamstudio. In the summer of the following year it would be listed at #91 on the Inc. 500 list, with a 4 year growth of 1888%, that’s 111% per annum! But that was just the start of our problems. Read More

Last week the WSJ highlighted a fascinating study published by The Boston Consulting Group (BCG). The study claimed that the US would enjoy a significant cost advantage over Japan, Germany and France over the next 10 years. But what about sales? Read More

On Aug 27th the WSJ published a great little article –“Bosses Say Pick Up the Phone”. It highlighted the dangers of our younger generation failing to use the landline phone especially in a sales role. This post highlights the benefits of using that desktop device to sell. Read More

As the CEO of a business you will suffer some or even most of these symptoms. You could be flat lining on the sales front or aggressively growing but if you notice these symptoms you’re probably not scaling. Eventually we all stop scaling if we don’t do something about it. Read More

Results are all that matters. A CEO’s tenure, sell by date, runway is highly dependent on results. $1Bn in revenue, pre revenue start up and everything in between, it all comes down to performance. Leadership of any entity can be a lonely place. Read More

The vast majority of US enterprises (98%) employ less than 100 people. Specifically for that audience I’ve listed 10 quick tips to help you tell your story better across your marketing and sales teams. Read More