Becoming a Growth Driven Organization: A CEO's Story

"We've made it our life's work to study and work with all types of companies - ones that are mega-successful, struggling, small, big, business-to-business, consumer, and those businesses simply treading water, like yours," I said.

"We discovered that there are five common overlooked opportunities for growth - something we call the Growth Gap™. Almost every company we encounter has an opportunity to grow their top line by addressing at least one or two of these gaps," I added.

"Overlooked opportunities?" exploded Charles. "I've read every profit and growth book out there and I guarantee you that we've explored every growth opportunity that exists in business," he said indignantly.

"I have no doubt you have, because I can tell that you truly care about your business and about your people. And I have no doubt that you really want to grow your business. Most business owners, however, do fall into the trap of holding five common misconceptions about growth."

"We educate our clients about how to overcome these myths. We focus on teaching companies like yours to attract more qualified prospects, convert more of those prospects to customers and win their loyalty, all while garnering a premium price," I continued. "Then we work with them to close the gap between the company's current performance, and the company's potential performance. Think of it as filling in the gaps."

"We look at your company's true strengths and marry those strengths with an underserved or burgeoning market need. That may mean changing, adding or subtracting product or service offerings, but invariably those suggestions are based in a great opportunity to close one or more of the Growth Gaps™ in the business. In other words, we feel confident our suggestion will make you more money," I concluded plainly.

His curiosity piqued, Charles asked, "How long does this process take? I mean, how soon can we expect results?"

"It takes as much or as little time as you want - within reason of course," I said. "We have some clients who are committed to making a short-term impact to their business, so they make it a priority to stick to an aggressive plan. We have other clients who set more reasonable expectations and opt for a "slow and steady" approach. Overall, I usually tell our clients that they can start to see results anywhere from 90 to 120 days."

"Everything hinges on something we call the 'Turning Point Quarter'. This is that critical time of discovery and transformation. Think of it like striking while the iron's hot. The first 90 days are critical in determining the results the client will see," I said.

I continued getting the answers to our qualifying questions. After we were both satisfied with each other's expectations, we agreed on terms of the engagement and started the tour of the facility.

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