Double-digit growth for industrial organizations
We build growth engines for industrial organizations. First, we increase the clock speed of the entire organization, department by department, to accelerate growth.
Second, we re-engineer the front-of-house to improve service quality and massively increase sales activity. This includes marketing, sales, customer service, design engineering and field sales support.
A simple growth formula
Consistent double-digit growth
01
Commit to growth
For folks who’re tired of needless complexity
Double-digit growth requires an organization-wide focus and commitment from the top down. We help leadership teams determine what growth looks like for them. We then map out a path to achieve it.
02
Change your
religion!
From efficiency to speed
We sell the idea that organizations should optimize for speed rather than cost and introduce the organization-wide implications of this radical change in focus. By speed, we mean the pace at which operating profit is generated and the speed at which growth initiatives are run.
All else being equal, an organization with a faster clock speed is more profitable and grows faster. It consumes less capital, holds less inventory, and harvests greater economies of scale.
03
Build your growth group
Re-envisage the role of sales
A fast-growing business is not a single system. It’s two sub-systems cohabiting within the one organization. You have the revenue-generating group that extracts a steady stream of revenue from a basket of existing accounts (and from goodwill). And then you have the growth-generating group that grows the size of that basket.
The design of your organization needs to reflect this critical distinction.
04
Reengineer your front of house
Make operations—NOT sales—responsible for revenue
If you’re serious about growth, you must ensure that individuals (and teams) operate exclusively within either the revenue-generating group or the growth group, never both. We’ll reengineer your front of house to make Operations responsible for revenue and Sales exclusively responsible for winning new business (winning transactions from new customers and transactions from new product categories for existing customers).
WATCH OUR SALES DOCUMENTARY
Serious about growth?
Take these steps to get started on the path towards double-digit growth.
01
Read these books
The Machine + An Ode to Speed: proven methodologies that transformed sales performance and accelerated growth for industrial organizations worldwide.
02
Watch our Double-Digit Growth Video
If you’re aiming for double-digit growth but consistently end up settling for singles, this powerful documentary explains why (and, what to do about it).
03
Watch this LinkedIn Event
If sales are lagging, the issue isn’t with your salespeople. It’s with your entire organizational structure. This presentation introduces a new “Growth Group” model for industrial and B2B organizations.
When you’re ready, request a Solution Design Workshop overview
