167: Client Case Study — Scale to Dominate a Region
Release Date: 09/11/2019
Culture, creating a strong one
Scaling Up Business Podcast
In this episode, Bill delves into the significance of creating a powerful and positive company culture as a foundational strategy for scaling businesses effectively and sustainably. He likens the ideal company culture to a "good cult," emphasizing the need for intentional, cult-like qualities within a company to foster unity, commitment, and shared values among team members. By drawing parallels with companies like Disney and Apple, known for their strong, cult-like cultures, Bill outlines how such a culture can significantly contribute to a company's success by enhancing...
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Managing a Positive Cash Flow with Peter Kingma
Scaling Up Business Podcast
If maintaining positive cash flow is keeping you up at night, this is the conversation you need to hear. Once you’ve got cash figured out, everything runs more smoothly. Peter Kingma works with multinational clients and leads EY Working Capital services in the Americas. Corporate leaders entrust him to help liberate cash through operational improvements, which help in reducing costs and improving service quality. His new book, Cash Is King, discusses why your company’s cash position should be on an equal footing with sales, cost, and service, and how to make that happen. ...
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Core Values, how to develop and use them
Scaling Up Business Podcast
In this insightful episode, Bill delves into the essence and significance of company core values, demystifying how to get them right and why they are so crucial for creating a thriving, scalable business. He emphasizes that core values are not mere aspirational statements or the embodiment of desired traits but rather a reflection of how a company operates at its best. Bill argues that core values should guide the behavior and decisions within a company, ensuring it grows in a way that remains true to its founding principles without becoming overwhelming or diverging into something the founder...
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Delegating as a Leader with Dave Kerpen
Scaling Up Business Podcast
Effective leaders know how to delegate the things they don’t do well — or don’t want to do well — so that they can focus on their strengths and move the company toward greater success. Dave Kerpen is currently an advisor to many companies and is the CEO/Co-Founder of Apprentice, a platform that connects entrepreneurs and business leaders with smart and motivated college students looking for real-world experience and mentorship. Dave’s new book, Get Over Yourself, shares the roadmap for how you can shift your mindset (and your workload) to focus on the things most important for...
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Perfecting your pitch
Scaling Up Business Podcast
In this episode, the focus is on mastering the art of pitching within the context of growing a company, emphasizing the importance of engaging people effectively despite their inherent complexities and irrationalities. Recognizing that people, including ourselves, operate in ways that might only make sense to them, the episode delves into how to craft a pitch that resonates and leads to more affirmative responses. The key lies in sharing a compelling vision of the future that addresses a problem or gap and depicts an improved future state. This approach not only demonstrates an understanding...
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Don't Self Sabotage with personal worries
Scaling Up Business Podcast
In this episode, Bill delves into the psychological barriers that hinder our ability to secure affirmative responses in business interactions, emphasizing the detrimental impact of personal concerns and self-doubt. He identifies common worries, such as fearing one is too salesy or arrogant, and illustrates how these internal fears can prevent effective communication and diminish the enthusiasm in pitches or proposals. Bill proposes a solution to shift focus away from oneself and towards understanding and addressing the needs and interests of the other party. By acknowledging and setting aside...
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Designing a Company That Can Get Rich with Christopher Volk
Scaling Up Business Podcast
The ultimate goal of building a company is to build its value. Designing a company that can get rich is not always top-of-mind for business owners, but it should be. Christopher Volk is the author of The Value Equation. Christopher was instrumental in leading and publicly listing three successful companies, two of which he co-founded. A 2019 regional winner of EYs’ Entrepreneur of the Year award, Christopher is a frequent university lecturer and serves on multiple non-profit boards. Not all companies are created equal. While many companies focus on their goods or services that...
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Talent Assessment and Development
Scaling Up Business Podcast
In this episode, Bill introduces a comprehensive approach to talent assessment aimed at enhancing team performance and fostering a positive work environment as businesses grow. He emphasizes the critical importance of assembling a team that not only performs well but also aligns with the company's values and culture. Bill introduces the concept of a talent assessment tool and process that focuses on two main criteria: fit with the company's values and performance in their current roles. This straightforward assessment provides a clear strategy for managing team members, highlighting the need...
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Dignity in The Modern Workplace with Ari Weinzweig
Scaling Up Business Podcast
Does dignity in the workplace really matter? Plenty of companies seem to get by without upholding dignity, but with over 40 years of experience and $60 million in annual sales, today’s return podcast guest knows there is a better way. Ari Weinzweig is the co-founder of Zingermans Delicatessen. Ari, alongside his co-founder, Paul Saginaw, started Zingerman’s in 1982 as a restaurant and specialty food retail space. Now the Zingerman’s Community of Businesses has 23 partners, employs over 750 people, and generates over $60 million in annual sales from ten separate businesses. ...
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Process Accountability PACe
Scaling Up Business Podcast
In this episode, Bill explores the crucial concept of process accountability as a key driver for company growth and efficiency. Focusing on the interplay between team engagement, performance, and the seamless integration of various business processes, Bill sheds light on the importance of defining and managing core processes distinct from functional responsibilities within a company. He emphasizes that processes like the transition from lead to customer experience involve multiple departments and, without clear accountability, can lead to missed opportunities and inefficiencies. Bill delves...
info_outlineToday’s episode showcases a typical example of how coaching can help elevate a company’s growth and goals. Bill and another coach, Jennifer Walzer, talk about one of their private client’s success stories and how you can replicate the same level of success in your business.
What does it actually look like to be a private coaching client in Bill and Jennifer’s world? This private client is a contractor in the West and saw an opportunity on how they could dominate their market within their state and their whole region. They knew people who have already gone through the scaling up process, but they knew it was going to be challenging to implement these strategies in their business. This is why they hired a Gazelles coach to help them.
There are a couple of ways you can scale a business. You can do it organically, you can do it through acquisition, and even through franchising. However, there is a lot of bad advice out there that doesn’t necessarily target your specific market and customer demographics. By not keeping focus on the right way to scale your business for your market, you end up losing time, resources, and most importantly, your momentum.
Another point to consider when it comes to scaling roadblocks is the important C-suite hires you make. If you don’t have a coach working with you to help guide you on the best people for your business, these bad C-suite hires can completely derail you and your business. When it comes to scaling up to dominate your region, there are a lot of moving parts to consider and having an outside perspective to help guide you is critical.
With this private coaching client, within two years of working with a coach, they were able to expand into three counties and have multiple offices within those counties. They had four times more people and five times more revenue as well and they’re on track for 12X growth. But how did Bill and Jennifer achieve this?
Bill walks you through some simple exercises they do to help get a baseline of where the client, the leadership team, and the company is. They also work on a dream manifesto where they create a clear vision of where they’d like to go in the next year, three years, and beyond.
Interview Links:
https://scalingcoach.com/coaching/
Resources:
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Scaling Upis the best-selling book by Verne Harnish and our team for Gazelles Coaching, on how the fastest-growing companies succeed where so many others fail. My name is Bill Gallagher, host of the Scaling Up Business Podcastand a leading Gazelles Coach. Gazelles is the term we use for fast-growing companies.
We help leadership teams with 4 Decisions around People, Strategy, Execution, and Cash so that they can Scale Up successfully and beat the odds of business growth success. Scaling Up for Gazelles companies is based on the Rockefeller Habits 2.0 (from Verne’s original best-selling business book, Mastering the Rockefeller Habits).