Growth & Profitability Advisory

Revenue growth alone doesn't guarantee increased profit; focus on strategic advantages and key performance indicators.

Identify where growth should come from and uncover $10K wins to improve your bottom line.

Growing revenue does not necessarily increase profit.

Costs, staff, software and bureaucracy often rise as businesses scale.

A business can become much bigger without becoming much better.

Getting Bigger Isn't The Same As Getting Better

A business can increase turnover while also adding staff, administration, management, software and complexity. The useful question is not simply whether the business is growing, but whether that growth is actually producing a better result.

Find Your Unutilised Advantage

Possible advantages include:

  • Reputation
  • Relationships
  • Niche
  • Service mix
  • Pricing
  • Geography
  • Underused people
  • Existing customer or industry network
  • Existing capability

Every business has dormant potential, a hidden edge that’s waiting to be used. It might be a reputation that’s stronger than you realise, a relationship you haven’t leveraged, or a niche that competitors have ignored. I dig until we find that spark. That becomes the launchpad for growth.

Work Out Where Growth Should Actually Come From

The point is to work out where the growth should actually come from, rather than simply deciding that the business needs more growth.
  • Better-performing services
  • Higher-margin services
  • New business
  • Pricing
  • Positioning
  • New offerings
  • Better use of existing capacity
  • Other opportunities where appropriate

Measure Three Things That Matter

Directors should focus on three key KPIs that reflect progress, and ignore distractions from vanity metrics.

What the three things are will vary from business to business, but they should tell the director whether the business is actually moving in the right direction.

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Michael focuses on pinpointing where growth should come from and defining KPIs that truly impact profitability.

$10K Wins

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