Emerging Businesses: Transition from “startup” to “grown-up”, standing apart from the crowd

 The Challenges

Finding clients – lead generation approaches which work for the first few customers are unlikely to be appropriate for the next stage of growth. How do you source new business sustainably?

Predictable sales cycles – a predictable pipeline and revenue stream is the lifeblood of a new business. How does a young business move from relying on personal contacts and lucky breaks for the first few deals to a formal sales process?

Maintaining client relationships – it is easy to put everything into keeping the first customer happy. How do you manage the risk of being so dependent on 1 client, and what is the balance between new and existing work for a young business?

Management capabilities and mindset – it takes a different attitude and set of skills to grow a business than to start one. How well prepared is your management team to make this transition, and what changes are needed?

Financing – startups are often fixated on funding, often discovering it is a time-consuming distraction from core business. Why do you need funding, what are the right options, and how do you raise it without taking your eye off your business?

 How We Help

Coaching sales and presales teams on tried and tested techniques, working with them over several quarters until new practices are in place and leading to improvements that make a difference to sales cycle and pipeline

Workshops and account reviews for Client Management teams on best practices in managing and growing accounts, and then working on accounts together to show the impact of applying these lessons in practice

Mentoring management teams to enhance capabilities, working together to build a team that can grow with the business

Providing insights into what investors are looking for, advise on the pros and cons of available options, and developing effective ways of presenting the company and its plans in the most effective light to investors