Category: Growth Phase

customer success

Your Most Valuable Resource

When I ask entrepreneurs what their most valuable resource is, I ALWAYS get one of two responses: money (aka – funding, cash) or people.  And it’s hard to argue about…

Read More
customer success

Importance of the Time-to-Value Metric

What do buying a new smartphone and being given a gift card have in common?  In both cases you want to extract value as soon as possible.  With the gift…

Read More
marketplace expansion

Expanding Beyond Your Home Market (Marketplaces)

Online marketplaces are being created for just about anything you can think of.  Some have a local services component on one side of the marketplace that carries an extra burden…

Read More
first board meeting

Your First Board Meeting

When you first incorporated as a C-corporation, probably only you and your co-founder were named as board members. You never really had official meetings or voted on anything, that you…

Read More
reducing legal costs

10 Tips for Controlling Legal Costs

It’s amazing how quickly legal costs can add up. If you’re running a startup, it’s possible that your legal costs are second or third highest amongst all of your expenses….

Read More

Visualizing the Interactions Between CAC, Churn and LTV

Anyone that has taken an accounting class or learned basic business financials knows the interaction between key elements of a P&L (revenue, cost, expense) and a balance sheet (assets, liabilities,…

Read More
MBO bonus

MBOs Demystified

Certain roles in the company call for a bonus as part of the total compensation plan.  But what criteria should be used for determining the bonus payout?  Common choices include company-level,…

Read More

The Difference Between Growth and Scalability

Experiencing rapid growth is different from having scalability.  Growth is an aspiration or end result while scalability is a capability that may or may not get exercised.  Growth can come in spurts…

Read More
price increase

Thought About Raising Your Prices Lately?

Effective pricing strategy involves part art and part science.  But it’s not a “set it and forget it” aspect of your business plan.  Once you start getting some traction for…

Read More

Why Use a GPS When a Compass Will Do?

I guess the corollary to this could be “don’t use a compass when the precision of a GPS is needed”.  In fact, the main point is to use the best…

Read More
tracking progress

A Simple Back-of-Napkin Assessment of Company Progress

I don’t have anything against a traditional SWOT analysis but recently found myself helping a couple of startups figure out how they are progressing against their business plan and vision. …

Read More

You Never Know What Operational Metrics You’ll Need – So Instrument Everything

It happens over and over and over again.  A company has a successful growth spurt and is ready to ratchet up to the next level.  They are sitting around a…

Read More