Play Your Own Game

No one else's

Another call last week with a client, Jim, reinforced that the most valuable business problem often isn’t technical.

We discussed a software project to improve internal efficiency, but he couldn’t fund it until he doubled revenue. I asked what was stopping him, and he said he needed to do more outreach.

But that’s why we were talking. He was already maxed out. Doubling outreach wasn’t realistic.

So I asked:

Me: What would it take to get 10x the sales?
Jim: More outreach.
Me: If doubling feels hard, how would 10x be possible?
Jim: Right.
Me: Could you create an event that attracts your ideal buyer instead?
Jim: Maybe, but we don’t know how to get the word out.
Me: Any social media reach?
Jim: One co-founder has a big following, but we’re waiting for the right time.
Me: When is that?
Jim: After our branding is better.
Me: Would one new client cover rebranding costs through?
Jim: Easily.
Me: Why hire more sales and software people?
Jim: To grow the business, which this would also do.

There it was.

When we slow down and look clearly, the most significant blocks are often internal.
They’re uncomfortable to face, but way more workable than we think.