Category: Growth Principles

Revenue Stress Test

Maximizing your revenue potential In 2019 I had a chat with Kees Koolen, the former CEO of booking.com. We spoke about growing companies at an extremely high speed. Kees is now an investor, and he said something exciting when we talked about his criteria for investing in a company: “Before I invest in a company, I want to see an exact rolling forward profit & loss statement for the next five years that shows how …

Value Ladder

Build your value ladder and increase your CLTV This lever is designed to maximize the value of your customer. You should never sell just one product or service at one price. Why? Because you’re leaving so much money on the table when you’re underserving your customers.  The money is in the list If you have an audience, which could be an email list or a customer list, there is a difference in what people are …

Dream 100

Identify your Dream 100 and acquire new customers rapidly You only grow a business by doing one of these three things: Getting more clients Getting a higher average order value per transaction – which means selling more per transaction  Increasing the purchase frequency – getting your clients back more often to buy from you again This lever focuses on getting more clients.  A lot of companies hire me to help them with a go-to-market strategy. …

Introducing Growth Levers

Do you know what’s essential? Many people would not admit it, but a LOT of things that we do in life and business don’t move the needle at all. So why does this happen? We’re not taught how to distinguish between what matters and what not. But if you study business extensively, you’ll get to this conclusion: Only a few things are essential, and the rest doesn’t matter. It’s called Essentialism. Focus on what truly …