We hear it everywhere: “Scale! Scale! Scale!”
But here’s the hard truth: If you scale before you’re stable, you’re just multiplying your problems.
I’ve seen it happen more times than I can count. Before you add new markets, hire that next salesperson, or launch a shiny new product line, you need to prove your current systems can deliver consistently—and profitably.
You must get your current systems working for you before you can scale.
You must prove you can in the areas you are currently in before you branch out.
You must not neglect what you have while seeking what you want.
You must train based on proof, not theory.
A story to bring it home
A fabulous company I know (names withheld) has a product with very little competition. It’s the dream scenario, right? They had an existing sales structure that worked and simply needed enhancement—not a complete overhaul. They had the possibility of stability.
But instead of focusing on improving what was already working, they decided to go “all in” on growth and scale. They added two new business lines and completely reversed their current sales plan.
If they had stable footing, these moves could have paid off. But they didn’t. In their rush to scale, the team neglected their foundation. And it cracked. Now, they’re rebuilding from the ground up, trying to regain footing in both areas.
Don’t get caught in the SCALE hype.
You must have proven stability that can withstand growth—and less of your focus—before you can scale your business.
It is far more important to have a highly valued, healthy business than it is to have a high revenue line that drains your profit and sanity.
As Alan Miltz says:
“Revenue is vanity, profit is sanity, but cash is king.”
Scaling isn’t the goal. A healthy, scalable business is.
Ready to assess whether your foundation can handle the growth you envision? Let’s ensure you can scale without cracking your business in the process.
