Know, Do, Repeat

Know, do, repeat.  Looks like the words on the back of a shampoo bottle — wash, rinse, repeat.  Sustainable revenue growth can be, and often is, much more simple than many make it to be.  When businesses know what they do very well, know how to do it regularly, and know how to make it repeatable they grow.  The challenge in this rapidly shifting economy for many organizations is understanding what makes them consistently, repeatably, and predictably successful. 

To accomplish a repeatable success model, requires the following:

1. Focus: Know precisely what markets, clients, and segments your business is consistently successful in.
2. Awareness: Know specifically why your best clients bought, why they continue to buy, and what they value.  Ask them — this is NOT a survey conversation. This is an interactive knowledge gathering conversation.
3. Convert: Utilize this information to develop a selling strategy and program for your growth team to get more new great clients just like your current great clients.  Since your story resonates with your current great clients it will be rather simple for it to resonate with your future new clients provided you are telling your story in the right place (note step #1 – focus).
4. Train: Develop and implement an educational program that equips your team with the tools, the resources and the knowledge to be productive and effective in this very focused effort.  You do not need sales people simply running around trying to find any kind of business deal; you need your team equipped to be very efficient and effective at building relationships with businesses and in markets that your organization has consistently been quite successful in.  Your development program provides that focus and discipline.
5. Savor: Celebrate and enjoy with confidence your team’s ability to consistently and repeatedly land the type of business deals that make your business strong, profitable, and valued. 

It is much more fun to know where your business is growing and why, than struggling to figure out how to get your business revenues up.  Just like “Lather, Rinse, Repeat” is good for shampoo, leveraging the many benefits of “Know, Do, Repeat” requires nothing more than the F.A.C.T.S.