Scaling-up: What got you here won’t get you there!

I’m sure you’re familiar with the saying, “What got you here won’t get you there”. Marshall Goldsmith originally coined the phrase in reference to successful people. But the sentiment also applies to businesses looking to scale.

Whether you’re scaling for longevity or exit, there is a lot of truth to this statement. It’s widely recognised that a shift is required to reach the next stage of business growth. However, change is easier said than done. Change in any form can feel like you’re whipping off a security blanket, leading to some uncomfortable new ways of working. Still, it’s an essential step in achieving the full potential of the business you’ve created. Reaching this stage is a milestone to be celebrated rather than avoided.

Three fundamental shifts in the operating model facilitate the scale-up phase. By focusing on these areas and adapting your business accordingly, you will develop the new model required for your business to move from possibility to reality. The necessary new ‘ways’ may not have been feasible in the early days, but they’re now vital. 

The good news is that the aspiration and determination that got you started continue to be crucial in moving the business forward. 

Let’s explore the critical elements of your business that will drive future growth.

Revisiting your strategy

Naturally, you had some form of a plan on day one, and it’s served you well, helping you get to this stage. However, you now know more – more about your customers, more about the market, and more about how you can best serve them.

The early stages allow you to learn and fully understand the problems you solve. You discover where you’re proven to be the most valuable and, crucially, identify the business it no longer makes sense to pursue. Scaling is not just about getting more clients; it is about getting more of the right clients that deliver profitable growth. 

Armed with your increased knowledge of the market and where you can add the most value alongside current trends and competitors you can refine your strategy to align your efforts with where you have the greatest opportunity for success.

Prioritising operational excellence

With the strategy providing the necessary clarity of what you’re trying to achieve, aligning and galvanising your organisation with every aspect of the customer experience is now possible. 

The insight you have into the market will allow you to prioritise the areas of the experience that are valued most by your customers and represent the most significant challenge for your teams.

If this sounds like a big job, that’s because it can be. However, the effort is worth it. Delivering the experience to the highest standards can become the most significant aspect of your competitive advantage.

And, you’ve guessed it, this isn’t a one-and-done exercise. Operational excellence is based on continual improvement, requiring the right processes and culture to flourish.

Developing a high-performance culture

Successfully scaling up is only possible with a strong team and the right culture to support them. High-performing teams don’t occur naturally by chance; you must nurture them.

The best people thrive in environments where they:

• have a clear purpose
• have a defined role and responsibilities  
• feel they are making a contribution and are recognised
• feel empowered and have autonomy
• are involved in two-way feedback

Your team needs to feel able to raise issues, contribute ideas, ask questions and admit mistakes. Things can’t always be perfect, but everyone can strive to make things better. Your team must trust that everyone is doing their best and that you’re all pulling in the same direction. 

With the same standards, values, and goals across your business, you can now ensure the psychological safety necessary for continuous evolution. You never know where the next breakthrough idea will come from. Plus, you’ll create a culture where people want to show up and give their best.

To scale, your business needs to shift gears. Disrupting the status quo when your business is performing well can feel counterintuitive. However, revisiting your strategy, prioritising operational efficiency and developing a high-performing culture is the key to delivering optimum, sustainable growth.