Ross Paterson

In the startup/foundation phase, an A+ client is anyone willing to sign a check. But if you take every dollar that walks through the door, you’ll end up with a stressed team and minimal (if any) profit. Get comfortable grading your clients to kill two birds with one stone: refine your business’s ‘ideal client’ profile and track which marketing spokes are actually worth reproducing. Client quality controls your growth. We once spent months finding an EA for a client who fought our process...

When we started this business 20 years ago, I just wanted marketing to work like the manufacturing processes I had led for decades. Input. Action. Result. The frustration I experienced and still struggle with today is that marketing is the most non-linear process in my business. The activities that gave us fruit for two years stop working. Then a random encounter on a bike ride leads to one of our biggest contracts ever. How do we know what to work on? Here are a few things we have learned in...

Hard XM Truth 💊: If you don’t want to learn Marketing and Sales, you should probably go work for someone who does. Coming fresh off strategic planning in time for the new year (if you haven't yet, check out our full Youtube series HERE ), we're focusing the next few weeks on the fundamentals of Business Development for Business Owners. The evolution from startup to foundation-building depends on revenue growth xceleration. And we can’t sustain the next level of revenue for our business...