Scaling Up Coach
Scaling Up coaches are some of the most respected, experienced and effective business coaches supporting organisational leaders and business owners around the world. As a certified Mastering the Rockefeller Habits and Scaling Up Coach, I have an arsenal of effective tools and techniques at my disposal to help you grow your business.
If you are a mid-sized company with a revenue somewhere between £10-£150 million and are excited about the growth opportunities that lie ahead, the Scaling Up coaching framework will help you navigate the personal and business transitions and challenges associated with rapid growth.
Mastering the Rockefeller Habits
Verne Harnish is the best selling author of Scaling Up: (Rockefeller Habits 2.0) and Mastering the Rockefeller Habits. I self-implement the insights from these two books to grow two UK technology firms to £30m in five years. Now I use scaling up coaching tools with a select group of fearless, humble and ambitious CEOs.
See for yourself how these tools could impact you and your business. Attend the next Scaling Up Business Growth Workshop.
Verne Harnish is the founder of the Young Entrepreneurs’ Organisation, now known around the world as just EO. He is also the founder and CEO of Gazelles Inc, the Scaling Up coaches organisation.
I first came across Verne Harnish’s work whilst I was managing director at Rackspace. The chairman, Graham Weston, was attending the Birthing of Giants programme at MIT with other CEOs from around the world. We adopted many of the tools showcased in those sessions; Gallup Strengths, 5 Dysfunctions of a team, Topgrading and alignment and execution practices such as daily huddles and quarterly themes from Mastering the Rockefeller Habits.
Mastering the Rockefeller Habits was the genesis of Verne’s Four Decisions framework– People, Strategy, Execution and Cash – using this as your template, you can learn to implement proven growth strategies using tools such as the One Page Personal Plan (OPPP), One Page Strategic Plan (OPSP), Mastering the Rockefeller Habits Checklist and The Power Of One.
The Four Decisions of Scaling Up by Verne Harnish
For your business to scale up successfully, you need the right people in the right seats doing the right things. I will help you examine your organisational structure and assess business needs, develop management teams and leadership skills.
People and culture are covered in columns 1 and 2 of Verne Harnish’s open-sourced one page strategic plan (OPSP). Purpose, BHAG and the actions needed in your business to bring your core values to life. It is not enough to have a few great people, to execute a strategic plan you need to be deliberate about building a people system to attract, hire and retain A-Players. A solid people system is at the heart of ticking off item 7 on the Rockefellers Habits checklist – Core Values and Purpose are “alive” in the organisation.
Assisting CEOs and leadership teams put in place robust people strategies can be some of the most challenging but impactful work done by scaling up coaches.
Where do you want to be in 3-5 years’ time? I am more prescriptive than Verne Harnish, I feel strongly that a 5-year plan is little more than a wild arsed guess (5WAG). I coach clients on building out a 3-year plan with metrics for each of the 12 quarters this represents. Every company needs a strategic plan to determine key goals including targets for revenue, profit and headcount.
To achieve your 3-year strategic plan what 3-5 key capabilities will your organisation need to differentiate itself? What brand promises with guarantees and talk triggers will you develop to drive word of mouth marketing?
Once your revenues are increasing, so should your profits. If this is not happening in a growing business, sloppy execution may be at fault. Improving the way you execute your business strategy will help you dramatically improve your margins while saving time to get the job done.
We move to column 4 to plan our annual objectives and key results (OKRs). Its a matter of focus, what five initiatives will drive us towards our 3-year goal during the next 4 quarters? What are the key numbers on the P&L or balance sheet that we will be impacted by these objectives? Read Mastering the Rockefeller Habits and complete the checklist to spot the execution holes in your strategic plan. If you have completed this section you will be able to give yourself a tick on item 4 of the Rockefeller Habits checklist – Every facet of the organisation has a person assigned with accountability for ensuring goals are met.
Column 5 brings the timescale down to one quarter, 13 weeks or 90 days. This radically changes the cadence in a company. What are the financial metrics and non-fiscal targets for the quarter? What are the five rocks or key priorities? How will we measure progress and have we defined what done means? Who is accountable for each of these?
Column 6 brings the quarter to life for the team. What is the theme, the critical number we are shifting and what celebration is planned?
Column 7 brings the strategic plan down to the day-to-day. For each employee what are their 1-3 daily or weekly KPIs? Can they track them in real-time? Have you established minimum standards for each of these? Does each employee have up to 5 quarterly objectives or priorities and know how these contribute to the corporate goals? This creates a line of sight or alignment between the team every day and the BHAG in the future. Item 9 on the Rockefeller Habits checklist – All employees can answer quantitatively whether they had a good day or week – if often a challenge for organisations. It represents a cultural shift from manager to coach as well as a shift from monthly to daily reporting.
Completing columns 6 and 7 will mean your strategic plan is well on its way to completing item #2 on Verne Harnish’s Mastering the Rockefeller Habits checklist – Everyone is aligned with the #1 thing that needs to be accomplished this quarter to move the company forward.
In any business, cash is the oxygen needed to fuel growth. Cashflow impasses are common for businesses that scale up quickly – growth sucks cash. The Scaling Up tools I can bring to the table are the Cash Conversion Cycle and the Power of One in order to drastically improve your cash flow.
Once you have complete the one page strategic plan (OPSP) share it! Create a war-room where you can display your strategic pictures Hold your executive daily huddle and weekly meetings in this room. Make sure your core values, purpose and BHAG are prominently displayed in the office. Put up scoreboards to track employees daily KPIs visibly and in real-time. Congratulations you will have completed item 10 on the Mastering the Rockefeller Habits checklist! The company’s plans and performance are visible to everyone.
Download Verne Harnish’s Scaling Up Four Decisions Whitepaper here
Download the Mastering the Rockefeller Habits checklist here
Download the One Page Strategic Plan template here