The operating system for running compound growth. Set up your growth model, find your bottleneck, build your 90-day plan, and run the weekly cadence that keeps it all on track.
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Your ideal customer profile, your positioning, your unit economics, and your growth motions. These four things shape everything downstream. When they're unclear, you end up targeting the wrong people, spending too much to acquire them, and running campaigns that sound good but don't convert.
This playbook helps you get those decisions right before you start spending. It's not about theory. It's about sitting down, being honest about who your best customers really are, what makes you different, and whether the numbers actually work. Get this right and everything else gets easier.
Most B2B companies pick a growth motion by accident and wonder why scaling feels so hard. Learn how to deliberately choose between founder-led
Vague targeting wastes budget and confuses your team. Get specific about which companies to pursue and who within them actually makes buying decisions so every growth activity has a clear target.
Your prospects compare you to alternatives whether you like it or not. Control that comparison by deliberately choosing your category and articulating why you win against the options they are already considering.
Growth without guardrails burns cash. Set the CAC to LTV ratio and payback period that determines how aggressively you can scale and what constraints your growth engines need to operate within.
If you're joining a team that runs this operating system, you need to understand how it works without reading every chapter. This is the short version: what to expect from each cadence, how decisions get made, and how to contribute from day one.
Annual goals mean nothing without quarterly targets that break them down. Learn how to work backwards from revenue through conversion steps and set the assumptions your team will execute against. By the end of this chapter, you'll have a model that turns ambition into arithmetic and gives every team a number they own.
Spreading effort across everything means making progress on nothing. Learn how to pick one metric to focus on each month, select initiatives that will actually move it, and create the conditions for step-change improvement rather than incremental tweaks. Walk away with a clear focus and a short list of initiatives that matter.
Monthly is too slow to catch problems before they become misses. Learn how to run a 60-minute weekly rhythm where each person reports their metric, surfaces issues early, and leaves with clear actions. Stop being surprised at month-end and start fixing problems in week one.
Compare your ideal customer profile to last quarter's closed deals to find gaps between who you think you are selling to and who actually buys.
Check whether your positioning still differentiates you from competitors and resonates with how buyers think about their problem today.
Replace your original assumptions with real revenue data and recalculate whether your growth model is financially sustainable.
Learn which numbers to check each week, how to spot early warning signs, and what to escalate before small problems become big misses.
Most teams look at dashboards without knowing what to do with the numbers. Learn how to diagnose what actually happened, separate signal from noise, and make course-corrections while there's still time to recover. Turn data into decisions instead of just reporting.
Quarterly targets hit or missed are just the starting point. Learn how to assess whether your assumptions about the business were right, extract learnings that compound, and set up the next quarter with a model grounded in reality. Close one quarter and open the next in a single session.
Use conversion data, CAC trends, and team capacity to evaluate whether your current growth motion is still the right choice.
Flexible workspace for docs, wikis, and lightweight databases ideal when you need custom systems without heavy project management overhead.
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Google Sheets is a cloud-based spreadsheet tool for data analysis, collaboration, and automation. It's free, works in your browser, and integrates with the entire Google Workspace ecosystem.
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Richard Rumelt
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A sharp test for strategy quality. Diagnose, choose guiding policies and design actions that compound over quarters.
Bill Aulet
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Step by step approach to define customers, test value and design a go to market path that leads to repeatable revenue.
Alistair Croll
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Pick the One Metric that Matters for your stage. Build lean dashboards and use data to decide the next best move.
John Doerr
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A clear guide to OKRs for growth teams. Write good objectives, choose key results and run cadences that stick.
Gary Keller
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A method for ruthless focus. Ask the focusing question, block time and protect momentum on the work that matters most.
Richard Koch
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Use Pareto thinking to pick channels, ideas and customers. Cut the long tail and double down on what works.
Select metrics that reveal whether you're achieving strategic goals to track progress and identify problems before they become expensive to fix.
Document your ideal customer's role, goals, and challenges to tailor messaging and prioritise features that solve real problems they actually pay for.
Identify what you do better or differently that competitors can't easily copy to defend margins and win customers consistently over time.
Plan how you'll reach customers and generate revenue by choosing channels, pricing, and sales models that match your product and market reality.
Define how you're different from alternatives in a way that matters to customers to guide all messaging and ensure consistent market perception.
Articulate the specific outcome customers get from your solution to communicate why they should choose you over doing nothing or using alternatives.
Estimate the maximum revenue opportunity if you captured 100% market share to size your opportunity and prioritise which markets to enter first.
Apply disciplined experimentation across the entire customer lifecycle, optimising every stage through rapid testing and data-driven iteration.
Achieve the state where your product solves a genuine, urgent problem for a defined market that's willing to pay and actively pulling your solution in.
Attract prospects through valuable content that solves real problems, building trust and generating qualified leads who approach you.
Turn satisfied customers into active promoters who systematically bring qualified prospects into your pipeline at near-zero acquisition cost.
How do you make all four engines work together instead of in isolation?
Increase the average value of your initial contracts through better packaging, value framing, anchoring, and negotiation.
The full journey from first meeting to signed contract. How to improve conversion at every stage of your sales pipeline so more opportunities become revenue.
Build and automate sales follow-up sequences that keep deals moving through your pipeline without manual chasing.
Define your ideal customer profile, craft positioning that differentiates, and choose the channels that reach buyers when they are ready to act.
Build a scoring and qualification framework that separates genuine buying intent from casual interest, so sales invests time where it counts.
The operational wrapper for every consulting engagement. Covers kickoff, communication rhythms, progress reviews, and handover so nothing falls through the cracks.