We hear from owners all the time who have grown their companies to $500K, $750K, or even $900K in revenue, but can't seem to get to the next level. They're handling sales, estimates, billing, customer service, and sometimes even installations. There's simply no more time in the day.
The problem is that you can't scale a business by continuing to do everything yourself.
Watch: How We Grew a Security Company From $2M to $12M
We break down three things that can help you get past that ceiling:
- Keep cash in the business. Growth requires investment. Set a salary for yourself and hold off on increasing it until you hit specific revenue milestones.
- Prioritize sales and prospecting. Block time on your calendar for revenue-generating activities and protect it. We even suggest doing 100 face-to-face meetings in a month to see how much pipeline you can create.
- Get work off your plate. Use international team members to handle billing, scheduling, estimates, collections, and other administrative tasks. Consider subcontractors for fieldwork so you can spend more time selling.
One of the biggest mistakes we see is owners constantly putting customer requests and daily operations ahead of business development. Those things feel urgent, but if you're always reacting to what's happening today, you'll never create the opportunities you need for tomorrow.
Our recommendation is to hire a great virtual assistant, protect your prospecting time, and focus your energy on the work that actually grows the business.
My takeaway: If you're stuck around $1 million in revenue, take a hard look at how you're spending your time and money. Breaking through that ceiling requires building a business that can operate without you handling every single task.
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