Figure 1: First Growth Lead Case Study AdvisorStream ($0-$1M ARR In 12 Months). They later went on to sell to Broadridge after scaling past $5M ARR. Case Study 2016ish (dates needed to be redacted). Growth channels were paid advertising + inside the sales team.
Figure 2: Second Case Study (CoPilot Advisor) $0-$1M ARR in 10 months. Completely reworked the product after running initial marketing and sales tests. Growth channels were outbound prospecting and paid advertising + inside sales team. Case Study Collected In 2017. Figure 3: P/L Statements From 2018, 2019, 2020 For Salesprocess.io, growth consulting agency. A growth consulting service that focussed on helping customers get their first $1M in revenue). The consulting service was scaled up to service more than 2000 customers. The price ranged from $6k-$50k based on customer needs. $18M was sold. $5.7M was collected in profits after-tax. Access channel was outbound prospecting, paid advertising and sales team. A rails app was built internally to help deliver on the consulting service. A protocol was made to solve the product-market-fit problem. An operator was trained on the protocol to help scale customer results. Customers were backed by firms:
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London, Pramod Jain, Presto Ventures, Privanet Group, PSL Ventures, Purppl, PwC, Quake Capital Partners, R/GA Ventures, Rahul Jaimini, Rajan Anandan, Real Ventures, Red Dot Ventures, Regal Funds Management, Revolution, Revolution Rise of the Rest Seed Fund, RevUp Capital, RFI, Right Side Capital Management, Roca X, Roman Bach, Root Ventures, Round2 Capital Partners, Royston Tay, Ryan Smith, S28 Capital, Sambrinvest, Sand Hill Angels, Sandbox Industries, SaskWorks Venture Fund, Saurabh Gupta, Scottish Investment Bank, SeedBlink, Seedrs, Senovo, Shashank Randev, Shasta Ventures, SICTIC, Sierra Ventures, Simpact VC, Singapore Angel Network, SixThirty, Slack, Smart Anchor Ventures, Social Capital, Social Starts, Soldiers Field Angels, Soma Capital, Sorenson Ventures, SOSV, SoundBoard Venture Fund, SparkLabs Ventures, Spiral Ventures, Srinivasan Venkita Padmanabhan, Standard Greases Family group, Star Farm Ventures, Starta Ventures, StartUp Health, Steve Ricci, Subconscious Ventures, SURGE Accelerator, Tamarisc Ventures, Tamra-Tacoma Capital Partners, Target Partners, Tech Coast Angels, Tech Nation Fintech, Techstars, Techstars Anywhere Accelerator, Techstars Bangalore Accelerator, Techstars Music, Techstars New York City Accelerator, Techstars Toronto Accelerator, TenX Ventures, Texas Venture Labs, The FSE Group, The Untitled Venture Company, The Venture Reality Fund/VRF, TheVentureCity Product-Led Growth Program, Thomson Reuters, Tigerlabs, TIMIA Capital, Todd Davis, Toshiba Corporation, Trend Investment Group, Tribal.vc, Tribune Capital, Trimantium, Uber, Uday Sodhi, Ulu Ventures, Uncork Capital, Urban Us, Urca Angels, Value Creation Capital, Venture Catalysts, Venture Kick, Victory Square, Vijay Kumar, Village Capital, Vulcan Capital, Watertower Ventures, Western Economic Diversification Canada, Wisconsin Investment Partners, Y Combinator
The following guide is for an experienced growth lead with an existing noteworthy case study on which a growth consulting business can and should be scaled. Or this is for a growth marketing shop who hit operational capacity who wants to transition to a leveraged consulting model to scale further.
Or this is for someone with a high-ticket consulting service who is operationally constrained and who wants to transition to a more leveraged model and take on more clients efficiently.
It’s possible to effectively service many consulting clients simultaneously if you leverage protocol building and the proper tools.
Nick Kozmin. B.Sc. Engineering Physics Queen’s University, Canada. Represented Canada at international design competitions. Started in sales at 20 years old and trained in the door-to-door field. Full stack developer. I started scaling SaaS businesses in 2014 (specialized in early traction and finding product-market-fit). In 2018, I started using a leveraged strategy to deliver my services. I brought on 2000 customers and made $18Mish in sales with little overhead. I created training and tools to help facilitate this at scale.
Step 1: Build Marketing Funnel and Validate Sales Process
Figure 4: Case Study Marketing Funnel Example: The marketing funnel simply displays your case study/case studies. The case study needs to be good enough to perk people up in the market. Video sales letters and written sales letters are used to efficiently communicate the message.
Figure 5: Paid Advertising Example Data and Example Run outbound prospecting campaigns and paid traffic campaigns that display your case study to generate appointments.
Appointments can be bought for between $100-$300.
Figure 6: Net Cash Vs. Sales Reps Vs. Time Tune your sales pitch yourself before hiring salespeople. Notice in figure below that I scaled to $40k per month before I brought on other salespeople.
Step 2: Work With Customers One-On-One To Flesh Out Protocol. Use Videos and Guides.
To get scale you need to use robust protocol that either your client can go through on their own, or an operator can use to work with a client.
Figure 7: Protocol Example Use logic to map out the paths for each client. The more clients you work with, the more robust the protocol gets. Don’t take on clients with distinct problems since the protocol will get too complex.
Figure 8: Action Plan Example Transpose the logic version into actionable steps and guide the customer through the steps with written guides and video training. Keep things chronological. The action plan contains training that is edible.
Figure 9: Training Example
Figure 10: Assigning Training Example In some cases, you will be working with teams where you will need to reveal only certain training to certain team members. You can do this on an individual basis with Google docs or with a tool. We built one in-house to allow us to do this.
Figure 11: FAQ Index Example As you are working with clients, you are building up a repo of common questions and answers. You can choose to display this to your customers, or to use internally to train operations staff. If a customer question comes up, the operator can quickly search database and answer the question.
Figure 12: One-On-One Feed Example Create a space where you can answer questions from each client in a virtual one-on-one environment. The clients want privacy and don’t want a group chat. For example, my service required me to edit sales letters and help with the sales process, so I would spend my morning running through customer support tickets and providing in-depth answers. This can be done with one-on-one calls as well where the info and notes are summarized in a private post.
Figure 13: One-On-One Feed Example The figure below shows an operator helping deliver the consulting service.
Figure 14: Partnership and Affiliate Examples Partner with tool providers and other service providers and display a resource index.
You want to keep everything in a single environment to handle many clients. When you are starting, you will likely just use email and Google Docs, however, that gets complicated at scale and you will need to either build your own tool, or use one.
Step 3: Leverage Expertise and Awareness At Investment Level To Make Quality Decisions
As you are working with your set of customers, you start to develop insights and your own unique lattice of a segment of a market that can be used to make high-quality investment decisions. For example, by working with customers to install their sales machines, I became very familiar with the CRM tools. I also became familiar with how SaaS businesses are and should be valued. I used this unique understanding to trade options when I saw an opportunity.
Figure 15: Trade Summary (Software Companies)
Figure 16: Returns From Plays Made Using Unique Awareness
Use these steps as a guide to scale your own growth consulting business or leveraged consulting business.
You may run into issues with building protocols and creating training, using the right tools, understanding at what point to sell and scale up and at what point to transition.
If you are interested in getting help on becoming a leveraged growth consultant, then book a call here: