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- Herausgeber: John Wiley & Sons
- Kategorie: Fachliteratur
- Sprache: Englisch
Scaling a business is not for the faint of heart. It's a mind-bending journey that causes millions of business owners around the globe to either throw in the towel--or avoid risk entirely and suffer from smallness and mediocrity. Most of these businesses fail because they are ill prepared to face the real challenges involved in scaling. Either they don't have the bandwidth to keep up with the sales demand or production, miss out on major opportunities due to fear, or keep making the same mistakes over and over because systems and processes aren't in sync with the rate of growth. To truly scale, you must upsize your strategic practices, implement new marketing strategies, find new ways to build your team, and expand your mindset to break through whatever is keeping you stuck at the same level. Then you must be willing to take the leap into the giant unknown - to make your impossible possible. In Scale or Fail, author Allison Maslan--who has successfully scaled ten companies from scratch and has guided thousands of small businesses to do the same--shares her revolutionary SCALEit Method ® for successfully growing, replicating, and expanding your business. She also shares pivotal mindset strategies she's used to break the fear barrier as a trapeze artist so you can move past any obstacle, take strategic Big Picture risks, and fulfill your dreams of business expansion and skyrocketing profit. Featuring a wealth of real-life success stories, visual tools, and exercises that are prescriptive and inspirational, Scale or Fail offers proven scaling strategies and a proactive approach to: * Create your Big Picture Vision and build a plan to achieve it * Produce an ever-flowing stream of cash flow with consistent profits * Establish a powerhouse team that functions well without you * Become a true leader and feel like you deserve your success * Improve systems and processes that facilitate scaling * Get past the mental and strategic pitfalls that cause revenue bottlenecks * Scale or Fail is adaptable to any type of business--manufacturing, consumer goods, a brick and mortar, a digital service, a wholesaler, a consulting service, and everything in between. Whether you're six figures and scaling to seven. . . or in the seven figures and scaling to eight or even nine, Scale or Fail provides the roadmap to multiply your business growth--and empower you to soar in the air with the greatest of ease.
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Seitenzahl: 340
Veröffentlichungsjahr: 2018
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Praise for Scale or Fail
“Don't be an entrepreneur who settles. Growth takes persistence and an unwillingness to take no for an answer. Scale or Fail is the secret sauce to help you overcome setbacks and win big.”
—Barbara Corcoran, founder ofThe Corcoran Group, author, and Shark Tank investor
“By reading Scale or Fail, you are taking the important first step toward building a bigger, better, and stronger business. This book helps you look deep within yourself to be able to identify your superhero strengths, focus on them, train others to do what you do – and then let go to move on to your next potential multi-million dollar enterprise. This is not an easy task for anyone to accomplish, and we are lucky to have Allison's book by our side to support us along the way!”
—Dean Graziosi, entrepreneur, real estate expert, andNew York Times bestselling author
“Allison is brilliant at taking huge complex ideas and breaking them down into small, simple steps that anyone can follow. If you want to learn how to grow and scale your business whilst feeling empowered and happy (because both are important!) then buy, read, and implement this book now. You won't need another business book for a decade.”
—Geeta Sidhu-Robb, CEO, Nosh Detox,Entrepreneur of the Year, London 2017
“If you have a small business and want to do something spectacular with it, you need to visualize several years down the road what it will look like and then translate it into a clear picture for your team. The invaluable tools in this book will help take that vision and turn the scaling rollercoaster into the ride of your life.”
—Cameron Herold, founder of COOAlliance and author of Double Double and Vivid Vision
“Allison Maslan draws on the wisdom of building 10 companies to give you her revolutionary method towards building a self-managed company. Scale or Fail turns confusion into clarity and condenses what you need to know in a way that can be applied immediately. Gift this to every business owner you know that is serious about taking the leap!”
—Roland Frasier, serial entrepreneur, attorney, and Principal of Digital Marketer and CEO of War Room
“I've often said, ‘Life gives to the giver and takes from the taker.' Allison Maslan is an awesome giver who has written the new authority book on scaling. She totally speaks my language, especially when it comes to networking, providing sound marketing advice, and advising business owners on how to let go of what is not excellent and driving the long-term vision. This book can help you be the first domino in several chains of dominoes.”
—Joe Polish, founder and President,Piranha Marketing Inc., and Genius Network
“When you are looking for a business mentor, find one that has been there and done it. In Allison's book, Scale or Fail, Allison not only shares her top growth strategies, she shares her wisdom from being in the trenches year after year. She knows what works and what does not in todays new economy. Give your scale journey a shortcut and read her groundbreaking book. Your life will never be the same.”
—Michael Bernoff, Founder and CEO ofHuman Communications Institute
“As you dive deeper into your business growth, the sky is the limit. However, most entrepreneurs find themselves hitting a wall at some point and forgetting all the incredible possibilities that their business can create. Allison's book Scale or Fail literally removes that wall by showing you step-by-step how to scale to your Pinnacle one big leap at a time.”
—Christina Rassmussen, founder of Life ReentryInstitute and bestselling author ofSecond Firsts: Live, Laugh, and Love Again
“If you have a business that you want to scale but it (and you) don't have the systems to scale it to becoming an enterprise or a valuable asset you can sell someday, Allison Maslan is for you. I believe the best way to judge a businessperson is to meet her clients and see what happens in her community. Allison attracts high-quality professionals who are implementers. They love Allison. She's impeccable and so is her business. She's married to an amazing man, she's a mom, and she's surround by wonderful friends who love and care about her…. If you're looking for a mentor who walks the walk and lives the life she promises that you can have too, then Allison is the missing piece in your puzzle. She's the whole package with a model that can work for you.”
—Mike Koenigs, CEO, You Everywhere Now, andauthor of thirteen bestsellers, includingPublish and Profit and Money Phone
“There are entrepreneurs who make money, there are entrepreneurs who change the world, and there are icons who do both! Allison Maslan is that icon! When it comes to business mentors and coaches there is no one better. I highly recommend Allison Maslan to any business or entrepreneur seeking proven results.”
—Vince Reed, founder, Internet TrafficFactory and Set Up My Ads
“Heyo, Fire Nation! If you want to take your business to the next level, you need to be productive, be disciplined, have focus – and read Allison Maslan's Scale or Fail. This book gets you out of your comfort zone, which is a dangerous place to live. I keep saying: Disappointment is a possible result of every action. But what's the result of no action? Nothing. If you really want to do something and accomplish it right away, start now by following Allison's guidance.”
—John Lee Dumas (aka JLD), founder andhost, Entrepreneurs On Fire podcast
“As a Digital Marketer since 1995 (that's BG – Before Google), I now know ‘START-UP' and ‘SCALE-UP' requires two different skill sets. The book you hold in your hands teaches both in elegant, simple-to-understand lessons. As you'll read through these pages, Allison Maslan really created a ‘how to' course worth several hundred dollars – not just a book you can get for less than $25 on Amazon! Although you and I are probably perfect strangers, I hope one day I'll read in the news about how this book helped you ‘scale' your business and sell it for millions. Until then, I encourage you to read it twice – once for ‘literacy' (learning) and a second time for ‘fluency' (mastery). Friend: read these pages carefully because they could change your personal and professional life forever!”
—Alex Mandossian, founder and CEO,All Selling Aside
SCALEORFAIL
HOW TO BUILD YOUR DREAM TEAM,EXPLODE YOUR GROWTH,AND LET YOUR BUSINESS SOAR
Allison Maslan
Cover image and design: Paul McCarthy/Wiley
Copyright © 2019 by John Wiley & Sons, Inc. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the Web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.
For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.
Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at http://booksupport.wiley.com. For more information about Wiley products, visit www.wiley.com.
Library of Congress Cataloging-in-Publication Data:
Names: Maslan, Allison, author.
Title: Scale or fail : how to build your dream team, explode your growth, and let your business soar / Allison Maslan.
Description: Hoboken, New Jersey : Wiley, [2018] |
Identifiers: LCCN 2018020269 (print) | LCCN 2018036056 (ebook) | ISBN
9781119461043 (Adobe PDF) | ISBN 9781119461036 (ePub) | ISBN 9781119461012
| ISBN 9781119461012 (hardcover) | ISBN 9781119461043 (ePDF) | ISBN
9781119461036 (ePub)
Subjects: LCSH: New business enterprises–Management. | Business planning.
Classification: LCC HD62.5 (ebook) | LCC HD62.5 .M3656 2018 (print) | DDC
658.1/1–dc23
LC record available at https://lccn.loc.gov/2018020269
Dedicated to you,the Enterprising Entrepreneur,whose gifts the world needs.
May this book give you the wings to fly.
Fearlessness is like a muscle. I know from my own life that the more I exercise it, the more natural it becomes to not let my fears run me. The first time we take that first fearless step, we begin to change our lives. And the more we act on our dreams and our desires, the more fearless we become.
—Arianna Huffington
CONTENTS
How This Book Is Different
Foreword
Introduction
What Is Scaling, Exactly?
Okay, I’ve Launched My Business – Now What?
Time to Fly!
The Five Components of SCALE
Who I Am – And Why I Believe I Can Help You
The Power Is Right at Your Fingertips
1 It All Starts with the First Leap
My Story
My Big Wake-up Call
My Business Blueprints Are Born
The Power of Failure
What’s the Meaning Behind the Money?
2 Your Strategic Vision
My Final Lesson from My Father
Your Strategic Vision Starts with a Dream
The SCALEit Method in Motion
Your Big Picture Vision
Big Picture Vision Exercise
Vision Tools
Take the Next Steps with Your Big Picture Vision
3 All Things Cash Flow
The Day My Cash Flow Stopped
The Truth About Cash Flow
Know Your Numbers
It’s All About the Sales
Get a Credit Line
Are You Ready to Scale?
The Yellow Brick Roads to Scaling
Your Business Blueprint: Marketing and Cash Flow
4 Alliance of the Team
Christine’s Story of Letting Go and Leading
Choose Your Super Power: The Four Quadrants
Hiring Will Free You from the Weeds to the Trees
Your Role as Leader of Your Company, Your Team, and Your Culture
Note
5 Leading Your Vision
Leaders Show the Way
Decisions Followed by Perseverance Shape Destinies
Listen Up!
Yes, You Deserve Success
Lead with Heart and Character
6 Executing the SCALEit Method
How Melissa Systemized Her Business and Scaled to 40 Locations
Your Day Is a Series of Investments
Cashing In on Time
Focus, Focus, Focus
The Three Ps of Planning
Working
on
the Business, Not
in
It
How to Execute Your Roadmap
Systemetize Everything
Become Scaleable and Salesable
The Systemizer
GTP: Get to the Point
Establishing Entrepreneurs Within Your Entrepreneurial Organization
Inspect What You Expect
7 The Healthy and Wealthy CEO
Not All Car Crashes Are Bad
From the Rat Race to the Human Journey
Your Personal Energy Bank
Letting Go of Some of Your To Do’s
Just Say “No”
Life Is an Energy Mirror
Get Out of the Fight and into the Flow
8 Money and Mindset
My Story of Synchronicity and Faith
Never Cash Out Early Due to Fear
The Money Mindset: It’s Just Business
A Mindset of Abundance
What to Do with All That Money?
Conclusion
The Five Phases of Constructing a Self-Managed Company
Principles Inherent to Scaling
The SCALEit Method: Your Never-ending Mission
Parting Words
Putting the SCALEit Method into Action
Acknowledgments
About the Author
Index
End User License Agreement
List of Illustrations
2
Figure 2.1 The SCALEit Method leads to unimaginable success.
Figure 2.2 The Big Picture Vision Mind Map gives you an idea of what your future can look like.
3
Figure 3.1 Determine what strategies you can add to grow your cash flow.
Figure 3.2 Engaging customers at every level of interest
Figure 3.3 Identifying the perfect client.
4
Figure 4.1 Identifying the Four Super Powers and people who excel at them.
5
Figure 5.1 Fill out this leadership assessment as honestly as you can to help you become a better leader.
Guide
Cover
Table of Contents
Introduction
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Make decisions from where you are going, not from where you are at.
—Allison Maslan
How This Book Is Different
There are many books available that share and teach principles that will help you grow or scale your company. Often the reader completes one of these books feeling inspired and motivated, but then becomes perplexed on what steps to actually take to reach their goals and how to apply them to their own business. What sets Scale or Fail apart is that I am not merely sharing my philosophy with you on how you can scale your business. In these pages, I also teach you step-by-step how to utilize the SCALEit Method® to fast track your success, growth, and profits. It’s easy to follow, workable, and so valuable.
You are not simply holding in your hands a book that offers great insights. You are about to read a complete, signature program that will transform your company beyond your wildest dreams.
Foreword
When you first meet Allison, you get the sense that she has done impossible things. This feeling is not easily articulated. It is an unspoken energy that surrounds her. It is an invisible, powerful force that comes through in such a gentle way that you want to take on the hardship of scaling. She has a way with it, and she teaches you not only how to scale, but also how to scale over and over again.
You see, she takes that invisible force and gives it to you. At first she makes you feel that it is easy to do – that it is possible for you to overcome all the pain, all the fear, all the uncertainty. You even forget that scaling is daunting. This is how it felt when I first met her in 2011. I was just starting out with my Life Reentry work and she grabbed my hand and said, “Christina, this will be hard, but you can do this.” I remember thinking: I know what hard is, this can’t be harder than loss. After all, I had lost my husband and had gone through some impossible things. But she was right, it was close.
Scaling is brutal. It is not for the faint of heart. It is as painful and as impossible as the hardest things in life. It requires something, a very important something: resilience to pain. You have an opponent every day when you wake up. Your opponent is called struggle. You have to fight with struggle every day and, in the end, you must win.
Somehow, Allison has won tens of thousands of these battles with her gentle fierceness. She built 10 businesses and has held the hand of so many like myself who were starting out and showed them what is possible. I know you want to change the world. I know you have a dream – a mission, a fire inside of you that wants to create, grow, and scale it to reach millions of people.
Well, you have the right book in your hands to help make this a reality.
It doesn’t matter what business you are in. You may have created a hair salon because of the way you believe women should feel about themselves. Or, you have a grocery store that influences the gut health of your customers and you want one in every corner. Maybe you own an engineering company that is ready to innovate your industry or a construction company with a big vision to transform the way we live. This book is made for you.
I have to be honest with you. Scaling your dream is almost impossible. Most of the time the safety net is nonexistent. Nothing is underneath you to catch you, and this is why Allison wrote this book. She built you a net to catch you when you fall. She is here to ensure that you scale and not fail.
I will never forget the day I spent with Allison at her office many years ago. She stood in front of me with a big black marker and a whiteboard and showed me what my work could do for the world. She found the proof I was missing when my struggles and fears would wake me up in the morning waiting for the battle. I saw the vision of what was possible for the first time. In Allison’s fashion, she made it seem simple, easy, doable, and you know what else? Fun.
I realized then that the invisible force that surrounded Allison was her ability to have fun even while scaling and doing impossible things. Her vibe, her spirit, and her essence came from her flying in her trapeze every week, no matter how hard her days had been. She has taught herself to fly even on the days that she was falling – maybe even especially on those days.
As I read this book I realized that she took all of her flying experience and made it into words so that you too could tap into this invisible force as you find your way to scaling your big dream. As for me, the vision Allison wrote on that whiteboard has come true 10-fold. When you read the book and you apply her formula, your vision will become a bigger and brighter reality than you ever thought possible. Enjoy the flying, the scaling, and changing the world.
I am.
—Christina Rasmussen, founder of Life Reentry Institute, and bestselling author of Second Firsts: Live, Laugh, and Love Again
Introduction
Oh, what if I fall?
Oh but my darling, what if you fly?
—Erin Hanson, young poet
Scaling a business has many similarities to swinging on the flying trapeze. I should know – as an adult, I have learned to do both.
On the trapeze, you must climb a 35-foot ladder to reach the top. Yes, it can be terrifying – but, just like growing your business, you must be willing to take many fearful risks in order to achieve your goals.
Once you make it up the ladder, you are standing on a platform that’s only a few feet wide. It is nerve wracking and, to some people, paralyzing. People often allow their fear or lack of direction to hold them back, and they are not willing to take the leap.
It is exactly the same in business when you are poised to expand and scale.
You have two choices at this point. One: You can gather your courage and break through to where all the riches are waiting – this experience is exhilarating, enriching, and tremendously rewarding. Or two: You can get stuck on the platform and tell yourself every reason why scaling is not a good idea. In this scenario, you go nowhere.
What will you choose to do?
I chose the first option, though it took some time to get there. I started my first business in college and, by the age of 25, I was already running my own national advertising and public relations firm. My clients included Fortune 100 companies such as Supercuts, Ben & Jerry’s, and Charlotte Russe. I was making great money, but I was working night and day. I should have been on top of the world, but I had no life of my own and, honestly, I felt miserable.
I recognized that my business needed a new model to continue its growth beyond my own individual efforts, but I didn’t know how. Years later, after a powerful wake-up call resulting from a near-fatal car accident and a failing marriage, I made a life-changing decision to walk away from the lucrative agency that was starving my soul and figure out how to get there – whatever that ultimately was going to mean.
The result was that I developed an innovative method of scaling that led to a much more impactful and meaningful business path, both personally and monetarily. I took a risk and have never looked back. Instead, I’ve moved forward to achieve even greater success through building and scaling nine additional businesses, generating millions of dollars. It is of even greater personal importance to me that along the way I’ve developed a business mentoring company that has helped thousands of other business owners around the world realize their full potential.
As many of us know and have already experienced, dreams can easily get shattered. (If you are among the few who haven’t yet, trust me when I say that you will. As you’ll discover in this book, setbacks and failure are not a bad thing.) Expectations sometimes need flexibility, a willingness to look at a challenge from a new set of eyes. Starting out with an innovative idea, seed money, hard work, hope, and confidence-building pep talks are all great assets – but they are certainly not guarantees for success. There are a great many variables affecting whether you and your business reach their full potential.
Growing your business is an even more daunting endeavor. You’ve made it through the early stages, you’ve built a client base, you’ve established some product recognition, you’ve seen some decent results, and maybe you’ve even managed to keep your cash flow somewhat consistent. But soon you find that the business is leveling off. Costs are rising. In order to achieve your long-term financial goals, you know you need to expand existing revenue streams or create new ones, or your company will stagnate and then sink. On the other hand, such expansion involves risk. As a rabbi once said to me, when I was discussing the pains of my marriage at that time, “Nothing worth having is ever easy.”
However, there are ways that you can stack the odds heavily in your favor. The scaling model described in this book – which has guided the success of many of my clients – is a practical, proactive approach that can also help you to shift your risk–reward equation. You have nothing to lose except a few hours invested in reading this book and applying its methodology.
What Is Scaling, Exactly?
When founders reach a certain point at which they feel as if they are chasing their tails and putting out fires, have unending To Do lists, and never have any free time, it becomes impossible for them to focus on the things that can actually grow their businesses. They’ve had success with their companies and with building revenue, but they just can’t seem to make the jump to the next level or even to hire the right people. It drives them nuts, taking all the wind out of their sales (pun intended!) and the fun out of their lives.
So, what does the word scaling mean for those founders – perhaps this group includes you – who can’t seem to get to that elusive next level? I like to think of this in terms of being able to grow your business while at the same time managing the expanding workload without sacrificing your level of performance, efficiency, and employee safety. In fact, if you are scaling properly, you are creating processes and workflows that improve all areas of your operation and save you a lot of time, money, and headaches. By adopting a scalable business model, you can generate huge profits without all the budgetary strains that overburden traditional growth models.
The goal of scaling is to build a replicable system for delivering products and services that allow businesses to increase their customer base without having to increase their overhead at the same pace. The traditional growth model has fostered a vicious cycle of inefficiency, causing companies to hit a wall that they cannot break through. For instance, a company gains a few new clients, so they hire more people to service those clients, adding costs at nearly the same rate that they’re adding revenue. The method in this book will show you how to grow, replicate, and expand while at the same time building a self-managed company that you can step away from for periods of time as it continues to soar. Most Fortune 500 companies are structured in a way that allows the CEOs to come and go without impacting the company’s success. This is a mere dream for most business owners, but in this book I am going to show you exactly how it can become your reality.
To me, successful scaling means that you get to a point in your business where you are flying higher with less effort and resistance – like a professional trapeze artist who creates more height, power, and momentum when he allows the physics of his leap, swing, and team to carry him to new heights. Let me explain how this concept works.
Scaling Away with the Greatest of Ease
Let’s start with a story, to illustrate my philosophy of scaling and how I find a great metaphor in the exhilarating world of trapeze artistry.
Years ago, when I was at a crossroads in my life, I happened upon the Flying Gaonas – a fifth-generation family of trapeze artists who performed with circuses such as the Ringling Bros. and Barnum & Bailey’s Circus and the Big Apple Circus. Richie Gaona, a legendary trapeze artist himself, operates a training facility called Gaona’s Trapeze Workshop, where people from all over the globe are trained to “fly.”
Now, having been a gymnast back in high school, I became exhilarated at the prospect of trying out this physical – and seemingly dangerous – art form. I simply had to try this out for myself and take the leap, as it were. From that very first leap, I was hooked.
More than 18 years later and still going strong, I continue to climb up that 35-foot ladder to a narrow pedestal and stretch out into the air. In my mind I visualize the routine ahead of me as well as my safe landing, sometimes reciting to myself the lyrics from the song “The Daring Young Man on the Flying Trapeze” – probably the most famous circus song ever, and written as a tribute to real-life nineteenth-century French trapeze artist Jules Léotard.
Below, a team of flyers and spectators watch with anticipation as I inch my toes to the edge of the platform. I draw in and release a deep breath and, an instant later, jump into midair. I somersault once … then twice (that is the plan) and, with the goal of just the right timing and finesse, clasp my arms gracefully with those of another trapeze artist, who is appropriately known as the catcher. And, because a trapeze artist should always seek to take her aerial feats to the next level, I repeat all of this motion again – only this time with a jump that is higher up, a swing with more drive, or an additional twist to push myself beyond what I thought I was capable of achieving. The goal in business and trapeze arts is to surpass what your mind wants you to believe you can accomplish while assembling the systems, processes, and team behind you so that you can soar. Like any team sport, it is the union of the individual’s determination, persistence, and finesse, intertwined with the right strategies and team to propel from.
Okay, my feet are now firmly back on earth. You are no doubt still wondering: What does all of this have to do with scaling? As it turns out, scaling a business shares a similar process to swinging on a trapeze – although of course it’s all planted on the ground.
Playing It Safe Isn’t a Business Strategy
As a businessperson, you must develop a clear vision, stretch yourself into unchartered territories, and sync gracefully with the right team. In both instances, tremendous amounts of fear are typically involved.
Because the scaling process and fear of the unknown and/or failure are so daunting and scary, business owners are often unwilling to take the leaps necessary to take their businesses to the next level and grow. And yet, calculated risk-taking is an essential part of success, which means that avoiding the scaling process due to fear of failure will completely paralyze and stagnate your business. This book is less about the prudence of weighing risk and reward – which, to be sure, is just plain smart to do – and more about failure caused by surrendering to the irrational fears, disorganized thought processes, and blindness to life-changing opportunities in favor of the status quo.
Avoiding danger is no safer in the long run than outright exposure. The fearful are caught as often as the bold.
—Helen Keller, author, activist, and lecturer
Consider the statistics. The “play it safe” mindset leads 34 million American business owners to avoid risk entirely and suffer from smallness. But what these business owners don’t realize is that playing it safe leads to unsafe results – missed opportunities, inability to meet demand, lost market-share, flat-to-declining performance, employee unrest and turnover – or, a business that could have been and would have been, yet never made the full commitment to fly, so to speak.
These Titans Flopped Big Time
The great entrepreneurs know that it takes an iron stomach to succeed in business. You must learn from your mistakes – many of them extremely painful – before you can reboot, recharge your courage, and expend your time, energy and, more often than not, invest what little remains of your savings. What I know to be true is that my biggest turnarounds and upswings came when I hit a wall hard and was forced to look at the situation creatively with a new set of eyes and devise an innovative solution to not only recover, but to ultimately fly high rather than remain stuck.
For a moment, consider these four mega-flops: an online auction site; a cutting-edge computer; a fried chicken recipe that was rejected some 1,000 times; and a soda product to compete with Coke and Pepsi.
Would you ever guess that, in order, these epic flops were from Jeff Bezos (zShops), Steve Jobs (NeXT Computers), Colonel Sanders (KFC Chicken before it finally clicked), and Richard Branson (Virgin Cola)? I would say that these four all overcame their fears and failures to land just a bit of success, wouldn’t you? They persevered regardless of their setbacks. Lesson: Never, ever allow a “No” or a flop to stop you.
Even if such extreme outcomes don’t occur, the worst feeling for any entrepreneur is to settle on a shrinking vision – whether you are a fledgling or have been chipping away at it for many years. Chances are you came to this book because you began with big dreams and you continue to hold on tight to them. You want to stretch yourself, grow, and soar through the air like a trapeze artist.
I relate to all of this because I used to be one of the many entrepreneurs – perhaps like you at this moment – who was frustrated because I was stuck in overwhelmed mode. Things changed only when l began to stretch myself beyond what I had thought were my limitations. Channeling the same self-assurance I had when I leapt off the platform to catch the trapeze bar with my hands, I catapulted from being a small-time entrepreneur to the leader of a thriving enterprise.
Okay, I’ve Launched My Business – Now What?
When I was a struggling single mom, I had to get honest real fast about my illusions that I had a business safety net. Instead, I embraced the idea of transforming from an underdog small business owner to a powerhouse CEO. I was not savvy by any means in those early days, but I was smart enough to know what I did not know. I realized that, if I was going to fly into the unknown, I needed to surround myself with experts who had walked the walk before me. Just as I had found a top trapeze coach to help instruct and guide me to successfully fulfill that passion, I recognized I needed to do the same for my business. Looking back, finding the right advisors who “had been there, done that” and could give it to me straight was the best strategic move I ever made toward finding long-term success.
It’s possible you’ve heard this advice before in some form or another. In fact, you can find a lot of excellent advice if you are in start-up mode or are in the early stages of owning a business. But there isn’t as much help available once your business is off the ground. You may even feel like a forgotten entrepreneur trying to figure it all out on your own and ask yourself: “I made it here, but how the heck do I get there?”
What I have found from my own personal experience in building 10 successful companies over three decades – each one started from scratch and scaled up – and from sharing my process with thousands of business owners, is that there exists a certain place no one tells you about as you are growing your company. In fact, you may not even recognize you are there until you have been stuck for some time.
Entering Another Dimension
This vast nowhere land resides somewhere in the void between entrepreneur and enterprise. I liken it to The Twilight Zone TV show, except in this case it’s where so many small business owners inexplicably get lost and stagnant. To quote a line from the opening monologue of the classic TV series: “It lies between the pit of man’s fears and the summit of his knowledge.”
There was nothing in the dark that wasn’t there when the lights were on.
—Rod Serling, screenwriter, playwright, and narrator of The Twilight Zone
Once you’ve crossed into the entrepreneurial Twilight Zone, you struggle to find your way out and think you are trapped there forever while fumbling through trying to build an enterprise. After many failed attempts landing you right back where you started, you start to feel like “the little engine that could” from the children’s book. When you ride on flat and steady land, you are cruising along. But when you hit the steep hills, you find you need a lot more horsepower, direction, and support in order to reach the top. You have shifted into playing a much bigger game with more pressure and greater responsibility, and it takes so much more resilience and fortitude to obtain a win. As in the Little Engine story, you hear your inner voice chant: “I think I can, I think I can, I think I can …”
“Wait a minute,” the voice says to you. “I don’t think I can. I need larger wheels, a stronger engine, and more oomph to keep up with those bigger trains and make it through the entire journey.”
You really want to get up that hill – that is, grow your business – but nothing that you did starting out as an early entrepreneur seems to be working anymore – even when you pressed yourself harder. In all likelihood, you have your hands in every part of the business, wearing way too many hats in an effort to maintain control. Meanwhile, you are continuing to implement the same old strategies, management practices, and mindset that you used in the early days – which will not work as you get further along on your climb.
I’ll use another classic children’s story to illustrate my point. Do you remember in Lewis Carroll’s classic Alice in Wonderland when Alice blew up like a giant in the White Rabbit’s tiny house, with her arms and legs flailing through the doors and windows? When she was smaller, she fit just fine in the little house. Now that she has grown, she is busting out at the seams.
Apply that image to your business situation and you can see why things that used to work before have all of a sudden stopped functioning as expected. Products or services that used to sell are no longer selling. Systems that used to keep you in check are breaking down. Important tasks are slipping through the cracks and you are running around like a crazy person trying to hold it all together. And you are realizing that some of the employees who helped you so much in the beginning don’t have the skills or fortitude to take you to the next level.
Here’s the thing. You can’t build a bigger house upon the same foundation and beams as those of your smaller house. Similarly, you can’t double or triple your company’s revenue with the same bandwidth, thought processes, tools, and materials you used when you started. Amazon.com, Apple, Google, and even Disney all originated in garages years ago and have long since outgrown them. Imagine if they’d never left their garages – what do you think would have happened? Sticking to old habits is a recipe to fail, not scale, and they are no way to live your life, much less run a company.
