• A funny thing happened on the way to our BHAG

    31 March 2016
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    There’s a cost to growth

    Here’s a universal truth that doesn’t get enough airtime among business leaders – and that many leader teams, therefore, don’t fully appreciate:

    Growth must be funded.

    I started working with a company recently that developed a BHAG of doubling in size over the next 5 or so years.  The first year went well – but last year was rough, and they’re now feeling pulled between the commitment they made to their BHAG, the desire they have to distribute profits at a level they’re accustomed to, and the need they have to correct some operational issues.

    They have a newfound appreciation for the fact that the decision to grow often comes at the expense of the ability to harvest profits.

    What does it mean that growth must be funded?  Here are a few of the things that you’d need to invest in to grow – that you wouldn’t need (or wouldn’t need as much of) if you weren’t growing:

    • Expanding your training and talent development efforts
    • Developing new marketing programs
    • Hiring more salespeople or programmers – and if they’re hard to find or need training, then you need to hire them before you have the revenue to support them
    • Expanding into new facilities or adding equipment

    There can be many more, but you get the idea.

    On top of those tangible investments, you’d have two more hidden costs:  the time that your team spends solving issues associated with the growth, and the inevitable inefficiencies you’ll have the first time you do things.

    This isn’t to deny the wonderful benefits of growth, which include more people and customers to make your stuff better, more resources to solve problems and offer rewards, and more impact and influence on your markets and community.

    But as you develop your BHAG, realize that you’ll also benefit from having a Big Heavy Accessible War Chest.  And that’s why I often recommend that the first 2 years of a growth strategy focus on increasing your profitability and building your reserves.  The path to your BHAG will be a lot more fun and manageable if you have the money to deal with the challenges you’ll face.

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