For many small businesses and SMEs, maintaining a consistent flow of work can be one of the toughest challenges. Between delivering services, managing operations, and finding time for business development, it’s easy for gaps in your pipeline to emerge-leaving you scrambling for the next opportunity or client.
That’s where the GROWTH framework comes in. Designed by Wendy and Scott Perry, this practical and actionable system helps businesses strengthen your pipeline, build meaningful relationships, and expand into new markets. Each letter in GROWTH highlights a key element of sustainable growth and provides a roadmap to win more work.
G – Goals: Setting a Clear Direction
A thriving business begins with clearly defined goals that keep you focused and in demand. To stay ahead, it’s essential to understand why work sometimes dries up and address the underlying causes.
- Define your objectives with SMART goals that are specific, measurable, and adaptable to changing circumstances.
- Use data to track what’s working and adjust your strategies as needed.
- Prioritise continuous improvement to ensure you’re always moving toward your broader vision.
Strong goals act as a compass, keeping your business steady even during uncertain times.
R – Relationships: Cultivating Connections
Building and nurturing relationships is at the heart of sustainable business growth. Your network can often be your greatest asset in driving referrals and opening doors to new opportunities.
- Encourage referrals by creating systems that reward clients who recommend your services.
- Maintain regular, authentic communication with past and current clients to stay top of mind.
- Tap into existing networks to explore collaborative opportunities that benefit everyone involved.
People are more likely to work with those they trust-consistent relationship-building is invaluable.
O – Opportunities: Expanding Your Horizons
Thinking beyond your usual market is essential for growth. Expanding into new regions, industries, locations or demographics allows you to access untapped potential.
- Look for emerging trends or gaps in the market where your skills can make an impact.
- Consider scalable solutions like online services or products that can reach a broader audience.
- Position yourself as a forward-thinking leader by staying ahead of industry developments.
Success often lies in exploring what others overlook which can include international opportunities.
W – Workflows: Staying Consistent
Consistency is crucial to keeping your pipeline full, even when you’re busy delivering for existing clients. Developing efficient workflows and ways to convert sales ensures your business development efforts don’t fall by the wayside.
- Schedule regular time for outreach and lead generation, no matter how hectic your workload gets or see who you can delegate this to.
- Leverage technology to automate repetitive tasks and streamline follow-ups.
- Share thought leadership or valuable content to stay visible in your industry.
Block out time for business development activities every week-it’s a small commitment that leads to big results.
T – Territory: Expanding Your Reach
Broadening your geographic or industry focus can open up exciting new possibilities for growth.
- Explore national and international markets to diversify your client base.
- Invest in networking opportunities that introduce you to key players outside your immediate circle.
- Collaborate with others to amplify your reach and access new audiences.
Don’t limit yourself-your next opportunity might be waiting just outside your current comfort zone and you’ll need to consider your business marketing and personal brand.
By focusing on Goals, Relationships, Opportunities, Workflows, and Territory, the GROWTH framework provides a comprehensive approach to building a thriving business. Ready to dive deeper? Explore the new service – Personal Branding for Business Owners and CEOs, to build the personal and professional presence you need to stand out in competitive markets.