A Quick Response
After Kim’s last blog, I had a few clients ask about businesses that are operated based on ‘homerun clients.’ These are businesses that will land clients that make up the bulk of their business.
Similar to the formula in Kim’s blog, I recommend these business look at their three-year run rate and find the average. Then look at their pipeline for the first quarter or two and compare it to the previous year’s pipeline. If their pipeline is full – great, they can take on a bigger growth target. If it’s empty, they know they’re going to fall short the first quarter so to set an unrealistic target will simply put them behind the 8-ball from the get-go.
I know it’s a lot more work but these formulas are critical to understanding your business and your industry over the long term. If you have more questions or comments, feel free to email or simply drop me a line! – Kevin