Specific details on how to strategically grow your business. How to work on versus working in your business

1. Work IN / Work ON
Strategy to Grow Your Business
March 2018

2. How to get to at least $1,000,000 in REVENUE per year.
MY STORY

3. Wearing
Too
Many
Hats At
Once
• Constantly being distracted and
pulled in different directions by daily
tasks.
Working In Your Business
• Wear the hat that fits
• Create an organization chart with
positions and responsibilities clearly
defined.
• Focus your position on the strengths
and passions that support your
vision for your business
Working On Your Business
• What am I passionate about and
excel at in my business that adds to
the value of the business?
Answer this question

4. Cashflow
Concerns
• Struggling to pay bills
• Customers are 30 or more days
overdue on their accounts
Working In Your Business
• Measure Key Figures that Grow Your
Business
• Complete a bi-annual break event
analysis
• Develop monthly cashflow
projections
• Create revenue and profit models
• Understand what is driving sales
Working On Your Business
• How am I using existing numbers to
operate my business and project
future growth?
Answer this question

5. Lack of
Peer
Support
• Discuss business challenges to
staff, customers and family
Working In Your Business
• Establish an Advisory Board
• Join and participate in a Peer-to-
Peer Mastermind that challenges
you, shares best practice and hold
you accountable
Working On Your Business
• Who can I have a mentoring
relationship with that has my level
of expertise or higher in other
fields and that is as passionate as
I am about growing businesses?
Answer this question

6. Not
Enough
Hours
In A
Day
• Constantly putting out fires instead of
growing your business
• You don’t get closer to attaining your goals
• Not enough time in a day for both your
personal and business life
Working In Your Business
• Prioritize the use of your time
• Start collecting completed activities
• Track your time in 15 minute increments
and document how better self-
management dramatically increase
productivity.
Working On Your Business
• On any given day, what is in your control?
What actions are you taking that add the
most to the bottom line and move you in
the direction of your goals?
Answer this question

7. Strategic
Plan for
Growth
• Assess state of your current
strategic/tactical plan
• Review
• Financial success/failure
• Goals/Actions success/failure
• Determine company growth rate
• Get out of your comfort zone
• Define financial growth target
• Assess team and support
available
• Develop an organic growth
plan
• Be HONEST with how much
you can work ON your
business versus IN your
business
Realistic Financial Target

8. Strategic
Plan for
Growth
•Determine timeframe for STRATEGIC
plan
•Revenue < $100K per month, develop
a 3 year plan
•Review your rates and determine how
you will get to $100K per month
revenue
•Ensure alignment to company mission
and vision
•Determine how often you will review
your progress
• Weekly, to review opportunity
identification and capture
• Monthly, to check progress on key
themes or goals and financials
• Quarterly, to check progress for your
entire strategic plan
• Annually, to ensure your strategic
plan is still valid
• Develop and execute an annual
OPERATIONAL plan
Building Plan

9. ITMC Revenue Tracker - Strategic
Total Sales
Percentage
2018 2019 2020 2021
$60,858,000 $91,287,000 $136,930,500 $205,395,750
Total Booked Annual Revenue
(Base X 3) $15,214,500 $38,036,250 $72,268,875 $123,617,813
Titles 10% $1,521,450 $3,803,625 $7,226,888 $12,361,781
Total Profit 15% $2,282,175 $5,705,438 $10,840,331 $18,542,672
Profit 10% $1,521,450 $3,803,625 $7,226,888 $12,361,781
Outreach 5% $760,725 $1,901,813 $3,613,444 $6,180,891
Owner Salary 5% $760,725 $1,901,813 $3,613,444 $6,180,891
Payroll 30% $4,564,350 $11,410,875 $21,680,663 $37,085,344
Tax 15% $2,282,175 $5,705,438 $10,840,331 $18,542,672
Operating Exps 25% $3,803,625 $9,509,063 $18,067,219 $30,904,453
100% $15,214,500 $38,036,250 $72,268,875 $123,617,813

10. ITMC Opportunity Analysis –
Operational Example
Total Contact Value $5,000,000
Contract Duration 4 years
Annual Revenue $1,250,000
ITMC Contract Share 60%
ITMC Annual Share $ 750,000
Titles 10% $ 75,000
Total Profit 15% $ 112,500
Profit 10% $ 75,000
Outreach 5% $ 37,500
Owner Salary 5% $ 37,500
Payroll 30% $ 225,000
Tax 15% $ 112,500
Operating Exps 25% $ 187,500
Number of Resources 1.5

11. ITMC Revenue Tracker – Operational by
EngagementKingdom First Tracking - HUD CPIC
Total Sales Booked
Percentage
Jan-18 Feb-18 Mar-18 Apr-18 May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18 Dec-18 Total
$19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $175,680
Total Booked Annual
Revenue (Base X 3) $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $234,240
Titles 10% $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $23,424
Total Profit 15% $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $35,136
Profit 10% $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $1,952 $23,424
Outreach 5% $976 $976 $976 $976 $976 $976 $976 $976 $976 $976 $976 $976 $11,712
Owner Salary 20% $3,904 $3,904 $3,904 $3,904 $3,904 $3,904 $3,904 $3,904 $3,904 $3,904 $3,904 $3,904 $46,848
Payroll 25% $4,880 $4,880 $4,880 $4,880 $4,880 $4,880 $4,880 $4,880 $4,880 $4,880 $4,880 $4,880 $58,560
Tax 15% $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $35,136
Operating Exps 15% $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $2,928 $35,136
100% $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $19,520 $234,240
Actual $19,058 $18,392 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $37,450
Difference (+/-) -$462 -$1,128 -$19,520 -$19,520 -$19,520 -$19,520 -$19,520 -$19,520 -$19,520 -$19,520 -$19,520 -$19,520 -$196,790