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Successful Business Growth
Jack Derby
Professor of the Practice, Tufts University
Head Coach, Derby Management
Venture Partner, Converge Ventures
Session 2…
• What the role of business plans?
…why?
…why?
Success
Growth
Stability
What’s the point that my
Survival business or my product
Concept absolutely needs to get to
very quickly ?
The Idea
Success
Growth
Stability
Survival …and why is that?
Concept
The Idea
Success
Growth • Positive cash flow
• “A” level managers hired
Stability
• Strategies locked down
Survival • Tactical plans in place
Concept –Product Plans
• Engineering Plans
• Sales Processes
• Marketing Plans
What this really means is…
• Product Portfolios
• There must be metrics at every stage
• Products and the business must reach Stability at a minimum
• In order to succeed every business, every product MUST grow
Derby Management Confidential, MIT © 8
The Five Stages of Growth…
• Recognize also that this line is never straight
• Success at the start is merely surviving.
Success
• Must move your product and your business if
Growth
you’re a startup to Stability in 18-24 months
Stability
Survival
• Success in the middle of your product’s or
Concept
company’s life means increasing revenues year
over year by X % and achieving a high EBITDA %
Presentation Pitch
…Just 3 reasons
Elevator Speech
Executive Summary
Presentation Pitch
Presentation Pitch
Executive Summary
Presentation Pitch
Presentation Pitch
60 months
Vision CEO & BOD
1-18 months
Strategies All Managers
1-12 months
Tactics & Objectives All Employees
Actions
Operations
Presentation Pitch
Marketing Finance
Strategy
Company
Business
& Market
Analysis
= Metrics
& Review
Plan
Plans
Sales Service
Plans Plans
Presentation Pitch
Common
Mistake #1
24 months
Vision CEO & BOD
1-18 months
Strategies All Managers
1-12 months
Tactics & Objectives All Employees
Common
Actions
Mistake #2
My own plan…