How I’m Scaling a client from 4M to 10M/Year

Author

Jordan Ross
December 24, 2023 • Estimated Reading Time: 6 minutes

🔥 This Week’s Agency Insight

From Jordan Ross @ 8 Figure Agency

December, 24th 2023

We’re onboarding a 4M/year events business as a client

The founder is the center of everything: sales, fulfillment, management, ops

Here is my plan to scale this business from 4M-8M and why they signed

Preface

This client is going to be a big win for us

Anyone who says “I can go get more business, I just don't have the time, is an auto win.”

Here is the exact path we are going to take

1- Time

This founder has no time, he is in the middle of everything

The first thing we’re going to do is create some time for him

He is currently tracking his time using Clockify to see exactly where it's going

Once we understand this, we will identify the low-leverage administrative and ops items to get off his plate

2- Workflow

A big issue of this business is its defined process

They have none

Everything is in the founder's head which has caused them to churn project managers, event coordinators and stagnate past the founder

One of our first orders of business is to map out their process for their different events, standardize their operational flow, and build some simple SOPs and training

3- Delegate

Once we have some standardization, we will onboard an overseas project manager

Most likely paying them 3k-4k/mo to take over administrative and PM tasks off his plate that are general and agnostic

As we onboard them, we will have to set a specific precedent:

There are minimal processes so it will be a bit chaotic at first, but if you can commit to working with us solving these issues over the next 6 months, we’ll ensure we give you more opportunities

This role must want a challenge

4- PM Training

We will have to commit 1-4 weeks to train this new PM

During this training, we will continue to build out workflows, processes, SOPs, and training

5- Talent

At this point in the process, the founder will have more time available to work on the business, and a better-defined flow

We will now begin recruiting specific roles for events

AV

Event coordinators

Event Production

In LA, I found that there were over 20k event coordinators

When we identify someone who is a fit, we will incentivize them to join this company by:

A- Giving them a larger upside at this business in terms of growth and comp

B- Give them a bonus structure per event

In addition to this, we also will ask for a 6-month commitment and inform them that it will be stressful at first

Many businesses with limited processes that are high-stress don’t do an effective job of setting expectations

We must make it clear to the roles we onboard that it won't be easy

But when we get the commitment and work with them closely to further standardize, train, and audit, we will create more space and time for this owner

6- Training

As we onboard a few roles, the main objective is to ensure we’re setting aside time to remove their barriers, have visibility into their daily performance, and provide training daily while documenting all training and micro processes

This will compound into reliable team members who can run events smoothly even when there is a bit of chaos due to the nature of the business

7- Growth

After 2-4 months, we will have onboarded multiple roles, FT and contracted, reducing the founder’s time in the operation by 20%-60% (depending on his speed of implementation)

At this point, we will be able to assess current capacity and focus on growth again

With an influx of new business, we will be able to bring on more contracted talent (on a pay-per-event basis), to expand our team and capacity

This founder has turned away millions of dollars of business every year (probably more than 10M a year)

We will gradually begin growing the business, testing the operation and capacity, to ensure we can scale without:

  • Losing team member

  • Breaking the business

  • Negotiated on standards

This one will be another surefire success story.

Thanks for reading. 

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Jordan Ross

CEO & Founder @ 8 Figure Agency

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