For my sins, I am a Tottenham Hotspur fan (in fact, a lifelong season ticket holder). I hear a lot of criticism of Daniel Levy, their chairman, for the lack of success he has delivered during his tenure. However, anyone who has followed their fortunes over the last 25 years or so will see that what he has done has laid the foundations for ambitious growth (unfortunately, I still think we are cursed though!).
As a Fractional Managing Director (MD), it has been a joy to work with a number of smaller businesses (not quite the size of North London’s only real club) that have seemingly big ambitions to scale. However, turning that ambition into reality requires more than just enthusiasm—it requires a strategic approach. I’d like to share my methodology and a recipe for laying the essential foundations for growth, focusing on key areas that drive sustainable success.
The foundations for the new Tottenham Hotspur Stadium
The foundations for ambitious Tottenham Hotspur's £1b stadium, the vision of chairman Daniel Levy
A Practical Business Plan with SMART Goals
The first step I take with any client is to develop a solid business plan grounded in reality but geared towards growth. This isn’t just a static document; it’s a dynamic, living blueprint that guides the business forward. We set SMART goals—Specific, Measurable, Achievable, Relevant, and Time-bound—to ensure that the plan is actionable and aligned with the company’s long-term vision.
For example, with a boutique marketing agency, we set a 90-day goal to secure five new clients in a targeted industry. These short-term goals are crucial for maintaining momentum and allow us to review and adjust strategies as needed. Alongside this, we establish 12-month objectives to keep an eye on the bigger picture, such as launching a new service and expanding into new markets.
Financial Discipline with Achievable Revenue Targets
Financial discipline is key to scaling any business. I work with clients to create clear financial budgets and set realistic revenue targets. Breaking these targets into 90-day intervals helps maintain focus and allows for quick adjustments if needed. For instance, I recently guided a client to achieve a £350,000 revenue target by closely monitoring cash flow and working together to adjust sales strategies as necessary.
Longer-term financial planning is also essential. A 12-month budget helps anticipate larger expenses and manage growth sustainably. Whether it’s planning for a significant investment, such as new equipment, platforms to work on, or expanding the business, having a clear financial roadmap is crucial.
Maximising People’s Potential
People are the most valuable asset in any business, and ensuring they are in the right roles and utilised effectively is crucial. I help clients understand their team’s strengths and how to maximise capacity and allocate work accordingly, preventing any real or perceived burnout and ensuring positive productivity. For example, in a creative agency, we restructured workloads to balance schedules, front-loading retainer work at the beginning of the month. This enabled the team to see the wood from the trees, giving them breathing space if they had to wait for sign-off from clients, work needed revisions, or additional work came in that month. It makes a real difference in keeping the team engaged and efficient.
Identifying and nurturing talent is also a priority.
I believe that each member of any team should have a clear career development plan, time allocated to nurturing their skills, and regular touchpoints to discuss their progress. Something that I have found really effective is asking each team member to maintain portfolios of their work throughout the year to present at their annual reviews. This has several benefits: it gives them a sense of purpose and demonstrates, not only to themselves but to their line managers too, the many successes they have attained in that 12 months.
Investing in Training and the Right Tools
Investing in your team’s development is non-negotiable for growth. I work with clients to develop ongoing training plans that keep their teams ahead of industry trends. For example, at one marketing client I worked with, we invested in developing an AI research team. The remit was to ensure that everyone in the company understood what tools are available to them and how these can add value to their services in terms of quality, efficiency, or knowledge. The other area was to understand how our clients could adopt AI too. This agency is now regarded as one of the leading authorities in the country, with their Head of Digital being one of its thought leaders, often invited to speaking events to share her insights.
Having the right tools is equally important. Whether it’s implementing project management software or advanced CRM systems, I help businesses streamline operations and improve efficiency. You know you have the right systems in place when they are not the focus of conversation about how team members have to do their jobs despite them! The best solutions are the ones no one needs to mention.
Embracing Innovation and Continuous Improvement
Finally, I encourage my clients to stay open to new ideas and technologies. Early adoption can provide a competitive edge, whether it’s integrating AI-driven tools in a marketing firm or instigating a four-day working week—whatever it is that you need to give you that advantage.
Creating a culture of continuous improvement ensures that businesses remain adaptable and responsive to change—a key ingredient for long-term success.
Conclusion
As a Fractional MD, my role is to help SMEs lay the foundations necessary for scaling. By focusing on strategic planning, financial discipline, effective use of talent, and embracing innovation, I guide my clients towards sustainable growth and long-term success. These foundations not only help navigate the challenges of scaling but also ensure the business is built to last.
