The 3 Questions that Helped Us Grow Our Company From $27K to $200M in Revenue

1. What is the pain we are solving for our customers?  

Put the focus on what your business is all about: the customers

Can you articulate the pain you want to solve?  Do you know enough about your customers’ problems?  Is what you’re doing a pain killer or a vitamin! 

2. Where’s the focus and leverage?

Leverage means building upon what you’ve already achieved and taking it to a new level.  Another way to look at this is to ask how does the daily business demands relate to every other objective and activity your company does?  How does it intersect with other priorities?  How does this connect and advance the core goals of the company?  How can it be used in alignment with internal and external partners?

Each team member should ask: Is what I’m doing right now supporting and leveraging what other team members are doing?  Or am I down my own rabbit trail?

Another helpful way to answer this question is to ask:

  • How many customers have this problem?
  • Where are the intersections with our current customers or partners?
  • Does this activity move us forward toward achieving our objectives, or is it a diversion?

3. How do we measure this priority?

What gets measured, gets done.  When you are thinking about how to prioritize your day, week, and month, setting quantifiable goals of your priorities gives you incredible focus and clarity.  

Having quantifiable goals gives you freedom and clarity in making yes or no decisions more quickly. It takes you from the theoretical to practical application.  

Can you break down the idea and quantify what it means in terms of achieving your objectives now or in the future?

It matters to quantify — your investors, employees and stakeholders need to have information about your company in this context.  And it helps you and your team to see how far you’ve come, how far you need to go, and if you need to recalibrate. Just about any business activity can be measured to help track against your quantifiable goals.

Asking these three simple questions throughout your day, week, month, and quarter brings you clarity — whether you are deciding on a new initiative, pivoting on a current project, managing an unforeseen emergency, or taking advantage of a killer opportunity.  Most especially, it works in determining how you spend your time every day.

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