Middle market CEOs get advice built for Fortune 500 problems. It nearly kills them.
“Build a 10-year strategic plan”
Most middle market companies can’t plan 10 quarters, let alone 10 years. The advice sounds sophisticated. It produces a binder no one reads. What middle market CEOs actually need is a 100-day plan they can execute, review, and revise.
“Invest in brand”
At $20M in revenue, your brand is your sales team, your product, and how you answer the phone. Save the Super Bowl ad for when you cross $500M. Until then, every marketing dollar should be measurable within a quarter.
“Hire ahead of growth”
This is how middle market companies go broke. You hire ahead of growth when you have proven, repeatable revenue — not when you hope for it. I’ve watched more CEOs bankrupt themselves trying to look like a bigger company than they are.
“Don’t sell yet”
The best time to sell is when your business is in the best shape it’s ever been in. That’s usually two years before you think you’re ready. Advisors who tell you to wait are often paid by the delay.
Want Bill to speak to your team, board, or event?
Bill Canady keynotes sharpen middle market executives on turnaround, profitable growth, and the 80/20 discipline behind $3B+ in enterprise value. Inquire about speaking engagements at billcanady.com/.
