A ScaleUp is a high-growth enterprise with an average annualised growth greater than 20% per annum over a three-year period, with at least 10 employees in the beginning of the period, with a minimum annual revenue of $1M.
These ventures are looking for software-like margins -70% gross, 20% net-. Their annual revenue growth rate plus profit margin is equal to 40 or grater. The measure of profit used typically is EBITDA, but sometimes free cash flow or net profit is more useful.
Assuming you have the right vision for your organisation, there are four areas of focus if you are looking to achieve Scalingness: People, Strategy, Execution and Cash, in that order. Hiring and retaining an A-Team that shares your purpose and empathises with your culture. Designing a clear strategy that is attainable and is founded in your vision. Implementing an accountable system that gets things done and enables growth. Making sure you have the cash you need for accelerated, significant, and sustainable growth.
No organisation can outperform its leadership, but leaders can outperform their industry. Culture, relationships, candour, tempo, and engagement are some of the ingredients of building an A-Team that will deliver 10x results. Best ventures have a strong purpose, vision, and camaraderie, that enables them to navigate through constructive conflict and accelerated growth. That is what Scalingness is about.
We work with our clients to make their operation more productive. We start with management tools and meetings. These are not the endgame, but clearly show where the bottlenecks might be. We apply simple rules that change profoundly the way they work, without disrupting their performance.
What our clients tell us is that they chose us because we have been Managing Directors, Directors of several Departments, and Coaches. Unlike other business coaches, we have been there, we have done that, we have succeeded in the past, and we have supported others to succeed as well. Still, we are entrepreneurs and run a small business.
We have used tools from different frameworks and mastered them in real-life situations. Remember that a business coach, like a sherpa, can take you as far as they have gone. We can openly discuss benchmarks, examples, stress tests or even personal stories. If you are looking for a true growth partner, we can help you find clarity and support, by your side, helping you walk through it as an unbiased shrewd friend.
You should do a value equation and ponder if we are a good investment. Our support should be a multiplier to your growth. You should be able to see clearly how you will get a 3-10x ROI. If you believe your growth will be attainable without us, then that is your answer. Just remember it is not about where you are today, it is about how different your business will be two years from now if we support you.
Make sure your prospects have a proven methodology. It does not matter if they created it or not, but they must have implemented it before in their own business and with clients. We have created tools for the past two decades and tested them with our companies and our clients. We have iterated, improved them, grown with them. They are based on experimentation and empirical evidence.
Test if your vision and your purpose match the ones of your coach. If you want to make a dent in the world, you need a business coach who sees eye to eye, and has the knowledge, experience, and ambition to support you in your journey. We stand on the shoulders of giants; we will share that with you.
We work with CEOs, and SMEs owners and leadership teams, that have a clear sense of purpose. Leaders who want to make a difference, have their feet on the ground, and know there is much to learn. People who want to grow better and are willing to experiment. They typically have successful ventures and are building a great organisation.
We will be spending a lot of time together, having profound conversations and solving complicated challenges. If we do not share vision and ambition, it will be too hard.
Throughout the years we have tested and used many frameworks, methodologies, tools, and processes, and there are some that we return to repeatedly. We have used them to scale our own businesses. We have used them to grow our clients’ businesses as well.
EBELI (Evidence Bases Entrepreneurship & Lean Innovation) is at the heart of what we do. It comprises many others, like Scaling Up and Rockefeller Habits, Exponential Organisations, Lean, Agile, Five Dysfunctions of a Team, Gallup, etc. And we are always developing and evaluating new ones that we feel may add value to strategic planning and fill a gap.
Most organisations do not have a deep comprehension of their sources of revenue growth. This generates frustration and uncertainty. It makes them work harder, not smarter. But growth is not mere serendipity. Your business development team will never be effective without a clear strategy.
We use a series of tools to get you clear on your customer, their need, and your value proposition. It is about discovering who will benefit the most, maximising your profit. We might analyse your brand promises and guarantees, evaluate your business model, whatever it takes. Your strategy will precisely define to your business development team and your clients, who you are and what you are about.
The first obstacle of execution could be the clarity your team has in terms of objectives and key results. If it is not accurate, systematised or timed properly, achieving results might be challenging. These could be revenue, bottom line, recruitment, innovation, etcetera. You need to figure out which you need to fix first, which decisions are missing or need refinement. We can help.
And then, you need to break your strategy to quarterly planning and define key metrics to measure your effectiveness. This will support your monitoring throughout meetings, communication, and reporting. You may even want to introduce frameworks like OKRs or NPS to make sure you are doing what is needed to build long-lasting momentum to your operation. We can also help.
“Pedro challenges you every step of the way. He knows how to inspire teams and enable them to imagine and become curious. He empowered us to redesign our strategy, develop an execution plan accordingly and we had a lot of fun in the process. Now, we are more suited for this everchanging market we face nowadays.”
Carlos Zubirán Commercial Operations Head at Sanofi Pasteur
“Pedro is very amicable and has a great ear. His gift to find the source of our challenges and to help us navigate through our own distractions, has been an exceptional asset to our growth. We appreciate his clinical assertiveness and believe with his clarity we will continue to thrive.”
Gerardo Groenewold Vice President of Personnel Management at Grupo Televisa.
“Pedro’s focus on practicality and low tolerance for nonsense is what makes him an exceptional coach. His books, tools and coaching are very much straightforward. That is why he has been our growth partner for so long.”
“Pedro and his tools have been at the core of our culture from the beginning. He has been one of the critical keys to our leadership and growth. He helped us reinvent ourselves and plan for uncertainty, which comes in especially handy at these strange times.”
Alfonso Araujo CEO at Innovation HUB Tec-China.
“It is remarkable to engage in a conversation with Pedro. His broad knowledge and experience always enhance our conversations. His relentlessly direct coaching is refreshing and honest. He has pushed us to exponential growth since the beginning.”
José Manuel Aranalde International Area Manager at E. & J. Gallo Winery.
“Pedro’s diverse experience and knowledge in so many industries and geographies around the globe are unparalleled. It is impossible to ask him for advice on a specific pain and not get a couple of examples at least. This is what helps us learn, react, plan and execute at a pace we would have never thought possible.”
Juan Carlos Madrigal Marketing and Client Engagement Head at Citi Private Bank Latin America.
“Pedro is truly a visionary. He leverages his experience to consistently empower others, creating a new generation of entrepreneurs in his trail and encouraging others to become ecosystem enablers. His journey has only started. I am excited to see how much more impact he can create.”
Sebastián Molina Gasman Venture Capital Impact Investing at Seedstars.
“Pedro wakes you up. He empowers and inspires you to change and improve things, to make the world a better place. That requires skill and determination among other things that Pedro has and shares generously with everyone. He builds you up. Work with him, you will achieve things you did not think possible.”
Gabriela Romero CEO at the Chilean Association of Technology Transfer.
“Pedro is an experienced entrepreneur, innovative and passionate about venture building. He can easily discover the skills of people and empower them to bring out their best. Pedro is focused on value delivery; this is how he achieves his purpose of Empowering Leaders for a Better World.”
Miguel Sainz Vice President of Sales & Marketing at AMSU.
“Pedro is a relentless entrepreneur that is on a mission to empower other entrepreneurs to thrive. He not only inspired me in my entrepreneurial journey but gave me the right tools to achieve success. He is a futurist that is able to turn the future into current opportunities.”
José García Co-Founder at Eprezto.
“Pedro is one of the most innovative entrepreneurs I’ve met. We’ve participated in his programs which have been an inspiration for us. Pedro is a great business partner and an even better friend. The trust and confidence he instils in you is amazing. We cannot wait to see what else he has in store for us in the near future and beyond.”