B.D. Dalton II, Lazy Overachiever, deal-maker, author and podcast host of Grow Sell and Retire, Director at Rockfine Group.
In the trenches of scaling businesses, I’ve noticed something fascinating: companies that successfully leap from $10M to $20M rarely do it by simply “working harder.” Through my work with scaling businesses across the UK and Europe, I’ve uncovered three game-changing levers that consistently drive explosive growth—and they’re hiding in plain sight.
The Market Authority Accelerator
Let’s be brutally honest: most £10M+ businesses are stuck in a dangerous loop of competing on price or features. It’s exhausting, expensive and ultimately futile. The real growth lever? Becoming the undeniable authority in your space.
I recently worked with a tech services provider who was grinding away at 15% annual growth. Their breakthrough came when we completely flipped their approach. Instead of pitching services, they started leading with industry insights and proprietary frameworks. Within 14 months, they’d nearly doubled their revenue, with their marketing budget actually decreasing. This shift didn’t just drive revenue; it transformed their entire business model and market position.
The Profit Multiplication System
Here’s an uncomfortable truth: most businesses are leaving millions on the table by overlooking their existing assets. It’s like having a Ferrari in the garage but only using it for grocery runs.
Case in point: A manufacturing firm I advised was fixated on finding new customers until we discovered they were utilizing only 40% of their current client potential. By developing targeted solutions for their existing customer base, they drove a 45% revenue increase in just seven months. Even better? Their operational costs only increased by 12%. This revelation shifted the focus from constant acquisition to deeper client engagement.
The Strategic Alliance Engine
While everyone else is trying to build everything in-house, smart companies are creating leverage through strategic partnerships. It’s the difference between building a house brick by brick and buying one that’s already constructed.
One of my clients, a professional services firm, transformed their growth trajectory by identifying complementary businesses and structuring revenue-sharing agreements. They effectively doubled their service offerings overnight without hiring a single new employee. The key was finding partners whose strengths complemented their weaknesses, creating a win-win scenario for all parties involved.
Implementing Your Growth Strategy
The path to implementing these growth levers starts with a comprehensive Growth Lever Audit. This isn’t just another business review; it’s a deep dive into your organization’s untapped potential. Begin by thoroughly examining your current market position. What unique insights do you possess that your competitors don’t? What intellectual property have you developed but not fully monetized? These questions often reveal immediate opportunities for growth.
Next, focus on building your Authority System. This goes beyond traditional marketing—it’s about establishing your company as the go-to expert in your field. Start by documenting your unique methodologies and approaches. Develop clear, compelling ways to share your expertise with the market. Create content that demonstrates your deep understanding of your clients’ challenges and your unique ability to solve them.
The final implementation step involves structuring your Alliance Network. This requires careful consideration of potential partners who can help you reach new markets or offer complementary services. Look for businesses that share your values but serve your target market in different ways. The goal is to create partnerships that multiply your effectiveness without adding significant overhead.
The Mindset Reset
The jump from $10M to $20M demands a fundamental shift in thinking. Instead of asking, “How do we get more customers?” successful leaders ask, “How do we extract more value from our existing assets?”
This isn’t simply theory; I’ve seen this shift reshape businesses across multiple sectors. It’s about working smarter, not harder, and leveraging what you already have to create exponential returns. Successful companies don’t just change their strategies; they change their entire perspective on growth.
Here’s the interesting part: This approach might carry less risk than traditional growth strategies. When you focus on existing assets and relationships, you’re building from a foundation of proven success rather than speculating on unknown territory. When you leverage what you already have, you can test and validate new revenue streams with minimal investment.
Your Path Forward
The journey to $20M starts with a clear-eyed assessment of your current position. Take time to evaluate your existing assets, relationships and market position. Look for ways to strengthen your authority in your market. This might involve developing new intellectual property, creating thought leadership content or systematizing your unique approaches.
Focus on deepening relationships with your current customers. What additional value could you provide? What problems could you solve that you’re not currently addressing? These questions often reveal immediate opportunities for growth.
Finally, begin identifying and approaching potential strategic partners. Look for businesses that complement your offerings and share your values. The right partnerships can open new markets and revenue streams without requiring significant capital investment.
The Reality Check
The harsh truth? Most businesses have these growth levers right under their nose, but they’re too busy chasing shiny new opportunities to notice. The companies that successfully scale from £10M to £20M aren’t necessarily working harder, they’re finally activating the dormant potential within their business.
The question isn’t whether these levers exist in your company. The question is: how quickly will you act to unlock them? In today’s competitive landscape, the opportunity cost of inaction is higher than ever. The businesses that will thrive are those that recognize and activate these hidden growth levers before their competitors do.
Those who successfully make the leap to £20M understand that it’s not about incremental improvements – it’s about fundamental transformation. By focusing on these three key levers and implementing them systematically, you can accelerate your growth while actually reducing risk and operational complexity.
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