Turning Execution into a Culture: Embedding Strategic Follow-Through at Every Level of Your Organization

Ever feel like you're sprinting, but not sure if you're running in the right direction? I've been there. In building businesses, I've seen countless entrepreneurs chasing revenue growth, market share, and profitability—only to realize later that these weren't always the right targets.

Here's the thing: not all growth is created equal. You can hit all your revenue targets and still end up with a business that isn't valuable in the way you imagined. How? Because value isn't just about sales numbers; it's about balance, sustainability, and reducing risks that can undermine your company's worth.

A few years back, I worked with a client who achieved impressive revenue milestones. Yet, when the time came to sell his business, he discovered he had unknowingly created a major valuation gap—a $35 million gap to be exact. His revenue was overly concentrated in one big customer, creating a risk that significantly lowered his company's market value.

That's why I advocate for a valuation-first approach. By aligning your business strategy with core valuation-driving metrics, you ensure each decision you make contributes to long-term value, not just short-term wins. Metrics like revenue concentration, churn rate, employee engagement, and pipeline strength aren't just numbers—they're indicators of your company's health and future potential.

So, next time you're setting goals, stop and ask yourself: "Is this growth valuable growth?" Don't just chase numbers; chase the right numbers. Aim for balance, sustainability, and the kind of growth that genuinely builds value. Your future self—and your future company's valuation—will thank you.