Mark Osborne walks through a crawl-walk-run framework for building business systems. Start by experimenting and learning your process, then document it into repeatable playbooks, then scale with tools like a CRM. Introduce systems only after you understand what you're actually doing.
To get to the next level, we can't continue to do what we've done. Then once you've done that, now you can start unlocking and saying, okay, how do we get these processes into repeatable and scalable, right? Where everybody understands how the business is run, building out those playbooks. And to me, I use a crawl, walk, run metaphor, which I know a lot of people do. To me, crawl is kind of figuring it out the first time. That's where most of these companies are and kind of chaotic to, you know, just starting to figure it out and turn into repeatable. Walk is that repeatable stage where you can do, you can do the same thing, get the same, with the same inputs and get the same the same outputs. And then run is when you start getting scalable, and that's where the systems come in, right? There's no reason to put in a CRM system until you actually understand what your sales process is, right? So really taking people through that evolution before we start using the systems to really scale them up.
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