Bill Canady argues companies should focus on realistic, project-based growth timelines instead of chasing quarterly targets. An Ohio CEO with $4.1 million and eight salespeople will need six quarters longer than planned to hit his goals, but keeps his job by focusing on price and product mix over 12 to 18 months.
A company at 1.6 that works price and mix hard crosses 2.0 in 12 months to 18 months. That's the timeline. It's a project. It's not a quarter. That's really the whole argument of this episode. So let me put it in one line. Earn the right to grow. Then and only then accelerate. The CEO in Ohio still has the deck, 31 slides, 8 salespeople, $4.1 million. He'll get to run it. He's going to run it about 6 quarters later than he wanted to out of a business that will actually convert it, and he'll still be in this seat, which is more than I can say for a lot of people who ran their version of schedule, who ran their own version on schedule.
