Patrick Mosher presents ROCCIR, five metrics for growing a business: Relationships, Offers, Campaigns, Infrastructure, and Rhythm. He explains why monitoring these five areas prevents overwhelm and helps you spot what's broken. Entrepreneurs often confuse offers with processes and build fragile infrastructure without the right systems.
Chapters
going to talk about. So needle movers are the components you need to monitor your business. If I think about these are the things that you need to do to, um, get your business started, to maintain it, create momentum, all those kind of things, and these are, uh, I recognized these at the beginning of me building my sales talent practice at Accenture, where I was like, man, I, you know, and, and when you're, when you're beginning to do something at a large organization, there are 120 variables thrown at you at one time. And Nate, I know exactly, you know exactly what I'm talking about because there's like all this stuff going on. And, and Amber, you're in that place now too. Because you weren't in that place, but now you are again, of like all these variables being thrown at you. And we all know this because we're all executives, is that if you try— and I think about that as like if you put marbles all on a slightly slanted tabletop, 122 marbles on a slightly tilted marble top, a tabletop. And if you try to keep all 122 marbles on top of the table, you, you just go bananas. Well, that's what it's like, you know, but the table doesn't stay, you know, slanted the same way. It's kind of tilting pitch, yaw, you know, you're, you're on a spaceship or no, not a spaceship. They'd be floating then. But you know, where, where are you with that? And so, so when I think about these, these are the 5 categories that I put those marbles all in those different packages so that I can monitor those as needle movers. If any of those aren't working, if any of these 5 aren't working like the others, that's where I should spend my attention. Okay, so the 5 needle movers are— come from my, my framework, my ROCCIR framework. It's R-O-C-C-I-R. The Rocker Framework is about relationships, offers, campaigns, infrastructure, and rhythm. So, just to briefly go through those relationships, you absolutely need relationships to monitor your business. If you don't have the relationships, to, to, to run your business, it's not gonna go. For example, love our product. We have such good product. Why isn't anybody buying it? Well, because you don't have clients buying it. That's a relationship issue. So maybe you should build up your sales and marketing. So, so relationships, well, I'm gonna come back to that one. Offers are What you sell or what you provide. It could be a service, it could be a product, but what's the thing that you provide? Now, the thing about offers, I've asked both in corporations and in entrepreneurs, what's your offer? And I get this lengthy paragraph of a thing and I'm like, That's not— I don't know what that is. The more you can describe that offer very distinctly, the more it's like, oh, that's the offer. So for example, significant impact monthly interactive is an offer. It's an offer. I have a monthly program. That's an offer. Makes sense, folks. So, so, so that's important to have that as something distinct. I've asked coaches that. It's like, what's your offer? And they're like, well, you know, I like to coach people through transformation. That— I'm like, whoa, no, no, no, no, that's your process. That's what you do. What's the offer? It's like, well, um, I coach people through transformation. No, no, you're, you're telling me what you do. And it's like, what is the thing? You know, like, what do you mean? It's like, do you have 5 sessions? It's like, well, it takes as long as it takes. I'm like, I'm not sure what your offer is. I'm not sure what the thing is. And I try to coach people into it's a 12-session package that works through transformation issues. You know, they're bi-monthly or bi-weekly. You know, it's like, oh, okay, that's the offer. So make it as clear as possible. And I know because I— you've done a lot of that work, but also that's tough in your business of like, here is the offer. And we can talk about that at a future call too. Mm-hmm. Third one is campaigns. In campaigns, I think of those as sales and marketing promotions. So the offer goes all the way up into what's the retail price for your, for that offer? So you price it on that side, on the offer side. But the campaign side is what are we gonna put it in the marketplace for? You might discount that, you might bundle it with other offers and create a bundle price, but that's how you promote it or put it out in the world as a campaign. And then infrastructure. This is the one that I see most entrepreneurs miss. In their world is an infrastructure piece on the needle movers. If you don't have a strategy for infrastructure, what I've seen so many people do is cobble stuff together and they don't actually have some strategy with their infrastructure. And then they end up cobbling something together because they're going cheap. I want to go really cheap. And I'm like, ah, What's your long goal for this? Which, what's the long plan, the long game? And for me, it's always been, what if I grow? What if I exponentially grow? What if my growth pops? What I don't want to think about when my growth pops is, wow, this thing isn't working with this thing and that thing doesn't work anymore and I have to rebuild that thing. If my business pops, I want to focus my time on my new customers. On that side rather than going like, oh, my infrastructure's broken now and I gotta go fix that. So, uh, so infrastructure is important. Um, and the last one is rhythm, and that's of not like kind of the others. Rhythm is what rhythm do you have of the things that came above. When I think about rhythm in my business, I have a, I have a daily review a weekly review, a monthly review, a quarterly review, and an annual review. So I'm— that's a rhythm that I have, but also significant impact monthly. It is in rhythm. And what I really try hard to do with this is, is to have these, these programs on the same day and the same month at the same time. You know, it's like so that there's a rhythm for people. They get it, they know what's coming. So, so that's a rhythm. I try to have X number of one-on-one calls every, every, every week. And so I monitor that. That's a rhythm that I want to maintain. I want to check my social media because I have social media presence. I want to check those with a rhythm. So, so what's your rhythm for your business?
