Phil Risher says founders scaling from $1 million to $10 million need to stop hustling and start leading. Build systems for sales, marketing, and delivery, then hire people smarter than you at each job. Track close rate, customer acquisition cost, and booking rate on a scorecard.
Your business doesn't need more of your time. It needs more of leadership and strategic thinking. As you scale from $1 million to $10 million, what we found is that the hustler has to die and the leader has to be born. Some of those qualities that we found is building systems inside of your business for sales, for marketing, for delivery, for collections, then actually leading by scorecards. Like, what does our scorecard tell us? What's our close rate? What's our customer acquisition cost? What's our booking rate? And then tweaking the business systems based off of the numbers. And then not looking for hows, but looking for whos. Who, not how. Obviously you're smart, you own a business, you could figure it out, but that's not what this is the next level for. The next level is hiring who's, not figuring out how. That's how you really scale your business from $1 million to $10 million.
