For small businesses, focus on adding concrete improvements like new tools or automation rather than scaling existing systems. A single addition can deliver a 20% boost or more because the baseline is so low. Large companies need multiplication strategies instead.
Use addition for small company engagements. When you're working with an early stage startup, you're working with a small business, you're asking how can you add to that business because their base is relatively small, right? So if you imagine them as being like a 3, would they rather have a 20% improvement or would they rather have another 3 points put on top of them? And so the opportunity for small companies is to have really radical improvements in their business through things that are additive. And that's where you bring in new apps, where you bring in MVPs, where you bring in certain significant automations. These are all things that are expanding what the business is capable of doing. And that's going to be really important because then, then they're able to make a whole lot more because the effective percentage increase is going to be really large. When you're working with a small company, look at how you can add to it versus when you're working with a large company, you're going to use a different mental model, which is multiplication.
