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Revenue targets are arbitrary unless tied to what your client actually wants. Find their personal goal, work backward to the cash needed, then let them build the business plan to get there.
Revenue targets are arbitrary unless tied to what your client actually wants. Find their personal goal, work backward to the cash needed, then let them build the business plan to get there.
Normally, when you start working with clients and asking them for goals, they're going to 99 times out of 100 give you a revenue goal. Revenue goals are really shitty goals because they're arbitrary. Your client has some kind of goal that's going to move the needle for her as a person. Buy the new house, pay off her college tuition, have two Teslas in the driveway, and be able to take trips to France four times a year. Those are the real goals. We got to get to the bottom to figure out what the personal goals. Then we got to transform those into cash goals in the business, because those goals are funded by the cash that comes out of business. Your job is to show the financials that need to be true in order for her to have the two Teslas and the France vacations. Then you got to turn it back around on her and say, look, based on what you're doing with your services or your products, this is what it needs to look like. Go and brainstorm and come back. Tell me what are three or four things that you can do to achieve those. You find ways to have them go creatively figure out what they've got to do in their business to achieve those financials that you painted for them.
