Make Room for Growth
Auditing Your Growth Program
Each time I’ve stepped into a new role, I’ve begun with a comprehensive audit—reviewing systems, processes, client/member/donor data, revenue history, and income streams. This approach provides a clear understanding of what is in place, what has been effective, what has not, and where opportunities for improvement exist.
I take the same approach in my consulting work. When partnering with companies and nonprofits to develop growth strategies, I start with a fresh, objective assessment. You can’t address what you don’t see, and an external perspective often uncovers insights that may be difficult to identify internally.
Admittedly, this process can be uncomfortable. However, growth rarely happens without some level of discomfort. Building confidence in that discomfort—and committing to the necessary changes, process improvements, and execution—is essential to achieving meaningful progress.
A strong audit begins with data and the right questions. Consider the following:
What are your primary revenue streams, and how have they performed over the past three to five years?
How many clients, members, or donors do you serve, and what are your retention rates?
How are you capturing and managing constituent data?
What strategies are in place to engage clients, donors, or members with your mission, products, or services?
What processes govern data entry and usage within your CRM?
Is your team aligned around goals, roles, and expectations?
How is your board contributing to revenue growth?
There are well-established best practices that consistently support business growth. At the same time, innovative, “outside-the-box” ideas can differentiate your organization and unlock new opportunities. Both should be explored, tested, and refined.
One of the most common challenges I hear from organizations is the need to grow revenue. There is no single solution. Sustainable growth does not come from a lone “rainmaker”—whether that’s a new hire or a well-connected board member. It requires a coordinated strategy, a committed team, and a willingness to adapt, invest, and execute with discipline.