Free Download: Seven Steps To Determine Your XFactor
Free Download: Seven Steps To Determine Your XFactor
It was April 2003 in year two of the three-year “Birthing of Giants” program at MIT. The leader of the program, Verne Harnish, gave us an assignment think about your biggest bottleneck – solve it – and if possible think of a way to improve your process or product in a way that would get a 10 times advantage over your competitors. Solve that and you will win in your business.
I had a two million dollar lawn care company that seemed to be stuck; I could not grow at more than 5 – 10 percent per year. The problem, the bottleneck was the cost of customer acquisition due to a long and complicated sales process. While brainstorming with fellow classmates on my bottleneck I came up with my “X” factor a way to reduce customer acquisition costs by a factor of 7 while decreasing the sales cycle from 3 weeks to 3 minutes.
My presentations are the story of the ride that this eureka moment created.
