People are any business’ greatest asset and the right talent will help fast-growing businesses thrive now and into the future. But acquiring that talent is easier said than done and entrepreneurial CEOs are all too aware of the challenges around recruitment and how to retain employees. In its 2018 report, the Scaleup Institute found that access to talent is the major pain point for scaleup CEOs, especially as four in ten expect to grow employee numbers by 20 per cent each year.
What gap in the market does your business fill? How well do you know your customers? Have you got a solid plan for growth backed up with valid metrics?
Customer retention versus customer acquisition: It’s a battle for the ages. We know that maintaining loyal customers can be easier and more profitable than finding new ones. However, many businesses still dedicate resources to acquisition. It is crucial that one balance's their focus between customer acquisition and customer retention. Your r customers provide the most lifetime value, after all. So, while others work themselves to the bone trying to generate leads, you can come up with an effective retention process.
Businesses with properly aligned sales and marketing teams sell far more often at a higher profit margin. When our part-time Marketing Directors arrive in a new business, they’re often asked for marketing strategies to increase sales. As they look into improving the sales process, though, they actually find that the relationship between sales and marketing isn’t as it should be.
Many B2B businesses place more emphasis on lead generation than customer retention. This is often a mistake. Not only is it cheaper to retain customers than attempt to win new ones, it also takes less time and effort. In fact, it can cost 5 times more to acquire a new customer than retain an existing one. Furthermore, as loyal customers repeatedly purchase your products and services they offer greater lifetime value, which in turn boosts revenue.