How ambitious companies can meet the challenges when scaling up

Many start-ups and SMEs do not have the infrastructure in place that is common in big companies – but it is important to put “big company systems” in place early in the journey.

Five-year plans, risk management strategies and compliance teams can be difficult to set up in smaller operations, but they are critical for companies that are serious about going beyond merely dreaming big to actually becoming big. And policies and systems for ethical business practices and occupational health and safety are vital no matter the size of the company – these are fields where it is unacceptable to compromise.

Scaling up starts at the top

Senior leadership must drive the change and set the culture for the company as it seeks to expand. The pandemic has changed the way many companies work, so the scaling-up challenge has been exacerbated by remote working.

When a company has team members across different countries, executives may not always be close to the day-to-day operations. But as leaders, we cannot be complacent – it is important, no matter how big the company becomes, that leaders make a point of engaging with staff at every level.

When I am in the office, I am talking to people at their desks – it might not look productive, but the opposite is true. It is key to have these individual conversations with the team and find out how they’re doing, especially in a hybrid working environment.

The importance of clear, constant communication cannot be understated. It is vital for a cohesive approach.

Getting processes right

A good starting point for scaling up is to identify what processes are needed for growth and to start creating them. Even small wins here are important steps on the journey toward expansion.

For example, a review of pre-sales processes is a one way to ensure sales teams are as effective as they can be. A vital part of this is training so they have detailed knowledge of products or solutions. This also prevents situations where the expectations sold to customers do not match the reality of what is possible. “A knowledgeable sales team is a successful sales team,” is a good adage to apply.

Processes are very important as a company grows. It can be too easy for smaller companies to take a relaxed approach to processes, but if you introduce clear systems early, it makes running the business much smoother as you grow.

This is especially critical when there is a diverse, international team working across time zones – documentation must be clear and accessible, so everyone knows what they need to do and when they need to do it.

As companies grow and hire more people, proper documentation of all relevant processes makes onboarding more straightforward; newcomers can hit the ground running, often a vital piece of the jigsaw for a company scaling up at pace.

Leveraging data, tracking progress

Another area that is critical for continuous success is best practice data management. Using data well helps leaders make good decisions, spot market trends, understand their customers and identify potential targets. Eliminating duplication in data, for example, may seem like an onerous task but it is one that should not be neglected. It makes data analysis and taking proactive steps for improvement much more efficient and effective. 

Big ambitions need to be clear and measurable so progress can be tracked and improvements can be made along the way. A proper, formalised goal-setting process is a good way for smaller companies to get into the mindset of a bigger company. Reviewing company goals quarterly is an easy way for businesses to check their progress and to update their goals as they go.

Small can still be beautiful

There are some advantages to being a smaller operation that can stand companies in good stead as they scale up.

In smaller teams, everyone needs to be able to wear multiple hats. Managers in particular need to lead by example and be hands-on. Sometimes, it is simply more efficient for a manager to do some basic tasks themselves – it can even be an opportunity to show other team members a new skill or process.

One of the biggest benefits of working in a smaller team is that it is an opportunity for everyone to learn a wide range of skills. For people who are just getting started in their careers, this gives them the chance to work out where they might want to specialise. If they can see a rewarding career path ahead based on the skills they have learned, this creates employee loyalty and ensures the business has a talented, experienced team on board for the long haul.  

Looking to the future

At Fotech, we are committed to thinking like a big company as we scale up, we are putting in place systems and processes that are more akin to much bigger companies. As the world slowly gets back to a new normal, we are ready to make the most of the opportunities that have arisen across all our markets. We remain agile and adaptable so we can grow alongside our clients.

And for companies looking to scale up, it is this approach, coupled with developing the mindset of a bigger company, that will set them up on this exciting journey of growth and success.

Susan Moritz, chief operating officer, Fotech