4 Steps to Accelerate Your Firm's Growth

2. Sales Strategy

Once CX has been improved, move on to enhancing your firm sales strategy. After all, it won't matter how many referrals or inbound marketing leads you get if you can't close the deal. Along with improving the CX, this is largely a retention step. Once you've mastered it, however, you've set yourself up for growth acceleration.

3. Employee Training

At this point, most firms want to jump right into marketing. But at this stage what truly accelerates growth is employee training.

To keep the CX and sales strategies going — and continue to be successful — you need to map out your training process to get all employees on the same page. Yet it's one thing to map out a process, it's quite another to master it. Training fuels better service, which improves referrals and close ratios.

As with CX, the research backs this up. Companies that have a superior client experience paired with a superior employee experience see double the revenue growth of firms who don't.

4. Marketing Strategy

Once you have a training program that supports your CX and sales strategy, you're ready to layer on marketing to increase your external lead flow.

Growing in the Right Direction

Most firms try to accelerate their growth by working through this process backwards. They start with marketing, then work on training, then improve sales, and enhance their client experience last.

The problem with that method is you end up working through the process twice — up from marketing and then back down. You end up going through eight — instead of four — steps to achieve accelerated growth.

It may be counterintuitive to start with client experience, which isn't something typically associated with sales and increasing revenues.

However, if your firm works through these four steps starting with CX, you build a foundation to support the growth you'll experience in the later stages and the entire experience will be smoother for all involved.