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Leverage Framework

Core Principle

"Your business data reveals the constraints. The solutions can come from anywhere." The framework distinguishes between diagnostic tools (identifying what's blocking revenue) and remedies (which can come from any industry or discipline).

Five-Phase Process

Phase 1: Constraint Mapping

Scans your sales pipeline, marketing metrics, pricing structure, and operational patterns to identify:

  • Revenue frictions -- where deals stall or drop off
  • Marketing gaps -- where spend doesn't convert
  • Profit leaks -- where margins erode unnecessarily
  • Deferred decisions -- pricing changes, channel shifts, or offers you keep postponing

Phase 2: Leverage Detection

Uses six methods to find moves that accelerate growth across multiple business domains:

  1. Bottleneck convergence -- capabilities blocking sales, marketing, AND profitability simultaneously
  2. Adjacent possible -- nearly-ready offers, channels, or skills that unlock new revenue with minimal effort
  3. Multiplier models -- frameworks that change how you price, sell, or allocate resources (e.g., switching from hourly to value-based pricing)
  4. Removal leverage -- automating or eliminating low-margin activities to free capacity for high-margin work
  5. Audience leverage -- whose existing audience, platform, or distribution can you tap into to accelerate sales THIS month? Partnerships, guest appearances, co-promotions, affiliate deals, and channel partnerships that give you immediate access to buyers already gathered by someone else
  6. Positioning leverage -- market positioning shifts that increase perceived value and pricing power

Phase 3: Beyond the Vault

The critical phase recognizing that "the most powerful growth moves are often things your business has NEVER tried." Identifies blind spots by importing proven strategies from other industries -- pricing models, sales motions, distribution channels, and monetization patterns you haven't considered.

Phase 4: Verification

Filters candidates through:

  • ROI projection -- estimated revenue impact vs. implementation cost
  • Speed-to-impact -- how fast each move generates returns
  • Compound potential -- does this create monetary compound effects (revenue that generates more revenue)?
  • Counterfactual analysis -- what happens to sales, margins, and growth if you DON'T make this move?

Phase 5: Output

Delivers 3-7 ranked leverage points, each with:

  • Clear revenue/profitability impact estimate
  • Dependencies and prerequisites
  • Leading indicators to track within the first 30 days

Phase 6: First 5-Day Sprint

For the #1 leverage point, the framework breaks it down into a concrete 5-day sprint:

  • Day 1 -- Specific action with a clear deliverable
  • Day 2 -- Next step that builds on Day 1
  • Day 3 -- Momentum action
  • Day 4 -- Validation or outreach
  • Day 5 -- First measurable result or feedback loop

Each day's action is small enough to complete in 1-2 hours. No planning. No prep work. Just doing.

Phase 7: Three Daily Activities

On top of the sprint, the framework prescribes 3 daily activities designed to compound over time. These are the smallest, most tangible actions you can do every single day to keep the ball rolling:

  1. A sales activity -- one specific outreach, follow-up, or conversion action
  2. A visibility activity -- one specific action that puts you in front of the right audience
  3. A leverage activity -- one specific action that builds or activates a partnership, asset, or system

These are not goals. They are actions. Each one takes 15-30 minutes. You do them every day, no exceptions. The compound effect is monetary.

The 3+ Domain Test

This is NOT general business advice. True leverage points satisfy the 3+ Domain Test: implementing them accelerates sales, sharpens marketing, AND increases profitability simultaneously. Single-domain improvements are useful but not leverage.

Examples of real leverage:

  • A positioning shift that shortens sales cycles (sales), increases inbound leads (marketing), AND supports premium pricing (profitability)
  • A partnership with someone who already has your ideal buyers assembled -- you get accelerated sales this month, they get value-add content for their audience, and both sides increase monetization
  • An automation that frees 10 hours/week (operations), enables faster follow-up (sales), AND reduces cost per acquisition (profitability)

Anti-Patterns to Avoid

  • Generic recommendations ("improve your marketing")
  • Intellectually interesting strategies that don't connect to revenue
  • Growth tactics that increase top-line but erode margins
  • Suggestions requiring months of setup before any monetary return
  • Vague paths without concrete next steps and measurable outcomes
  • Ignoring why previously-identified leverage was never executed

The framework demands specificity, evidence-based reasoning, and honest assessment of what's actually blocking revenue growth versus what merely sounds strategic.