How to go from a build-mode to a scale-mode CEO
In my experience where Founder/CEOs struggle the most is moving from “build-mode” Founder to “scale-mode” CEO. In fact I would go so far as to say most Founders never really become true CEOs.
I wrote an article about how the SaaS Business GTM playbook to get a start up to $1M in ARR is the complete opposite in getting it to $10M in ARR (and yes there is a different playbook to get to $30M ARR and $100M+ARR).
It requires a complete mindset shift from moving fast to moving purposefully. It means moving from reactive, speed is everything, fail fast, constant experimentation to a well-organized entity where systems and processes replace the messy chaos.
Don’t get me wrong… you cannot slow down, you cannot lose your hunger, you cannot take your “foot off the gas”, but everything needs to be done with purpose, repeatability and consistency. It is about moving from speed to velocity by doing more of the right things and repeating them.
This is how you move from “build-mode” to “scale-mode”.
And it is not just the GTM leadership, team and playbook that shifts mindset, strategies, and organizational DNA. Most importantly it is the Founder/CEO that must lead this shift.
But most Founder/CEOs get stuck in build-mode. And never transition to scale-mode. So, what is the difference between a build-mode and a scale-mode leader?
A build-mode Founder (CEO)
- Goes fast or dies
- Scrutinizes every detail
- Has lots of direct reports
- No sleep is part of the gig
- Available 24/7 to the team
- Focuses mostly on product
- All decisions go through you
- Calendar is a complete mess
- People learn through osmosis
- Health can wait for another day
- Fire drills are an everyday thing
- Finance and Ops are an afterthought
A scale-mode CEO (Founder)
- Crystal clear purpose, direction, progress
- Thinks of organization as the product
- Focuses on high-leverage activities
- Let others make 80% of decisions
- Management training is a priority
- Develops leadership philosophy
- Has reliable operating system
- Creates individual autonomy
- Balances speed & efficiency
- Aligned team incentives
- Calendar works for you
- Acts like a pro athlete
Don’t get me wrong, build-mode is very necessary and very hard. But once you have a product that people actually want…
Thinking like a build-mode founder will hold you back.
Thanks for reading. I’m John McAuliffe and I help companies accelerate growth more consistently and with greater predictability using repeatable processes.
