Be Realistic but Ambitious: FMCG Scale-Up Strategies to Build Investor and Retailer Trust
Chapter 4 – Be realistic, but ambitious...
The age old over promise / under deliver conundrum.
It’s tempting to dazzle, promise growth figures in the ‘x’s’ that no one would refuse. Trust however is hard earned and easily lost. At a scaleup stage – understanding your numbers is now implicit.
Being consistently off your projections – up or down – implies a lack of understanding, of control.
It’s what customers will look at when deciding if they trust you with that seasonal promo. Whether investors back your growth projections. Whether you’ll be laid up with slow moving or obsolete stock because you over-ordered for a unit price reduction.
Time & experience is the greatest teacher here. Even then – and definitely before, scenarios are your friend. If your ‘low’ scenario is a bloodbath and your ‘mid’ scenario just makes sense – test your confidence.
Avoid paralysis – but ignorance is rarely bliss.
Plan. Be realistic. You’ll be better for it.
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