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From Vision To Victory: Aligning Teams For Measurable Growth
Join Andy Stockwell as he shares proven strategies for driving revenue growth, aligning cross-functional teams, and leveraging data-driven marketing to deliver measurable results across industries.
In this engaging episode with Andy Stockwell, a seasoned growth consultant sharing his expertise and real-world insights into aligning teams for measurable business growth. With over two decades of experience in customer acquisition, retention, pricing, and product strategies, Andy brings a wealth of knowledge to the discussion emphasizing
- the critical role of a clear vision and effective communication in scaling businesses.
- providing actionable examples of how businesses can overcome barriers to growth through consistent processes and customer-centric approaches,.
Andy dives into the common challenges organizations face, such as inconsistent team alignment, hiring missteps, and process inefficiencies, and offers proven strategies to address them.
The conversation also explores Andy’s method of conducting growth gap analyses to identify areas for improvement and quick wins that help businesses recalibrate their strategie sharing stories of reshaping customer journeys, aligning messaging, and fostering collaboration among diverse teams to drive success.
Additionally, Andy discusses
- the importance of scalable frameworks,
- building a unified organizational vision, and
- ensuring emotional buy-in from team members to achieve sustained growth.
He concludes by offering practical advice to CEOs and CXOs on translating innovative ideas into actionable visions that align teams and captivate target audiences.
Like whether you’re a startup founder or a leader of a scaling business, or someone seeking actionable growth strategies, this episode is a must-watch for valuable takeaways on navigating growth challenges and achieving measurable success.
Tune in now to learn from Andy’s extensive experience and practical insights!
Andy Stockwell : CEO and Founder Andy Stockwell Consultancy LTD
Andy Stockwell is an award-winning Chief Commercial Officer, multi-channel marketer, and business coach with 20 years of experience. He specializes in driving revenue growth for companies of all sizes, from startups to large consumer brands. Andy offers services in sales and marketing strategy, business coaching, CRM consultancy, and customer centricity. He has successfully helped businesses like Sainsbury’s, JD Sports, TUI, and Monarch Airlines increase revenue and improve customer experience.
Madhusudan Nayak, Co-Founder & CEO of Worxmate
Madhusudan Nayak is a seasoned expert in driving organizational growth and execution through OKRs and self-governance models. With years of experience mentoring multi-billion-dollar organizations, product companies, and government agencies across APAC, the Middle East, and Europe, Madhusudan has successfully implemented strategies that have transformed industries such as IT, SaaS, finance, retail, and manufacturing. His deep insights and practical approach empower leaders to translate strategies into measurable success, making him a leading voice in guiding businesses toward sustainable growth and innovation.
Maddy N 0:15
Fantastic. I hope you can hear me clearly.
I mean, let’s so let me then go ahead and begin, right. So don’t worry about all this conversation we are having. Anyway, we are gonna edit it, right?
So hello and welcome. You know guys to our next series of podcast wherein we will be discussing more about aligning teams towards measurable growth. Often, we find teams basically, you know, struggles to, you know, align their work, their priorities with organisation’s goals. This could be due to lack of clarity. This could be, you know sometimes not getting the clear, you know visions or directions from the leadership, probably, you know, struggle at various levels and that’s the subject that we would like to discuss today and explore more Today we have Andy, Andy Stockwell with us who brings on more board more than couple of decades of experience specifically into customer acquisitions, growth, customer retentions pricing, product strategies, you know a very rich experience. He has worked with HPA and has served as CXO in his previous organisations.
Welcome Andy to our podcast. Glad to have you here.
Andy Stockwell 1:27
Thank you, very glad to be here. Looking forward to talking to you.
Maddy N 1:31
Fantastic. So Andy, you know, so before we begin and jump onto our question and answers, right.
Would you like to go ahead and have a quick brief about you to our, you know, audience?
Andy Stockwell 1:42
Yeah, of course. So yeah, so I work for 20 years in what started out as a startup and grew to a very successful organisation in marketing technology. So yeah, I started my career at HP. So, I’ve always been involved with working with customers. So yeah, that’s very much my focus is helping businesses grow. So yeah, today I have my own consultancy.
And essentially, I help business leaders to grow revenues and increase retention. So that’s what I’ve spent my days doing today.
Maddy N 2:16
Fantastic. You know, so a lot of people must definitely be excited, you know, for our podcast today. So, you know, Andy generally now when you are acting as a growth consultant, right, for many organisations and you have been serving like I’m bringing a mindset of a growth right in your previous organisations. Ideally when you consult your customers, right.
What do you really look for that first initial you know, analysis or the input right that helps you in understanding the potential barrier that lies in the company?
Andy Stockwell 2:48
Yeah, well, every business is different. I think that’s probably the first thing to say. So yeah, you never come across two that are exactly the same. So, what I do is I go in and I do a growth gap analysis. So essentially, I look at lots of different aspects of their business to understand what is limiting that growth. So that includes things like how they’re positioned both internally and externally, how customer centric they are and what sort of tools they’re using. You know what sort of technology, but also what sort of processes.
And you know, are really looking in detail what that growth strategy is.
So I actually recently worked with a startup who did a very good amount of investment. They’d hired some very good salespeople and an experienced marketing manager, and they got really good personalisation SAAS product. But what was going on is their actuals, those people who are relatively new to that business were not articulating that message particularly well. It wasn’t overly customer centric. So, from a customer point of view, they couldn’t quite see the value of the product.
So what I did with those guys is I basically worked out, then their new customer journey, and we reshape that. And then we reshaped how they were doing the demo stage and essentially that completely started to make sense from a customer point of view, you know how they could get value out of that product and that you know, that’s it starts to significantly grow their pipeline from that point on.
Maddy N 3:51
Hmm yeah.
No, I think it’s a. It’s a very valid point here, Andy, right and you know more or less on the same note, right, I mean my next question, you know in client support the same point, right, once you identify as such you know barriers are the areas that which can help you in understanding the problem statement better, right. So, what are those first you know quick wins that you like to have right within the company that helps them in realising what they were not doing earlier?
Andy Stockwell 4:41
Yeah, a very a very common issue that businesses have is they don’t have any consistency across their business. So, they have different departments all functioning in slightly different ways. And as businesses scale that that, that consistency can be lost even further, especially from a customer point of view. And you know that you know often that’s down to a lot of effort. So, you’ve got a lot of people working really hard to try and improve their areas. But what they do is they go off on slight tangents that can then.
Who’s a customer? So, so a good example I had on this was a business I worked with earlier in the year and they had a really experienced sales team, and they actually the leadership team saw the sales team as that catalyst for growth. So, they invested a huge amount in that team. They’re, you know, experienced people, they’d spent a lot of money on training and essentially those guys were doing a great first intro.
Maddy N 5:13
Yeah.
Andy Stockwell 5:38
But what happened is they got closer to a deal. They brought in a very technical solutions team.
Who essentially came in and talked completely different language. So customers have got really comfortable with what they were buying and then you know, a team that understood the product a lot more came in with a lot of jargon. So essentially what I did with these guys is I just started to reshape how that journey worked. So we brought that solutions team in a lot earlier in the process and we also aligned the messaging. So, they were talking the same language. And again, you know, made a massive difference to how this this business started to communicate with customers from then on.
Maddy N 5:53
Yeah.
Andy Stockwell 6:14
Improve customer experience and sales.
Maddy N 6:18
Yeah. Yeah. No, I think process, which I’m gonna pick one of the, you know, important subject here, which is a process that you’ve mentioned, right, which bring consistency in delivering what they have been doing it right. And I think that gives more data point to them, which can then help them in terms of, you know, taking appropriate actions. But while doing it right. And while you speak too many leaders, what do you think, what are the common? You know, I won’t say a mistake, but it’s more of like the area that they missed right while scaling the business.
Andy Stockwell 6:49
Yeah. Again, I always said no to businesses are the same, but there are some common things that I see, especially when somebody’s scaling a business. First of all, a very common one. Leaders are trying to do too much themselves. So, you’ve got, you know, somebody who just absolutely believes in that business are desperate for it to succeed. So, they’re throwing their efforts at every single possible area. So, they’re trying to be the best possible, you know, customer contact. They’re trying to be the best possible salesperson.
They’re out on the road trying to do, you know, conferences, etcetera. So, it’s about making sure you’re using their time effectively.
I’d say another big one is hiring for skills rather than cultural fit. I’ve seen many businesses, especially when they’ve got good funding at the start where they’re going out and they’re just trying to hire the skills that they want, and essentially, they then have this hotchpotch of personalities that actually don’t work very well together.
I’d also then say processes success can be the biggest limiting factor that you’ve got. If your processes are not right because essentially you can put too much pressure on different elements if you’re business.
Actually built to scale, so you have to almost plan to build your processes for being much bigger than you are, so that as you do take off, you can take maximum benefit from that. A great example of this was actually my very first client, so they were an e-mail marketing agency that actually a remote business. So, they’ve got people all over Europe.
And these guys have been hired for those real skills. They’ve all worked client side. Now the challenge they had is essentially.
These guys all had their own processes in their own ways of working, so when a new client was brought on, you would be very much the experience was based on the individual that you got. So essentially, I worked with these guys to build a set of scalable processes. So, when they brought a client on it was done in a very consistent manner. So, we did things like, you know, not a client on boarding process, account planning and account mapping that was consistent across the whole business and that allowed the leadership team to do things at scale.
Yeah, I’m actually. I’ve just, they’ve just agreed a new proposal. I’ve given them. So, I’m going to start working with those guys again next month, which will be great.
Maddy N 9:07
That’s great. Great to hear. Right. So, is there any framework or approach that you apply, is that helps them in aligning their business strategies or you know aligning their teams with the business goals so that they understand things, how to take decisions appropriately?
Andy Stockwell 9:22
Yes, for me there’s a big fundamental that I always recommend to my clients and that’s about having a very strong written down plan. It doesn’t need to be war and peace, but it has to be communicated really clearly. So, people know exactly what’s needed. And I would say to communicate that, build a story so that people can actually engage with it, you know, it needs a project plan in there, but it needs to be more than a project plan. You need to get emotional buy in from those people in that business. So, you’re not just getting attendance, you’re getting the actual buy in.
Maddy N 10:09
Yeah, yeah.
Andy Stockwell 10:12
to help drive that growth, our work as a business coach is also with a number of clients I worked with and a lot of first time CEOs that I work with they’re visionaries, they’ve build brilliant product but they actually not got that experience of managing multiple teams you know over many years, a lot of people are on those early leadership journeys, you do actually a lot by bringing that experience to help them with that sorts of scaling challenges.
Maddy N 10:20
Yeah. Yeah, no, absolutely right. I think you know, this makes a lot of sense, right? So generally, let’s take an example while you, you know, you continue to interact, you know, learn help them in terms of driving their business growth. What is that one advice you would like to give it to, you know the CEOs or CXOs or whom you generally either you interact, or you know those who are focusing on building their product and taking out them into the market. What is that one advice that you want to you know, share it with them while they are in the process of taking their product out in the market?
Andy Stockwell 10:52
Yeah, I would. I would certainly say about having a clear vision that everybody can buy into. So again, one of the biggest challenges in in growing a business, especially in those early days is making sure everyone is on that same journey as you. So making sure you’ve got clearly understandable vision and mission so that everybody in the business can really understand where they’re aiming as that business scales.
So actually, I’ve done that very recently with a client of mine who’s a very successful services business. They’ve got some unbelievably good clients, but they’ve a lot of their focus has been on their network. And those people that they know very well. So I’ve really helped them to really make that new prospect.
Vision mission really, really clear and succinct, and we’re now working on some sort of tactical multi-channel campaigns that are going to help drive their growth.
Maddy N 11:48
Yeah.
Andy, right. I mean a lot of time based on my experience I’ve seen, you know, in fact it’s just it’s an idea, right? I mean that is inspired them to take the product out of the market. Probably they may be lacking in terms of vision, right. And that’s the that’s a tough thing to define their vision. So clearly so right, so that they can see things clearly and which then can then be articulated right to the team, right.
So how do you see things like in such cases while we are, you are recommending them to have a clear vision, is there any specific you know process or steps that you ideally recommend them that they should be following 12345 that gives them a clarity and helping them in converting their ideas into a vision?
Andy Stockwell 12:32
Yeah, I sit down with them and their leadership team and typically I do a workshop, so I get people together and really start to understand what is it that makes their business difference. What is it that makes them tick? Where do they want to get to, what makes them different to their competitors and people that they want to strive to be like. So again, doing a bit of analysis to help them really put that together so that it’s really.
Really clear and then usable for the business.
Maddy N 13:03
Yeah, yeah, no, got it. I think, yeah, you know, so this summarises our podcast, Andy Wright. And thank you so much for all your inputs. I’m sure. Right. I mean, some of the cases that you talked about has, you know, would definitely help our, you know, people in terms of understanding how they should be thinking right when they’re in the process of taking their customers or taking their products to the to their customers, right to their target audience. Thank you so much for your time, Andy and.
You know, I hope that this helps our audience.
Andy Stockwell 13:34
Thank you very much. Good to talk to you all.
Maddy N 13:36
Thank you so much. Bye bye.
Andy Stockwell 13:37
Bye.
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