Business Performance Frameworks

This is the sneakiest trap entrepreneurs fall into: (I've personally fallen into this one multiple times) It's called: Optimizing the Useless Elon was once asked: "what's the biggest mistake engineers make?" He said: "Optimizing that which shouldn't exist." Now, if you find it really easy to fall into this trap (like me), then here's a simple framework that we used to build our first 8-figure business that I think you'll find useful. It's called D.O.W.N.T.I.M.E. This framework (borrowed from Lean Manufacturing) is all about learning to identify and eliminate WASTE within your business. Here's how to use this acronym to optimize your business: 1. DEFECTS If you don't have time to do something right, then when will you ever have the time to fix it? Defective products are a margin killer. Defects costs material, time, energy, morale, customer satisfaction, reputation, and more... 2. OVERPROCESSING Determine the customer's expectation of quality. Exceed it by ~15%. Diminishing returns kick in beyond this point. Want to increase quality? Increase price and your customer's corresponding expectation. Want to decrease quality? Decrease price. 3. WAITING Teams become increasing inefficient as they grow. People waste large amounts of time waiting for somebody in some other department to complete a task before they can move forward. Combat this by creating "simultaneous" (not "sequential") processes whenever possible. 4. Non-Used Employee Genius Your people are your most valuable resource. Treat them as such. Make sure they're not only sitting on the right seat, but that you're tapping into their unique genius (whatever that may be). 5. TRANSPORTATION The excessive movement of a "product" or "material" through a process. When moving things through a facility, straight lines are your friend. When moving things through a work cell, the "u" is your friend. 6. INVENTORY Necessary evil, especially in a world with next day delivery expectations. We're a "just in time" manufacturer, so balancing "enough" inventory with "too much" is one of the hardest problems we've had to solve for. 7. MOTION The excessive movement of yourself through a process. Example: Walking 10 steps to get the hammer 10 times per day. 10 x 10 x 280 (working days /year) = 28,000 steps 2,000 steps/mile 28,000/2,000 = 14 miles /year Move the tool. 8. Excess Production This gets turned into Inventory, but it's the unintended result of a process exceeding demand. Don't get this one figured out and you'll drown in inventory. This concept of D.O.W.N.T.I.M.E. works in ANY business, but it all comes down to culture. Training new employees in this concept is the most important thing we do. Why? Because once you know how to identify waste, you start to see it everywhere... Even in areas you know nothing about (like me in manufacturing). And once you control for DOWNTIME... your UPSIDE is practically unlimited.

5 Strategy Frameworks Every Leader Should Master in 2025 It’s not about doing more, it’s about doing the right things, better. These 5 frameworks will give you the clarity, structure, and focus to lead with confidence in the coming year: 1️⃣ RACI Matrix (Responsible, Accountable, Consulted, Informed) Purpose: Defines roles and responsibilities. When to Use It: For cross-functional projects or complex workflows. Why It Works: Ensures everyone knows their role, reducing bottlenecks and finger-pointing. Example: Used in a product launch to clarify ownership. Delivered 2 weeks ahead of schedule with fewer delays. 2️⃣ Growth-Share Matrix (BCG Matrix) Purpose: Helps prioritize investments across product lines. When to Use It: To evaluate which products to grow, maintain, or phase out. Why It Works: Balances short-term profits with long-term growth. Example: Identified a “cash cow” product and reinvested profits into a high-growth opportunity, driving 20% revenue growth. 3️⃣ Value Stream Mapping (Lean Six Sigma) Purpose: Optimizes processes by visualizing inefficiencies. When to Use It: For operational bottlenecks or resource-heavy workflows. Why It Works: Helps eliminate waste and improve efficiency. Example: Mapped out a supply chain process, reducing lead time by 30% and saving thousands in operational costs. 4️⃣ Blue Ocean Strategy Purpose: Finds untapped markets or creates new demand. When to Use It: To launch a new product or reposition your company. Why It Works: Helps avoid fierce competition by redefining the playing field. Example: Entered an underserved niche, creating a $5M market opportunity. 5️⃣ Scenario Planning Purpose: Prepares your organization for multiple future possibilities. When to Use It: In volatile markets or high-risk industries. Why It Works: Improves agility and helps navigate uncertainty. Example: Developed three potential outcomes for a market expansion, enabling quick pivots during unexpected challenges. Why These Frameworks Matter: In 2025, leaders will face more complexity, faster decision-making cycles, and increased competition. These frameworks simplify challenges, provide structure, and help align teams around what really matters. Which of these frameworks will you take into 2025? Or is there one you already swear by? 👋 Follow me, Hetali Mehta, MPH, for actionable strategy insights. ♻️ Share this post with a leader who’s ready to focus on what matters most in the year ahead.

I've watched 1,000+ sales pitches fail for the exact same reason. After coaching some of the best AEs in tech, I discovered the real problem isn't what you're saying—it's the entire framework you're using. Most companies create pitch decks that brag about themselves. This NEVER works. Customers don't care about your products. They care about their problems. For years, I've taught my private coaching clients a framework that's completely transformed their close rates. I call it the 5 P's of Pitching: 1/ PROBLEM What high-level business problem do you solve? This must matter to executives—not technical teams. If you sell CRM, your problem isn't "manual data entry." It's "rep underperformance" or "missed forecasts." 2/ PRIMARY REASON Why does the problem exist? Nail the root cause. "Leadership has poor visibility to pipeline and no accurate way to predict which deals will close." Articulating this builds immediate credibility. You speak their language. 3/ PAIN What metrics are suffering because of this problem? Missed forecasts lead to plummeting stock prices, revenue shortfalls, and sales layoffs. This is where you make it personal for the decision maker. 4/ PROMISE How does your solution address the PRIMARY REASON for the problem? "Our AI-driven forecasting prevents inaccurate manual forecasting and low deal visibility." Don't list features. Focus on solving their specific challenge. 5/ PAYOFF What metrics will improve when you solve their problem? For CRM: improved quota attainment, rep productivity, and accurate forecasting—all driving revenue and profitability. The 5 P's framework works because it's centered on the customer, not on your product. The best part? It takes 15 minutes to build and dramatically increases your close rate. If you want a copy of the 5P's template I use with my clients, comment TEMPLATE below.

Who the heck owns that?? Blurry Functions, Clear Responsibilities In SaaS post-sales, functional boundaries are often fuzzy. Customer Success, Support, Implementation, and Product might all touch the same customer issue—but if the responsibilities aren’t crystal clear, the result is internal confusion and a poor customer experience. This is where a RACI (Responsible, Accountable, Consulted, Informed) model becomes essential. While job titles and functions may overlap, there should be no ambiguity about who owns what in critical customer scenarios. You don’t always need a full RACI (who really has time for that anyway?), but knowing who is Responsible (“R”) is non-negotiable. 📌 Who ensures customers receive timely updates on high-priority defects? 📌 Who is accountable for setting expectations on roadmap requests? 📌 Who leads the conversation when a renewal is at risk due to a service issue? Without clear ownership, these moments can slip through the cracks, leading to frustration—both internally and externally. Defining RACIs for key customer interactions ensures: ✅ Speed & Efficiency – No endless internal escalations or “Who owns this?” debates. ✅ Better Customer Experience – Customers get clear, consistent communication. ✅ Stronger Cross-Functional Collaboration – Everyone knows their role, reducing friction. If you’re scaling a post-sales function, don’t let unclear ownership slow you down. Invest time in defining RACIs, or at least the “R”—you’ll move faster and create a seamless customer experience. How have you done this?. ⬇️ #SaaSPostsales #CX #retention

I helped a client implement April Dunford's "Sales Pitch" framework in their deck last week. After their first two pitches, they said: "This is completely changing our conversations!" I read April's book when it first came out and have tested the framework with multiple clients since then. It works incredibly well. Here's the framework breakdown (and why each step is so valuable): 1. 𝗜𝗻𝘀𝗶𝗴𝗵𝘁 (𝗣𝗢𝗩): Start with what your experience reveals about the customer's situation and problems you can help solve. This positions you as a trusted expert and frames the conversation around your unique value. 2. 𝗔𝗹𝘁𝗲𝗿𝗻𝗮𝘁𝗶𝘃𝗲𝘀: Discuss common solutions customers typically use with honest pros and cons. This builds credibility and helps uncover what they value most in potential solutions. 3. 𝗧𝗵𝗲 𝗣𝗲𝗿𝗳𝗲𝗰𝘁 𝗪𝗼𝗿𝗹𝗱: Paint the picture of an ideal solution by summarizing the pros of all alternatives. This creates alignment––if they agree with your perfect world description, they're likely a fit. If not, they probably aren't. 4. 𝗜𝗻𝘁𝗿𝗼𝗱𝘂𝗰𝘁𝗶𝗼𝗻: Now introduce your solution and category. This works because you've established the perfect context before revealing your offering. 5. 𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁𝗶𝗮𝘁𝗲𝗱 𝗩𝗮𝗹𝘂𝗲: Focus your demo exclusively on your differentiated features. Don't overwhelm with every feature. Instead, highlight what truly sets you apart and creates unique value. 6. 𝗣𝗿𝗼𝗼𝗳: Provide evidence that you deliver on your promises through testimonials, case studies, and results. This validates your claims and builds trust at a critical moment. 7. 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: Come prepared with answers to common questions. This demonstrates you understand their concerns and have thought ahead about potential roadblocks. 8. 𝗧𝗵𝗲 𝗔𝘀𝗸: Close with a clear next step. A good pitch always includes a straightforward call to action appropriate for where they are in their journey. The beauty of this framework is by the time you reach that final ask, it feels completely natural for both sides. What sales framework has worked best for you? #positioning

WHY SMART PROJECT LEADERS THINK IN SYSTEMS (and what they use to stay ahead) If you’re leading projects in today’s high-speed, high-stakes world, you need more than checklists and Gantt charts. You need to think like a strategist and act like a systems engineer. That’s why more leaders are turning to the Logical Framework Approach (LFA), a deceptively simple thinking tool that helps you cut through complexity, clarify outcomes, align teams, and deliver results that actually matter. I've introduced the LFA to numerous technology and business leaders and this quickly became their favorite strategy and project design tool. WHAT IT IS The LFA isn’t just another project planning format—it’s a thinking system upgrade. It reframes your role from managing tasks to designing outcomes. By asking four strategic questions in the right order, it transforms ambiguity into clarity and confusion into execution. This framework helps you: -Define what success really looks like -Map out the cause-effect chain from inputs to impact -Expose hidden risks before they bite -Align your team around a shared logic and purpose The four powerful questions that drive the process are: -What results are we trying to achieve—and why? -How will we measure success? -What other conditions must exist? -How do we get there? Each question populates a simple 4×4 matrix structure, compact enough to fit on one page, but deep enough to design complex initiatives. The result? A strategy you can see, share, and execute. WHEN TO USE IT The Logical Framework shines when: -A new project starts with little more than a vague goal -Strategy needs to be translated into clear, aligned action -A disruptive event forces a project pivot -Teams are spinning their wheels or misfiring -You need to test an idea or assess feasibility—fast The real magic isn’t in the matrix itself. It’s in how the structure forces the right conversations, reveals faulty assumptions, and builds team ownership from the start. If your job is to lead—not just manage—this tool helps you do both. It connects your work to higher-level strategy while giving you the confidence to act with clarity and purpose. CURIOUS ABOUT HOW THIS WORKS IN PRACTICE? DM me and I’ll send you a short article that shows exactly how to apply the Logical Framework to your next project.

Just watched a sales leader lose 5 of his top reps after spending months perfecting a "winning" sales methodology that his team HATED. After 18 months of work, the CEO killed his career with six words: "Your team keeps missing their numbers." After analyzing 300+ sales teams and thousands of reps I've identified the exact leadership framework that separates 90%+ quota attainment from the industry average of 60%. The BIG missing piece that most sales leaders miss? Stop running meetings as status updates. And start treating them as PERFORMANCE ACCELERATION ENGINES. Here is the GOLDEN Leadership framework: GROWTH MINDSET: Start every meeting with these 3 strategic elements. → Team member shares industry insight or sales technique (creates learning culture) → Discuss application to current deals (makes learning actionable) → Rotate presenters weekly (builds leadership skills company-wide) This approach increased team knowledge retention by 72% across my client base. OPTIMIZATION SESSION: Have top performers demonstrate and teach these 4 specific skills. → Objection handling techniques (with exact language used) → Discovery questions that uncovered hidden needs → Email templates that generated 80%+ response rates → Closing language that accelerated decisions Use this exact script: "Jeff, you closed that impossible deal with [company]. Walk us through exactly how you handled their [specific objection] so the team can replicate it." LEADERBOARD ACCOUNTABILITY: Create what I call the "Performance Matrix" with columns for. → # of Booked Discovery Calls (activity metric) → New opportunities generated (pipeline metric) → Percentage to monthly target (results metric) → Weekly win or learning (growth metric) DATA & DEVELOPMENT: Each rep inputs and shares three critical elements. → KPIs for the week (leading indicators - 100% controllable) → Sales results (lagging indicators - what they actually sold) → Wins or learnings (development indicators) EXECUTION: Randomly select an AE to role play live. → Use a jar or spinning wheel to pick sales scenarios → Focus on objections, cold calls, or tough situations → Play the difficult prospect yourself → Provide immediate feedback and coaching This gets your team sharper before they jump into their day, and knowing they might be selected drives preparation. NEXT LEVEL MINDSET: End with motivation to conquer the week. → Short visionary speech or gratitude to the team → Positive reinforcement → Ensure they leave with the right mindset This is what they'll remember as they enter their next task or meeting. "REAL RESULTS from this framework: ✅ An IT services client increased sales by 37% in just 30 days ✅ Average rep retention improved from 18 months to 36+ months ✅ Team productivity increased 42% with the same headcount ✅ Top performers stopped taking recruiter calls Hey sales leaders… want a deep dive? Go here: https://lnkd.in/e2iZ7Rmv

How to solve the 5 biggest problems organizational leaders face. I've been in leadership development and strategy for more than 20 years, and I've seen these 5 problems repeat themesleves over and over. The key to solve them is to apply proven strategy frameworks, and collaborative leadership. Here are the top 5 problems, and how to solve them: Problem #1: Failure to continuously innovate. How to solve it: ↳ Perform a SWOT analysis to honestly assess your current: → Strengths → Weaknesses → Opportunities → Threats Use the insights to: → Strengthen your innovation capabilities. → Seize new growth opportunities faster than competitors. Problem #2: Misalignment between stated strategy and team execution. How to solve it: ↳ Translate your SWOT into a TOWS matrix to define concrete actions. ↳ Use Strengths to maximize Opportunities, overcome Weaknesses, and counter Threats. ↳ Engage teams to prioritize and implement the top strategies. Problem #3: Lack of a clear, shared vision. How to solve it: ↳ Use the SOAR framework to engage stakeholders in identifying: → Your Strengths → Opportunities → Aspirations → Desired Results. Craft an inspiring shared vision and strategy that aligns and motivates everyone. Problem #2: Difficulty adapting to rapid change. How to solve it: ↳ Conduct a PESTEL analysis. Anticipate how these factors may impcat your business: → Political → Economic → Sociocultural → Technological → Ecological → Legal Proactively adapt your strategy and build agility as a key cultural attribute. Problem #5: Lack of enduring competitive advantages. How to solve it: ↳ Evaluate your company's resources and capabilities using the VRIO framework. ↳ Determine which are truly: → Valuable → Rare → Costly to Imitate → Optimized Focus strategy and investments on strengthening those differentiating assets. As I've seen time and again, strategic frameworks are incredibly powerful when used collaboratively. They help you to engage stakeholders, focus efforts, and adapt proactively. — P.S. Unlock 20 years' worth of leadership lessons sent straight to your inbox. Every Wednesday, I share exclusive insights and actionable tips on my newsletter. (Link in my bio to sign up). Remember, leaders succeed together.

90% of startups don’t fail because of: Bad marketing, a weak team, or even a poor product. They fail because they lack a repeatable decision-making process. Here’s the framework I use to make better, faster decisions in business. I call it “The Iteration Loop.” It’s a structured way to identify what’s working, what’s broken, and what to do next, without getting stuck in endless guesswork. It gives you a systematic way to eliminate bottlenecks, optimize execution, and scale with clarity. Here are the 6 phases: 1. Bottleneck Identification 2. Clarifying the Goal 3. Solution Brainstorming 4. Focused Execution 5. Performance Review 6. Iterate & Improve 1️⃣ Bottleneck Identification Before you can fix anything, you need to identify the real problem. Most entrepreneurs spin their wheels solving the wrong issues because they never dig deep enough. To get clarity, ask: + What's the biggest constraint stopping growth right now? + What metric, if doubled, would create the biggest impact? + What’s preventing us from getting there? If you don’t identify the root problem, every solution you apply will be wasted effort. 2️⃣ Clarifying the Goal Once you know the problem, define the exact outcome you’re solving for. I use a simple Three-Part Goal Formula: 1. What are we trying to achieve? 2. By when? 3. What constraints do we have? Vague goals lead to vague actions. Precision forces progress. 3️⃣ Solution Brainstorming Now, generate every possible solution—without filtering. Most people limit themselves to their existing knowledge, which is why they get stuck. Instead, ask: “If there were no rules, what would I do?” This opens up better, faster, and often simpler solutions you wouldn’t have otherwise considered. 4️⃣ Focused Execution Don’t test everything at once—test one variable at a time. Most teams waste months by making too many changes at once, leading to messy, inconclusive results. Instead, break it down: 1. Test one key assumption. 2. Measure one KPI that proves or disproves it. 3. Execute for a set period, then review. 4. Speed matters. Complexity kills momentum. 5️⃣ Performance Review Your data isn’t just numbers—it’s feedback on your decision-making process. Your job is to analyze: + Did the solution work? + Why or why not? + What does this tell us about our business? Every test refines your ability to make better future decisions. 6️⃣ Iterate & Improve Most companies don’t fail from making the wrong move—they fail from making no moves at all. The only way to win long-term is to keep iterating. Instead of fearing failure, build a culture that rewards learning. Failure + Reflection = Progress. If you aren’t improving your decision-making process, your business will eventually hit a ceiling. That’s why I built The Iteration Loop—so every problem becomes an opportunity for better, faster execution. P.S. If you want the scaling roadmap I used to scale 3 businesses to $100M and beyond, you can get it for free from the link in my profile.

Only 2% of leaders are confident they will achieve 80–100% of their strategic objectives. 👇 That includes: ---> Navigating Market Dynamics ---> Understanding Competitive Forces ---> Identifying Growth Opportunities ---> Adapting to External Changes ---> Excelling in Value Delivery How can we ensure we're not part of the 2%? By utilizing robust business strategy frameworks. Consider these essential models: ---> The Ansoff Matrix: Explores growth strategies through market penetration, product development, and diversification. ---> Porter’s Five Forces: Analyzes competitive forces to strategize on profit potential in an industry. ---> Growth Share Matrix: Helps allocate resources by categorizing business units as Stars, Cash Cows, Question Marks, or Dogs. ---> PEST Analysis: Examines Political, Economic, Social, and Technological factors to anticipate market trends. ---> Value Disciplines: Focuses on excelling in one of three areas - operational excellence, product leadership, or customer intimacy. These frameworks don't just guide you through planning. They empower you to turn strategy into an actionable advantage. ➟ Understand your market deeply. ➟ Anticipate challenges confidently. ➟ Drive growth strategically. ➟ Stand out from the competition. -- Think your network could benefit from these insights? Feel free to share. ♻️