3. Focus on Things once your product or service sells by itself; in other words, when customers buy your product or service without you having to convince each of them individually. By ‘Things’ I mean everything that enables you to deliver to your customer. That is your overall infrastructure: production facility, office space, logistics, as well as your employees and money to buy raw materials and invest in further growth. No point selling if you can’t deliver, right?

When you’ve gotten to this phase, you have a Strategy in place. Now that you know what and how you sell, and for how much, you can create specific objectives and a clear path to achieving them.