From $10M to $50M: What Got You Here Won’t Get You There
Reaching $10M in revenue is no small feat. It means you’ve built a strong business, established a market presence, and likely have a team that works hard and delivers results. But going from $10M to $50M (and beyond) is a different game. What worked in the past might actually hold you back as you scale.
The strategies that helped you hit your current revenue ceiling—hustling harder, doubling down on sales, and managing everything yourself—become limitations when it’s time to grow.
So, what needs to change?
1. Leadership: From Hands-On to Strategic
At $10M, you’re probably still involved in most day-to-day decisions. You have your finger on the pulse of every project, every client, and every challenge. That kind of visibility might feel comfortable, but it’s unsustainable at $50M.
Scaling means becoming a true CEO. This requires a mindset shift: moving from being a hands-on operator to a strategic leader. This change can be tough, especially if your identity is tied to being deeply involved. But the reality is that a $50M business requires leaders at every level who can make decisions, solve problems, and drive initiatives without waiting for you.
Actionable Steps:
Build a Leadership Team: Promote or hire people who are not just capable of managing projects but can own entire functions.
Delegate Decision-Making: Empower your team to make important decisions and trust them to take the lead.
Focus on Strategy: Free up your time to work on long-term strategy, culture, and vision, rather than firefighting day-to-day issues.
2. Operations: From Hustle to Efficiency
At $10M, you’ve probably relied on the sheer grit and hustle of your team to hit targets and grow. But as you scale, those same operations that got you here might start to feel like they’re breaking down. Processes that worked when you had 30 employees may buckle when you have 100.
Operational efficiency is crucial. You need systems and processes that can scale with your growth, not slow it down.
Actionable Steps:
Invest in Technology: Use a robust CRM, project management, and back-office software that will grow with you.
Document Processes: Create standard operating procedures (SOPs) for every aspect of your business to ensure consistency as you scale.
Focus on Scalability: Ask yourself, “Can this process work at 3X the volume we’re doing today?” If not, it’s time to redesign it.
3. Partnerships: From Capital to Strategic Value
If you’ve grown your business to $10M, chances are you’ve done it mostly through organic means—reinvesting profits, borrowing strategically, and leaning on sweat equity. But breaking through the $50M ceiling often requires more capital than you might be comfortable risking on your own. That’s where strategic partnerships come into play.
A well-aligned partner can offer more than just financial resources. The right partner brings industry expertise, operational insights, and strategic guidance that can help take your business to the next level without losing your company’s DNA.
Actionable Steps:
Identify Your Needs: Is it capital, strategic direction, or operational support that you need most? Find a partner that complements your strengths.
Look Beyond the Money: Seek partners who bring more to the table than just cash. Do they have experience scaling similar companies? Do they have a strong network in your industry?
Define the Relationship: Make sure your vision aligns and that you have a clear understanding of what success looks like for both parties.
What’s Holding You Back?
Many roofing business owners hesitate to make these changes because they fear losing control, diluting their brand, or taking on risks they’re not sure they can handle. But the reality is that the growth journey from $10M to $50M is about changing the way you think and operate.
It’s about being willing to let go of some control to gain more freedom. It’s about building a business that runs smoothly whether you’re there or not. And it’s about finding partners who can help you accelerate growth without compromising your legacy.
The Bottom Line
Getting to $10M was an achievement. Getting to $50M and beyond is a transformation. It’s not just about selling more; it’s about building a business that’s designed to grow and sustain itself at a much larger scale.
The strategies that got you here won’t get you there. Adapt and elevate.
