Are you an Owner, Founder or Chief Officer of a profitable circa $5MM revenue D2C company with 10 – 15 staff, and the CEO has ambitions to grow to a $20MM company within 2-5 years, so you need to do what? How will you achieve this big goal? Thinking about customers, people, process, technology, and the senior team, what needs to happen? What advice is available from other CEOs or COOs who grew small companies through $20MM to $50MM Revenue? What would they do again, what wouldn’t they have done, and what would they try that they didn’t?

Growing a Direct-to-Consumer (D2C) company (or division) from $5 million to $20 million in revenue is a significant undertaking that requires strategic planning and execution across various aspects of the business. Here’s a breakdown of key areas to focus on and advice from CEOs and COOs who have successfully navigated similar growth phases:


  1. Deepen Customer Understanding: Invest in market research to better understand customer needs and preferences. This can guide product development and marketing strategies.
  2. Enhance Customer Experience: Prioritize customer service and user experience, as these are crucial for customer retention and word-of-mouth referrals in the D2C space.
  3. Expand Customer Base: Explore new market segments or geographies. Consider strategic partnerships to access new customer pools.


  1. Build a Strong Team: Hire skilled individuals who can drive growth. Look for people with experience in scaling businesses.
  2. Develop a Positive Culture: As the company grows, maintaining a strong, collaborative culture is crucial. Invest in team-building and professional development.
  3. Leadership Development: Ensure that current leaders are prepared for the challenges of a larger organization. Consider leadership training or coaching.


  1. Streamline Operations: Identify bottlenecks in current processes and invest in solutions to improve efficiency.
  2. Scalability: Design processes that can scale with the business, avoiding the need for constant reinvention as the company grows.
  3. Risk Management: Implement robust risk management strategies to handle the increased operational complexity.


  1. Invest in Tech Infrastructure: Upgrade technology to handle increased traffic, transactions, and data analysis needs.
  2. Embrace Automation: Automate repetitive tasks to improve efficiency and accuracy.
  3. Data Analytics: Use data analytics to gain insights into customer behavior, product performance, and operational efficiencies.

Senior Team

  1. Strategic Planning: The senior team should focus on long-term strategic planning and ensure alignment with the growth objectives.
  2. Regular Reviews: Implement a system for regular performance reviews and adjustments to strategies as needed.
  3. External Advice: Consider bringing in external advisors or board members with experience in scaling businesses.

Advice from Successful CEOs/COOs

  1. Focus on Core Competencies: Many successful leaders emphasize the importance of focusing on what the company does best and not getting distracted by opportunities that don’t align with core strengths.
  2. Customer-Centric Approach: Prioritize customer needs and feedback in all decision-making processes.
  3. Prudent Financial Management: Careful management of cash flow and investments is critical during growth phases.
  4. Learn from Failures: Embrace failures as learning opportunities. Many leaders regret not taking calculated risks.
  5. Effective Communication: Ensure clear and transparent communication within the organization as it grows.
  6. Flexibility: Be prepared to pivot strategies based on market feedback and changing circumstances.

What They Would Do Differently

  1. Earlier Investment in Key Areas: Some leaders wish they had invested earlier in technology or talent.
  2. More Strategic Partnerships: Forming partnerships and alliances can accelerate growth and provide valuable learning opportunities.

What They Wouldn’t Have Done

  1. Overexpansion: Avoid expanding too quickly into new markets or product lines without sufficient research and testing.
  2. Neglecting Company Culture: Underestimating the importance of maintaining a strong company culture during rapid growth.

New Strategies They Would Try

  1. Innovative Marketing Strategies: Experimenting with new marketing channels or techniques.
  2. Diversification: Exploring adjacent markets or product lines to diversify revenue streams.

Each company’s journey is unique, but these insights provide a framework for planning and executing a growth strategy. It’s also important to continuously learn from both successes and failures along the way.

BluZinc Business Growth Meeting to $20MM

Jonathan Pearson, the CEO and Founder of BluZinc, has established himself as a trusted advisor and expert in the realm of hiring and business growth. His track record includes significant achievements in scaling businesses, as demonstrated by his tenure at Ajilon’s specialist IT hiring agency, where he contributed to its growth from £100MM to £350MM UK Revenue within four years, and at Hays Specialist Recruitment, which grew from £1B to £3.5B global revenue during his four-year tenure​​.

Pearson’s approach focuses on understanding and aligning with a company’s vision to achieve sustainable growth. He emphasizes the importance of identifying the real needs in ideal hires, translating these needs into effective hiring specifications and plans to outperform the competition. His expertise includes advertising and marketing job opportunities, developing corporate branding, employee value propositions, headhunting, and comprehensive talent management strategies encompassing attraction, assessment, selection, onboarding, induction, performance management, retention, and succession planning​​.

Pearson’s philosophy stresses the importance of establishing lasting relationships between employees and the brand, focusing on product, service, and customer. He believes in the power of making a strong first impression, understanding the needs and aspirations of potential hires, and matching them with the right cultural fit within an organization. His approach is designed to facilitate long-term, profitable, and sustainable growth for companies.