At 28, Scott Rushton runs a business with more than $2.5 million in revenue, helping his clients and their teams manage cloud-based applications, such as Workday, Salesforce and Adaptive Insights.
So how did Rushton achieve so much so quickly? Here are some of the strategies he used to build the business. As Rushton built his consulting practice, he received many offers to help clients with a variety of projects. “If you’re good at one thing, everyone says, ‘Hey, you’re good at X. Do you do Y?”
Instead of pursuing all of these opportunities, he stuck with those he knew he could do 100% right on a consistent basis, betting that keeping the company focused on what it could do best would enhance its brand and reputation. “It’s a bit of a long game,” he says. Turning down certain opportunities so we can do quality work will increase our image and brand later.” Prospects for any business are often curious about who else you serve.
Although he priced his services competitively, he also avoided underpricing. “The quality work we are delivering is worth something,” he says. “I put it all on the line for my clients. If I say I’m going to get something done, I’ll do what it takes.” Nonetheless, the company is flexible in meeting clients’ needs and customizes its offerings. “All of our deals are structured very differently,” says Rushton. To keep his team aligned, Rushton holds a daily standup meeting for his team and uses Zoom and Slack to keep in close touch. “Some of our clients incorporate us in their daily or weekly meeting,” says Rushton. first hires was his younger brother, who runs the firm’s adaptive planning practice.
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