For years, I have been trying to address this one question: what do small companies that experience sustainable growth do differently from those that do not grow?

As a senior analyst for Inc. magazine, I talk to thousands of company owners every year. I have discovered that there are no magic bullets or 17-point checklists that will lead to guaranteed progress. However, there are seven unique fields on which growth firms focus their efforts.

1. There is a clear sense of mission. 

Many company executives who have experienced growth feel that it takes more than the prospect of a rise in financial compensation to boost their expectations and goals. They feel a higher calling than merely finding "more money."

2. Outstanding intelligence of the sector. 

This is the willingness of the company first to identify, and respond to profound changes in the marketplace. Many times, small business owners become too myopic, having only a narrow vision of the markets in which they operate. Growth leaders are seeing a broader vision.

3. Efficient planning for development. 

This is the greatest indicator of whether or not a company is going to develop. In order to be successful, a development strategy does not need to be too formal or complex. However, it needs to be written, well articulated and revised on a regular basis.

4. Customer-driven method. 

These days, every organization I speak to claims it's customer-driven, when so few actually do. Taking a look at these company activities from the point of view of the client. Are they in order to make life easy for the business or help deliver on the promise of quicker, cheaper and more for the customer?

5. It's the strength of technology. 

Effective leaders don't let the boom and bust of technology cycles give them the excuse to ignore the fact that we live in the information age. When a corporation is in operation, it is in the business of technology.


6. The best and brightest people out there. 

Growth leaders understand that they are just as successful as the individuals they deal for. The opportunity to recruit, train and attract the best and brightest of people is always the difference between success and failure.

7. Look ahead to the future. 

Few companies have the opportunity to imagine the future on a daily basis. Development leaders learn how to diligently track and perceive the macro powers of transition that impact the world in which they work.