How much utilisation are you prepared to forfeit to invest in growth?

How much utilisation are you prepared to forfeit to invest in growth?

Not the coaching investment (although that's important).
The earning potential lost from delivery because
you prioritised business development.

You can't spend a team's time twice.
So that investment means making a choice.
For an entrepreneur that choice is a calculated risk.

So, when people tell me they've trained a team in sales.
But can't answer the question about capacity.
The first word that comes to mind?

System.

They haven't considered the whole system.
They need to connect the dots.
They're wishing not thinking.

So I try to show them how squeezing the last drops gets fragile fast.
That approach will prevent them getting the results they want.
And the ones that 'get it' seem to be the ones that grow.