Ep 103. The 3 KPIs That Matter: Unlock Cash and Scale Your Online Service Business Profitably
Description
Jon Morris is the Founder of Fiscal Advocate
John scaled Rise Interactive from $10K to $40M in revenue before exiting. Now he helps service businesses grow profitably using financial data through Fiscal Advocate.
4 Lead Generation Methods That Helped Jon Built a $40M Agency
- Channel Partnerships – Partnered with complementary businesses (web developers) for low-cost referrals
- Competitor Referrals – Called larger competitors, take on their below-minimum leads
- Verticalization – Built expertise in specific niches (hospital systems)
- Awards Strategy – Systematically won awards across 4 categories for constant PR momentum
Scaling Beyond Founder-Dependence
Remove yourself from these 4 seats:
- Head of Growth (Sales/Marketing)
- Head of Client Service
- Back Office (HR, IT, Finance)
- Innovation/R&D
Implement quarterly planning focused on: revenue, profit margin, cash, infrastructure.
AI-Proof Your Service Business
- Dedicate 5% of revenue to R&D
- Ask Yourself: "Do I Want to be disrupted or be a disruptor?"
- Launch actual AI products (not just talk about it)
- John's currently building Luca, an AI CFO co-pilot
Core Philosophy
- Never lose a customer due to performance
- You'll eventually lose every client – always be winning the next one
- Max out possible % of revenue into sales/marketing investment
- Build a performance-based culture
Tools John Uses
- EngineBI (budgeting/forecasting)
- Pipe Drive (CRM)
- Triarch (e-mail marketing at scale)
Connect with Jon: LinkedIn (posts 3x/week min) | Website |
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