John Warrillow

Built to Sell

1. IDEA 1

   A business owner wants out

   Warrillow tells the story of Alex, who runs a small marketing agency and wants to sell it. His advisor Ted explains why buyers see little value in a business that depends entirely on its owner.

2. IDEA 2

   Turn a service into a product

   Ted's first advice is to choose one service the agency does well and standardise it. A repeatable, clearly defined offering is easier to sell, deliver and teach to others. Alex picks logo design.

3. IDEA 3

   Specialise and say no

   Alex learns to stop doing custom projects that drain time and stick to the specialised offering. Focusing on one thing makes the business more efficient and easier for staff to run.

All 8 ideas from Built to Sell →