GrowIQ Operator Playbook (Operator-Led Delivery)

Purpose: Run a simple, enforceable operating system that reliably climbs revenue $10k → $20k → $50k/mo using a starter offer priced $1,000–$1,500/mo.

Non-negotiables:

• One clear offer + one ICP + one primary channel until $20k/mo.
• Response speed, follow-up discipline, and delivery cadence beat “new ideas.”
• No trading signals / no investment advice.

1) Offer & Ladder (what you sell at each rung)

Starter Offer (Core Engine): “GrowthOps Sprint + Weekly Execution”

Price: $1,000–$1,500/mo (monthly retainer; 30-day cancel)

Promise (positioning): Implement a repeatable pipeline: messaging + lead capture + follow-up + weekly experiments. You provide the operating system; client provides domain expertise and approvals.

Included deliverables (minimum):

• Onboarding (Week 1): ICP + offer narrative + lead list criteria + CRM setup + outreach sequences + dashboard.
• Weekly cadence: 1 planning call (45 min), 1 review call (30 min), 1–3 experiments shipped/week.
• Execution: Outreach + booking + follow-up + light funnel/landing tweaks.

Guardrails:

• You do not guarantee revenue; you guarantee execution volume and process quality.
• Client must respond within 24h on approvals; otherwise deadlines shift.

0k/mo (Stabilize)

Target: 7–10 starter clients at $1k–$1.5k. Focus: Retention + referrals + consistent lead gen, minimal scope creep.

0k/mo (Expand)

Target: 14–18 starter clients or 10–12 starter + 2–4 upsells. Add one upsell path (choose one):

• Done-For-You Outreach Add-on (+$1k–$2k/mo) OR
• Content + Distribution Engine (+$1k–$2k/mo)

$50k/mo (Scale)

Target mix (example):

• 15–20 retained accounts across 2 tiers, or
• 8–12 higher-tier accounts ($3k–$6k) + smaller base.

Scale mechanisms:

• Productized tiering, template library, SOPs, assistant/contractor leverage, and strict WIP.

2) Operating Cadence (daily/weekly execution system)

Daily Checklist (Operator)

Timebox: 60–120 minutes/day minimum (separate blocks)

1. Pipeline Hygiene (10–15 min)

• Check inbox + DMs + form leads.
• Update CRM stages for all touched leads.

2. Lead Response SLA (15 min)

• Reply to all new inbound within 15 minutes during business hours; otherwise within 2 hours.
• If response requires research: send a “received + next step + ETA” message within SLA.

3. Outbound Block (30–45 min)

• Send outreach to the day’s list (based on rung targets).
• Book meetings / move to “scheduled.”

4. Follow-Up Block (15–30 min)

• Run follow-up sequence actions due today.
• Confirm show-up, send reminders, handle objections.

5. Delivery Shipping (30–60 min)

• Ship at least one client-facing deliverable (report, landing tweak, sequence iteration, experiment launch) OR
• Resolve the highest-risk client issue.

6. End-of-Day Close (5 min)

• Record daily metrics (see KPI section).
• Write top 3 priorities for tomorrow.

Weekly Checklist (Operator)

Timebox: 90–150 minutes total (split across 2 sessions)

1. Monday Planning (45–60 min)

• Set weekly targets: new conversations, meetings, proposals, closes, retention actions.
• Confirm client commitments + approvals needed.
• Choose 1–3 experiments to run.

2. Midweek Quality Audit (20–30 min)

• Spot-check 5–10 leads: response times, stage accuracy, follow-up compliance.
• Spot-check 2–3 client accounts: deliverables shipped, next steps clear.

3. Friday Review (30–60 min)

• Review KPIs vs targets.
• Identify bottlenecks: traffic → conversations → meetings → closes → retention.
• Update templates/SOPs based on learnings.

3) KPIs & Targets (track weekly; review daily where noted)

Core Funnel KPIs

Leading indicators (daily/weekly):

• New leads added/week
• Outbound touches/day (messages/emails/calls)
• New conversations/week (two-way replies)
• Meetings booked/week
• Meetings held/week
• Proposals sent/week
• Closes/week

Lagging indicators (weekly/monthly):

• MRR (monthly recurring revenue)
• Net new MRR
• Churn (# and $)
• Retention rate
• Average revenue per client (ARPC)

SLA & Execution KPIs (non-negotiable)

• Median lead response time (goal: < 15 min in business hours)
• Follow-up compliance (% of due follow-ups completed same day; goal: ≥ 95%)
• Weekly shipments (# of client-facing deliverables shipped; goal: ≥ 5)

Suggested Weekly Targets by Revenue Rung

Adjust based on close rate; these are starting points.

At $10k/mo (stabilize + fill pipeline):

• Leads added: 50–100/wk
• Outbound touches: 20–40/day
• Conversations: 10–20/wk
• Meetings held: 4–8/wk
• Proposals: 2–5/wk
• Closes: 1–3/wk

At $20k/mo (expand + tighten conversion):

• Leads added: 75–150/wk
• Outbound touches: 30–60/day
• Conversations: 15–30/wk
• Meetings held: 6–12/wk
• Proposals: 3–7/wk
• Closes: 2–4/wk

At $50k/mo (scale + leverage):

• Leads added: 100–250/wk (with segmentation)
• Outbound touches: 40–80/day (delegated where possible)
• Meetings held: 8–16/wk
• Closes: 3–6/wk (mix tiers)
• Churn: < 3% logos/mo or explicit plan if higher

4) Enforcement Rules (make it run even when you’re tired)

WIP Limits (Work In Progress)

Goal: Prevent overload and protect delivery quality.

Sales WIP:

• Max 25 leads in “active follow-up” at once (sequenced).
• Max 10 proposals open at once.

Client Delivery WIP:

• Max 10 active clients per operator at starter tier unless you have documented SOPs + support.
• Each client can have max 1 active experiment at a time.
• Each client has one next action assigned and dated.

If WIP is exceeded:

1. Pause new experiments.
2. Clear follow-ups due today.
3. Complete/close stale proposals.
4. Only then add new leads.

Lead Response SLA

• Business hours: respond in 15 minutes.
• Off-hours: respond within 2 hours or first thing next morning.
• Any lead without a next step after first reply is a process failure.

Follow-Up Policy (the “No Orphans” rule)

• Every lead must have one of: next meeting, sequence step scheduled, closed-lost reason, or nurture.
• No lead sits in “maybe” without a dated follow-up.

Meeting Rules

• No agenda = reschedule.
• Confirm attendance 24h + 2h prior.
• If no-show: follow-up same day with 2 reschedule options.

Client Delivery Quality Bar

• Every week, every client receives:
  • (a) a shipped deliverable OR
  • (b) a documented reason and new deadline.
• If you miss 2 consecutive weeks: trigger a retention intervention (see below).

Retention Intervention (save accounts before churn)

Trigger if any of:

• Client misses 2 weeks of momentum
• Client stops responding > 7 days
• Results stall for 2 cycles

Steps (48 hours):

1. Send a short “reset” note: objectives, blockers, proposed plan.
2. Book a 20-min reset call.
3. Reduce scope to essentials + ship one quick win.

5) CRM Stages (simple pipeline)

Lead → Contacted → Conversation → Scheduled → Held → Proposal Sent → Closed Won/Lost → Nurture

Definition of done for each stage:

• Contacted: message/email sent + follow-up date set
• Conversation: two-way reply logged + qualification question asked
• Scheduled: meeting on calendar + reminders set
• Held: notes + next step + date
• Proposal Sent: proposal link + decision date
• Closed Won: invoice + kickoff booked
• Nurture: cadence set (monthly touch or content)

6) Weekly Scorecard (copy/paste template)

Week of: ____

Pipeline

• Leads added: ____
• Outbound touches: ____
• New conversations: ____
• Meetings booked/held: ____ / ____
• Proposals sent: ____
• Closes (# / $ MRR): ____ / ____

Operations

• Median response time (inbound): ____
• Follow-up compliance: ____%
• Deliverables shipped: ____

Business Health

• MRR start: ____
• Net new MRR: ____
• Churn (# / $): ____ / ____

Notes

• Biggest bottleneck: ____
• Fix for next week: ____

7) “Stop Doing” List (default constraints)

• No custom one-off deliverables unless it maps to SOP and is billable.
• No adding a second ICP/channel before $20k/mo.
• No rebranding, new site, or tool migrations unless there is a measurable pipeline constraint.

8) Minimal Tool Stack (keep it light)

• CRM: any simple pipeline tool (stages above)
• Calendar + scheduling link
• Shared client doc: weekly plan + weekly report
• One dashboard: KPIs + SLA + WIP counts

9) 30/60/90-Day Focus (ladder execution)

First 30 Days (to stabilize 0k)

• Build repeatable outreach + follow-up sequences
• Hit SLA + follow-up compliance targets
• Standardize onboarding + weekly reports

Days 31–60 (push to 0k)

• Tighten conversion (better qualification + proposal speed)
• Introduce one upsell (single pathway)
• Document top 10 SOPs

Days 61–90 (prepare for $50k)

• Hire/delegate outreach ops or admin
• Template library (proposals, scripts, reports)
• Enforce WIP and quality bar with ruthless consistency

10) Operator Commitments (print this)

• I respond fast.
• I follow up relentlessly.
• I ship weekly.
• I keep WIP small.
• I measure what matters.