I picked this up after reading Michalowicz’s other book, Profit First. In Pumpkin Plan, Mike draws on the process for growing a large pumpkin and extends that process to growing a large business. The steps (paraphrased) are:
1. Identify your top clients
2. Weed out all of the other clients
3. Focus all of your effort on nurturing the top clients
I enjoyed the read and came away with a handful of earmarked pages to return to later. A few strategies really stuck with me like taking your top clients out for coffee and the idea that business is not a popularity contest (“Don’t worry about having the most clients. Worry about having the best clients…).