You can't out-sell broken delivery

Thu, 23 Jul 2026 09:00:00 +0100

You can do everything right on sales and still get caught out.

When you’re growing fast, the first thing that breaks is delivery. It goes out of sight, and by the time it shows up in the numbers it’s been broken a while. The attention’s on sales, the next round, the push into a new market, and delivery gets whatever’s left.

Here’s the bit most people miss when they’re growing: the team and the processes that got you to £1m aren’t automatically the ones that get you to £2m, or £5m. It’s less about the individuals than you’d think. It’s about how your process and your culture evolve as you grow, or more honestly, how they don’t. Nobody sits down and redesigns delivery. It just tweaks and stretches and gets handed over, one busy week at a time, until it doesn’t hold.

Scaling on Jon Munson

You can't out-sell broken delivery