5 min read
Balancing profitability with growth isn’t easy, and not all startups can maintain this delicate equilibrium. That doesn’t mean the startup is destined for failure.
“Growing too quickly can have major consequences for startups,” said Antonis Themistokleous, Executive Director, Innovation Economy at J.P. Morgan. “With the right mindset, tools and solutions, these businesses can correct course and follow a positive trajectory.”
Themistokleous and Jatin Dhanak, Executive Director, Innovation Economy at J.P. Morgan, outline common growth mistakes, strategies to avoid them, and approaches for scaling back if your startup has grown too fast.
Capital efficiency refers to how effectively a business uses its capital to generate revenue and sustain growth, maximizing the return on investment (ROI) by spending wisely and avoiding unnecessary cash burn.
“For Europe and Asia-Pacific startups and scaleups—where access to funding can be more constrained compared with the U.S.—capital efficiency is crucial,” Themistokleous said.
“As investors look for profitable growth, founders who are conscious of capital-efficient business models tend to balance the growth-versus-cost equation better than others and consequently, build a long-term viable business for their stakeholders,” Dhanak said.
Early on, scaleups face significant pressure to grow at all costs. This approach may boost market penetration, but often at the expense of scalability and profitability. To balance growth and profitability, scaleups can use a three-step framework:
Dhanak and Themistokleous frequently see growth companies make the same missteps as they expand:
There are several indicators of overgrowth, including:
Companies can scale back by:
You’ll sense your business is on the right track by looking at several metrics. “Customer acquisition cost will stabilize or decline as the business scales,” Dhanak said. “Your operational efficiency will improve without revenue declining, you’ll see positive unit economics and clear path to operational profits, and you’ll have at least 15 to 18 months of runway.”
The timeline for your company to stabilize depends on many factors.
“Business-to-business scaleups have shorter turnaround compared to direct-to-consumer businesses,” Dhanak said. “We have witnessed timelines of 24 to 36 months for the results of scaling back to turn the former into black, while the latter have a much longer turnaround time. They can take more than 36 to 60 months, depending on the scale and product market fit.”
The methods you use to scale back also influence how long it takes to see results, Themistokleous said.
Other factors include regulation concerns. “If a fintech scales too quickly and the regulator imposes a soft stop or asks the company for operational improvements, founders should be mindful of a reputational issue,” Themistokleous said. “This might add a layer of difficulty, and more time will be required to address the details of scaling back.”
J.P. Morgan helps scaleups balance growth and profitability. From offering treasury optimization and other strategic financial solutions to M&A advisory services for companies considering consolidation or exits, our team is here to help. Connect with a banker today.
JPMorgan Chase Bank, N.A. Member FDIC. Visit jpmorgan.com/commercial-banking/legal-disclaimer for disclosures and disclaimers related to this content.