Gary Lafferty
Founder · Revenue Performance Advisor
2× #1 International Bestselling Author
Growth rarely comes from where everybody is looking.
Most businesses know how to do more. More leads. More salespeople. More activity. More content. More technology.
I've spent most of my career asking a slightly different question:
What are we not looking at?
Sometimes the fastest route to growth is improving the performance of what you've already built. That's Revenue Performance.
Slow is smooth. Smooth is fast.
Slow is Smooth and Smooth is Fast.
Gary Lafferty
Better
Before
More.
Improve performance before increasing volume.
If a sales team converts 15% of qualified opportunities, what happens if it improves to 20% before spending more money on leads?
If hundreds of prospects sit untouched in the CRM, should the business automatically buy more leads?
If webinars aren't converting, does the company need more webinars, or better ones?
Improve performance before increasing volume.
Sometimes more is right. Sometimes less is right. Often, different is right.
Revenue
Performance.
Everyone talks about growth. I'm more interested in what makes growth possible.
Revenue Performance is what happens between creating an opportunity and realising its full commercial value.
- the enquiry that gets answered
- the enquiry that gets ignored
- the lead followed up quickly
- the lead forgotten
- the conversation that stalls
- the presentation that moves people
- the dormant lead
- the existing customer
- the accepted process nobody has questioned
The Revenue Performance chain
These things can look small individually. Across an entire company, they're revenue.
The obvious answer is rarely the only answer.
I've spent most of my career looking at businesses and asking what everyone else has stopped questioning.
- The pricing.
- The follow-up.
- The sales process.
- The presentation.
- The customer journey.
- The opportunities sitting untouched.
Not because everything needs changing. Because sometimes one small shift changes the commercial result far more than adding more activity ever could.
Better results often begin with a different question.
I've been writing about the same problem for years.
Two books, one underlying question: why do some people and businesses get more from the opportunities in front of them than others?
Expertise · Authority · Differentiation
Average to Expert
How do people, founders, and businesses move from being interchangeable to becoming recognised as the expert in their market?
Buy on AmazonCommunication · Movement · Conversion
How to Make More Money Speaking and Presenting
How speaking and presentations should create commercial action: not slides, but communication, movement, decision-making and conversion.
Buy on AmazonExpertise gets you heard. Communication creates movement. Revenue Performance turns opportunity into commercial results.
Been around long enough to recognise patterns.
20+
years in business, revenue, communication & conversion
4,700+
presentations delivered
160,000+
people presented to
2×
#1 international bestselling author
Founder to Exit
built and sold a business
IBM TechXchange
presentation coach
I spend a lot of my time talking with founders.
The Growth Focus Podcast gives me an excuse to sit down with people I find interesting and talk about business.
Founders. CEOs. Operators. People actually running businesses.
Growth, revenue, AI, leadership, markets. What's working, what's changing, what's overhyped.
I'm not particularly interested in the polished version of somebody's story. I'm interested in how they think.
Better
Before
More.
20 Minutes on Revenue Performance
Why more is often the wrong first move.
What I'm Thinking About
Sometimes a conversation is enough.
I enjoy talking with founders and leadership teams who are wrestling with an interesting growth or revenue problem.
Sometimes a conversation is enough. Sometimes I can point you in a better direction. Sometimes the problem is worth looking at more closely.
When that happens, the next step is usually a Revenue Performance Audit: understanding what is really happening, where opportunities leak, and what should be fixed first.
The goal isn't to manufacture work. It's to understand what's real and make the next move intelligently.
What are you working on?
I enjoy talking with founders and leadership teams dealing with interesting growth and revenue problems.
You don't need to diagnose it first. That's rather the point.