Celebrated on June 27, Micro, Small and Medium-sized Enterprises Day is a date that recognizes the fundamental role of these businesses in the economic and social development of Brazil. Together, MSMEs represent over 99% of the country’s businesses and account for about 30% of the GDP, according to 2024 data from Sebrae. In an increasingly competitive and digital scenario, the big challenge is: how to scale without losing control of the business?
To mark the date, Raphael Lassance, an expert in coining the term ‘Growth’ in the country, partner and mentor at Sales Clube, the largest sales community in Brazil, gathered 10 practical tips to help entrepreneurs take the next step towards structured growth, based on market best practices, innovation, and efficiency:
1. Standardize processes: document the step-by-step of repetitive tasks. Having clear processes allows for delegation with more security and scaling with more speed;
2. Invest in technology: CRM tools, marketing automation, financial management, and customer service can reduce costs and free up team time for more strategic tasks;
3. Learn from data: use data to make smarter decisions. Monitoring indicators like CAC, LTV, average ticket, and conversion rate is essential to grow based on real performance;
4. Don’t be afraid to specialize: focusing on a specific audience can be the key to stand out. Clear positioning helps attract more qualified and loyal customers;
5. Create scalable acquisition channels: digital marketing, inbound, strategic partnerships, and referral programs are effective ways to attract new customers without relying exclusively on the sales team;
6. Take care of cash flow: businesses fail due to lack of short-term cash, not lack of profit. Anticipating receivables, negotiating terms, and maintaining a strategic reserve are essential;
7. Build a strong and aligned team: hire based on values, not just technical skills. An engaged team multiplies results and supports growth;
8. Automate what is possible: from sending proposals to lead tracking, automation allows scaling without proportionally increasing costs;
9. Strengthen the brand: strong brands sell more with less effort. Invest in visual identity, storytelling, and digital presence to build authority;
10. Seek constant learning: participating in mentorships, immersions, and entrepreneurial communities is essential to exchange experiences and learn from those who have already walked the path of growth.
“Healthy growth happens with structure and mindset. Scaling is not just about selling more, it’s about growing with control, strategy, and clarity about your business model. With the right tools and a mindset of continuous learning, SMEs can thrive in the current market,” says Lassance.
