GrantExec - Leading with Discipline

At the start of every engagement, Matt Callaway asks startup founder(s) a simple question: “Where do you think your challenges are?” This question facilitates a deeper dive into the company itself, but is also intended to understand the team’s internal engine and direct the type of guidance SparkWorks is able to deliver. “It’s important for us, as advisors, to ask these questions and focus our brain power on what the founder thinks is essential.”

In Ryan’s case, SparkWorks helped him identify gaps in his sales funnel and positioning strategy, and work to fill those gaps with Ben and Patricia’s direction. He saw that, despite the company’s dependency on grant writing for revenue, it was a service that was not going to help GrantExec scale. Learning to say “no” to requests for special projects and product customizations and—again—defining that ICP were critical to maturing GrantExec into a company that could scale. But Ryan also needed tactical, practical guidance on how to position his company for maximum optionality. 

“Optionality,” says Matt, “means looking three steps ahead and making decisions based on what the outcomes and scenarios might be.” Often, founders — due to lack of experience or being in a stressful environment — only see what’s immediately in front of them. John and Matt each have extensive experience in building and scaling companies and have worn multiple hats. Because they’ve seen so many different scenarios play out, they were able to show Ryan where different decisions might take him. In looking three steps ahead, Ryan was able to see the multitude of options ahead of him and plot out the best next steps.

Prioritizing long-term value over short-term revenue, protecting the roadmap, and eventually playing an instrumental role in fundraising and opening doors were some of the most impactful ways John and Matt were able to help GrantExec. But they also took on an active role in helping Ryan mature as a leader. Interpersonal dynamics are often the hardest part of building any company. Communicating with intention, leading with empathy, and creating an environment where internal team members and strategic partners alike feel valued and aligned can feel out of reach for many founders. But this is, in fact, a highly learnable skill. John and Matt did not just give Ryan suggestions on broader aspects of the company and its direction, they would review emails that Ryan needed extra eyes on to ensure they landed as he intended.

The Outcome: At an operational level, working with John and Matt helped Grantworks achieve:

• Establish and achieve short-term goals

• Identify how many subscriptions were needed to stay afloat

• Make payroll

• Generate higher quality leads

• Grow product-led revenue (~80% total revenue)

Looking Ahead

“It’s rare to find advisors who have been successful tech executives or at the top of their field who are also invested in your company beyond quarterly check-ins,” says Ryan. “SparkWorks is a combination of people who are just that. They didn’t just help us get to faster velocity, they got very practical when things were overwhelming or when we were navigating novel challenges.”

Matt says that startups need crisp, clear feedback, and honest, actionable advice. At times, they also need help executing on those things, which differentiates SparkWorks from other advisory collectives in that it comprises individuals like Patricia who can implement and execute, not just guide.

Advisement, however, is only as good as how it is implemented. “I make suggestions, you make decisions,” says Matt, meaning that it is up to founders to decide on how to act on the guidance given to them. Across the board, Ben, Patricia, Matt, and John said the same thing about GrantExec’s founder. Ryan is not only a disciplined learner, he’s also curious, self-aware, open to feedback, and willing to admit when he doesn’t know what to do.

“I can’t even envision what Ryan’s future looks like because it’s so bright,” says Patricia. “His career trajectory is going to be very interesting to watch.”