How Playing Offense in Today’s Economy Drives Business Growth

The fall football season is full of lessons in strategy, many of which apply directly to business. Just as teams play both offense and defense, business owners must know when to protect what they’ve built and when to press forward. The ability to capitalize on momentum while maintaining discipline is essential for achieving sustainable, long-term profitability.

Know What’s Driving Revenue

When revenue is growing, the first step is to understand the reasons behind it. Is demand coming from repeat customers, marketing campaigns, or broader market trends? If you can pinpoint the driver, you can invest more resources into what’s working. Just as importantly, continue experimenting with new marketing approaches so you’re ready when today’s strategy stops delivering results.

It’s also important that business owners periodically review their pricing. In some cases, strong lead flow may indicate that competitors have raised prices while you have not—leaving valuable dollars on the table. Pairing a pricing review with a margin analysis by product, service, or customer segment helps ensure that growth at the top line translates into profit on the bottom line.

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Evaluate Labor Efficiency Before Hiring

In past years, companies often hired as soon as demand increased, worried about being unable to meet production needs. Today’s market is different. With a slightly more favorable labor pool, owners can take a more measured approach and first look at labor efficiency.

Direct labor efficiency and management labor efficiency ratios provide valuable insight into whether your team can handle more capacity. Before adding permanent staff, consider whether administrative or management resources are being deployed to their “highest and best use.” If additional support is needed, contractors or outsourced specialists may provide flexibility while confirming that demand is sustainable.

 

Invest Strategically in Marketing and Operations

A proper offense also means evaluating operating expenses. Marketing spend should be balanced across three categories: general brand awareness, calls to action, and experimental campaigns. By testing new approaches in a controlled way—such as direct mail, outdoor signage, or digital channels—you can adapt quickly as consumer behavior shifts.

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Business owners should also look for efficiency plays, such as AI-driven automation for scheduling or customer service, and invest in training that equips sales teams to connect with different generations of buyers. These operational investments can strengthen the foundation for continued growth.

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Consider Capital Investments and Acquisitions

Periods of strong performance may seem like the right time for large capital investments, but caution is warranted. Distinguish between necessary reinvestments and luxury purchases. A new truck may be deductible, but reinvesting in people or systems (which is also deductible) could provide a far greater return.

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At the same time, current market conditions are creating the possibility for acquisitions. Many long-standing businesses, led by retiring owners, can be acquired at favorable terms, offering an opportunity to expand into new territories, add experienced staff, or leverage valuable brand recognition.

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Stay Nimble

Above all, successful teams and successful businesses adapt to changing conditions. As the podcast hosts note, “the best offenses take what the defense will give them.” Consumer sentiment, inflation, and market dynamics can change quickly. Staying nimble allows business owners to play offense today while preparing for when the game shifts and defense becomes the priority again.

Learn More

Want to hear real-world examples of how businesses are applying these strategies? Mike Maxson and Brandon Gray share practical insights and client experiences that show what playing offense looks like in today’s economy in the latest episode of Profitability Playbook: The Simple Numbers Podcast.