Those who know me know I had a racehorse for 24 years. He was a grey thoroughbred and typically ran 1 mile and 1/16th, a distance horse with stamina. And, yes, that’s him on the left rearing. The topic of horse racing has been top of mind lately with the Triple Crown wrapping up this past weekend. All that excitement on the track got me thinking about movement, strategy, and winning.
In horse training, we talk about gaits: the walk, trot, running walk, canter, gallop. Each one has a rhythm, purpose, and pace. As I reflect on my horse and his training, I see a strong parallel to how manufacturers and B2B companies grow and move through the market with business development, marketing, and sales.
So I ask you—how is your business moving right now?
The Walk
You’re moving, but cautiously. You might be focusing on operational stability, internal alignment, or evaluating your tech stack. It’s a deliberate pace – safe, but not scalable.
The Trot
A bit more momentum, but still choppy. Are your departments misaligned? Are sales and marketing out of sync? Is your CRM underutilized or your content inconsistent? A trot can feel productive, but it’s often inefficient.
The Running Walk
Now we’re gliding like a gaited horse. Things are smooth. Sales and marketing are integrated. You’re nurturing leads, tracking KPIs, and seeing measurable ROI. This gait is what many aspire to; it’s efficient, balanced, and forward-moving.
The Canter
A beautiful three-beat gait. You’re accelerating. You’re running campaigns, optimizing processes, testing strategies, and expanding into new markets. But if you’re not careful, a canter can turn choppy when strategy and execution fall out of sync and you regress.
The Gallop
You’re all in. A market-leader, high-growth mode. This is where risks and rewards soar. You’re launching products, expanding your team, maybe even acquiring companies. It’s fast, exhilarating and dangerous without control, direction, and stamina.
So, what’s your gait, and is it the right one for today’s economy?
We’re operating in uncertain terrain:
- Supply chain pressures
- Labor shortages
- Increased competition
- AI disruption
- Budget constraints
That means it’s not enough to just move; you need to move with purpose.
Like any good trainer or jockey, your job is to know when to push the pace and when to hold steady. Are you set up for a long-distance run, or are you sprinting and burning out? Is your growth strategy grounded in data or just gut? Are your sales, marketing, and business development teams working in sync or pulling in different directions?
The end goal is the same for all of us: to win. Not just be spectators. To be first in your market. To be the go-to brand. To create such a smooth ride for your customers that they don’t even notice the terrain.
If you’re unsure whether you’re galloping in the right direction or just circling the paddock, let’s talk. I help manufacturers and B2B companies find their stride, align their teams, and grow with clarity and confidence. Let’s saddle up. Okay, it’s corny, but I LOVE horses AND manufacturing. I hope this brought a smile to your face and spurred some fresh ideas.