Keys to Success

Over twenty years ago, I left a corporate job and started my first company from the guest room of our Wilmington home with two toddlers, no family nearby, and a whole lot of uncertainty.

What began as a leap of faith grew into a thriving communications firm with global clients, a talented team, and, eventually, an eight-figure business.

Fast forward a decade: We partnered with private equity and a like-minded management team, scaled through acquisitions, and grew the combined business to $150M+ in revenues before a second exit.

Behind the scenes, I was exhausted, and I was missing too many of life’s moments with my family. Burnout crept in, and I faced the hardest decision of my career: walking away. That decision, though painful, became my greatest gift to myself. It gave me space to reset, focus on health, family, and purpose, and ultimately step into a new chapter of entrepreneurship.

Here are a few truths I’ve carried forward:

• Your network is everything. Relationships build businesses.
• Only the scaled thrive – don’t wait too long to invest.
• You have to be willing to sell.
• Success means nothing if you lose yourself along the way.

YOUR NETWORK

There is so much power when women come together in support of each other – rather than in competition. I see it every day as a member of and facilitator in the Entreprenista League. Having a community of like-minded women is game-changing.

It is also why I created Women I Want You to Know (WIWYTK). Through a rapidly expanding platform of LinkedIn content, intimate dinners, and a soon-to-launch podcast, WIWYTK is dedicated to uplifting, celebrating, and connecting the women shattering glass ceilings, leading global organizations, reshaping industries, and making meaningful change in our communities.

And while it is amazing what we can accomplish online and through remote work, nothing replaces a face-to-face meeting and building human connection. It may not be easy or inexpensive, but relationship building is an investment in your network and the overall success of your business and career.

SCALE SOONER

After working with dozens of founders – and being one myself – I’ve seen three unmistakable signs that a business isn’t scaling:

• You have to do everything yourself.
• You reinvent the wheel every time.
• Your pricing isn’t strategic.

Scaling effectively requires forecasting, productizing, and pricing. Leveraging tech, talent, and systems are game-changers to scale efficiently. Really successful women also know how to scale their lives – outsourcing low-value/low-priority tasks to focus on high-impact/high-reward efforts.

Having a clear business plan with metrics is critical to knowing when and where to invest and assess if your pricing is working – profitability vs. just revenue.

MAKE IT RAIN

If you’re launching a client service business and don’t like pitching … I’m not sure how you expect to survive, let alone thrive.

• You can’t outsource being a rainmaker – especially in the early years. You must be able to get buy-in and close deals.
• One anchor client is not a business strategy. It’s a starting point.
• A pipeline doesn’t build itself. You have to build it – consistently.

It doesn’t matter how talented you are or how brilliant your offering is. If you’re not out there networking and intentionally building opportunities for your business, if you’re not making the ask, you’ll be stuck waiting for clients that may never come.

SUCCESS ISN’T DEFINED BY MONEY ALONE

Financial independence is one metric of success, but personal fulfillment, impact, and joy are others.

Building my first business was an incredible journey and learning experience. We were very successful, and there were real tradeoffs, especially around time with family and friends. As you grow, you should know:

• There is no such thing as “balance” or having it all – whatever “all” is; set boundaries and embrace work-life integration.
• Entrepreneurship is filled with determination, drive, and hustle. The Instagram version is not reality.
• You are your own worst critic; give yourself grace.
• The biggest lesson: Whatever your journey, don’t measure yourself against someone else’s standard. Know what you want and make it happen for you!

Andrea L. Johnston is a 2x exited founder and seasoned communications professional. She is the founder and CEO of Fuel for Female Founders, a company dedicated to empowering women in business with expert consulting, leadership positioning, and strategic planning. After two successful private equity exits of her own, she is focused on advising female-led businesses on growth and scaling, and coaching women leaders to own their power and Command the Room.

To view more of photographer and stylists Drewe & Kate’s work, go to dreweandkate.com

Want more WILMA? Click here to sign up for our WILMA Weekly email and announcements.