How to Unlock Hidden Revenue and Scale Operations

For entrepreneurs managing mid-market businesses, the challenges of growth can be both exciting and daunting. Whether grappling with scaling operations, improving profitability, or preparing for an eventual exit, it’s critical to explore strategies that unlock hidden revenue streams and optimize business performance.

In an engaging discussion with Sky Blanks, Chief Operating Officer for the International Council for Small Business (ICSB) and founder of the Herman Todd Consulting Group (HTCG), we dive into transformative strategies for scaling operations without breaking the bank. With expertise spanning consulting, entrepreneurship, and emerging markets, Sky shares actionable insights on operational efficiency, untapped opportunities, and the power of partnerships.

The Herman Todd Approach: Focusing on People-First Impact

Sky Blanks’ career arc reflects a deep passion for driving business innovation while maintaining a people-first perspective. The Herman Todd Consulting Group (HTCG), named in honor of his grandfather and cousin, embodies this ethos by helping businesses grow sustainably while making a meaningful impact in their communities.

Key Takeaway: HTCG’s mission underscores the importance of integrating profitability with purpose. Rather than solely focusing on maximizing revenue, the company emphasizes operational optimization, innovation, and community impact.

Sky’s philosophy is clear: "We work with businesses to find hidden revenue streams by refining their operations, not by inflating marketing budgets. Simple tweaks, such as optimizing websites or auditing expenses, can unlock significant returns."

Finding Revenue in Plain Sight

Entrepreneurs often assume aggressive marketing spend is the only path to growth. But, as Sky explains, many businesses already possess untapped potential within their current operations.

1. Simplify and Optimize Existing Processes

Website Optimization: Many businesses, particularly trades like HVAC or plumbing, are stuck on outdated websites. By simply enhancing their online presence, they can turn a static webpage into an interactive virtual business card that generates leads effortlessly.
Audit Subscriptions: Subscriptions for unused tools or outdated services often eat away at profits. Regularly reviewing and cutting unnecessary costs can free up resources for reinvestment.

Example: Sky shared a story of helping a client discover "hidden six figures" by transitioning from high-cost tools like Adobe to more affordable solutions like Canva.

2. Leverage Strategic Relationships

Forming partnerships can dramatically expand reach and efficiency. For instance, pairing an HVAC business with an electrician allows both companies to submit joint bids, opening doors to larger contracts.

Pro Tip: Don’t sit in a silo. Collaborate with complementary businesses to multiply opportunities and resources.

Unlocking Untapped Potential

Sky believes that businesses often overlook avenues for diversification and innovation out of habit or outdated systems. He highlights the need for creative thinking, especially in industries where regulations or tradition create barriers.

Example from Primo Cannabis: The cannabis industry faces heavy restrictions on traditional marketing. Sky’s team bypassed these barriers by leveraging merchandise and strategic partnerships to maintain a strong brand presence.

Actionable Advice: Whether you’re in retail, service, or manufacturing, ask yourself these questions:

What sectors or demographics have I not explored?
Can I expand geographically - perhaps internationally?
Are there alternative services or products my business could offer with minimal additional cost?

Scaling Without Compromising Quality

Growth is both a goal and a trap for many businesses. Scaling too quickly can dilute quality and erode your brand’s trustworthiness. Sky emphasizes the importance of a measured approach:

Prioritize Team Development: Invest in training your team so they can replicate the same high standards as your core operation when expanding to new locations.
Build Scalable Systems: Establish repeatable processes and a "university-style" training program to ensure consistent quality across all future expansions.
Maintain the Mission: Growth should not come at the expense of your company’s core values. Establish guardrails to ensure alignment with your long-term vision.

Sky’s Advice: "Scaling isn’t just about opening more stores or locations. It’s about maintaining the DNA of the original business while preparing the infrastructure for sustainable growth."

Embracing Emerging Markets

Sky’s ventures into the cannabis industry offer valuable lessons for entrepreneurs navigating uncharted markets. As co-founder of Primo Cannabis, Sky entered a heavily regulated and competitive space. His success stemmed from balancing passion for innovation with a clear-eyed evaluation of market potential.

Evaluating Emerging Markets

When considering a new market, ask:

Is this practical? Is there a real demand for what I’m offering?
Does the market have proven leaders or peers I can learn from?
What historical trends can I reference?

Sky’s Insight: Look for industries poised for technological breakthroughs, such as AI or virtual reality (VR). While these markets may not be fully mature, their trajectory suggests long-term growth.

The Role of Mentorship and Team

Throughout his career, Sky has benefitted from mentors who challenged him to think critically and grow. "A good mentor doesn’t just cheer you on - they challenge you to reflect and improve", he explains.

Similarly, he emphasizes the importance of building a strong team. Surround yourself with people who share your vision but are unafraid to voice disagreements or offer alternative perspectives.

Key Takeaways

Optimize Before Spending: Before pouring money into ads, refine what you already have. A better website or operational audit can yield "hidden six figures."
Partnerships Matter: Collaborate with complementary businesses to expand your reach and create mutually beneficial opportunities.
Train for Scale: Develop internal training programs to standardize processes and maintain quality as you grow.
Think Creatively: Emerging markets and restrictive industries often require innovative approaches. Look beyond the obvious for marketing and product development strategies.
Analyze Data: Use available tools (like AI) to understand customer behavior and find gaps in your business. Data-driven decisions lead to more efficient growth.
Stay Resilient: Failure is a natural part of entrepreneurship. Learn from every setback, and use those lessons to refine your approach.
Focus on Your Team: Your team’s quality and alignment with your mission are critical to long-term success. Invest in their training and empowerment.

Conclusion

Entrepreneurship is rarely a straight path. It’s filled with challenges, unexpected detours, and opportunities that require bold action. As Sky Blanks emphasizes, success comes from a combination of innovation, collaboration, and relentless focus on both operations and impact.

Whether you’re looking to unlock hidden revenue, expand into new markets, or improve operational efficiency, these strategies offer a roadmap for practical and sustainable growth. Take a page out of Sky’s book: be adaptable, think creatively, and always keep the human element at the forefront.

By implementing these insights, entrepreneurs can not only scale their businesses but also create meaningful, lasting impact in the communities they serve.

Source: "Scaling Small Businesses, Unlocking Hidden Revenues, Optimizing Operations - w/ Founder Skye Blanks" - Another Jacob Rant, YouTube, Jan 7, 2026 - https://www.youtube.com/watch?v=pDjLx3fER2Q