Scaling from 6 to 7 Figures

Why most businesses struggle to get to £1M (And how to Fix it)

For many founders, hitting 6 figures feels like proof of concept; but struggle to reach the 7 figure mark. Because this is the stage where what used to work - hustle, instinct, and founder oversight starts to break. Complexity increases, cracks appear, and growth can quickly become overwhelming; and out of control.

This is the biggest challenge my clients face and I have I’ve lived it myself.

Scaling from 6 to 7 Figures: Two very different paths

Let’s look at two UK businesses that have moved through this phase - one that scaled with control, and one that highlights what happens when growth outpaces structure.

☑️ When Scaling Goes Right

Oddbox.co.uk started with a simple idea: deliver “wonky” fruit and veg that would otherwise go to waste. What’s impressive isn’t just the concept; it’s how they scaled it.

They moved through the 6–7 figure phase by focusing on:

🔷Clarity of model – a subscription-based, repeatable offer

🔷Strong unit economics – making sure each box worked financially before scaling

🔷Operational discipline – building their supply chain and logistics before expanding too quickly

🔷Controlled growth – resisting the temptation to grow faster than their systems allowed

In a business that is inherently complex (logistics, perishables, suppliers), they didn’t rush. They built the foundations first. And that’s why they’ve been able to scale sustainably.

❌ When Scaling Goes Wrong: early-stage phase)

Made.com is often talked about in the context of its later challenges, but its early growth phase is where many of the seeds were planted.

As they moved through the 7-figure stage, growth came quickly:

👉 Expanding product ranges

👉 Entering new markets

👉 Investing heavily in marketing

On the surface, everything looked successful; but underneath:

❌ Cash was tied up in inventory

❌ Supply chains became complex and stretched

❌ Operations struggled to keep up with demand

They scaled revenue faster than they scaled delivery capability. And this is the trap so many founders fall into at this stage.

My Experience: Railbookers.com

This is something I relate to deeply. When I co-founded Railbookers.com , we built a strong, differentiated business in rail holidays. Demand was there, and growth was fast.

And like many businesses at this stage; we went for it.

👉We added more complex product

👉We expanded into new markets

👉We followed the opportunity

But what I’ve learned since is this:

Just because you can grow, doesn’t mean your business is ready to scale. At the time, we were still building the structure behind the scenes -systems, processes, team. And as the business grew, the complexity grew with it.

What’s interesting is that Railbookers.com did go on to scale successfully; but that came in the next phase, once the business had the systems and structure to support it.

At 6 figures:

☑️You can rely on instinct

☑️You’re close to everything

☑️Problems are manageable

At 7 figures:

😟Complexity increases rapidly

😟More people, more customers, more moving parts

😟What used to “just work” starts to break

And this is where founders often make the same mistake: They focus on more growth instead of better structure.

How to Successfully Scale from 6 to 7 Figures

The businesses that scale successfully through 7 figures don’t just grow faster. They do something different. They focus on building the foundations alongside growth:

🔷Clarity in their model and direction

🔷Control of their numbers and margins

🔷Systems that create consistency

🔷Teams that can deliver without constant oversight

In other words, they stop relying on effort and start building a business that can run and grow without them at the centre of everything.

Where this fits in my B.U.I.L.D Framework™

This is exactly why I focus on five key areas when working with founders:

BLUEPRINT – getting clear on what a scalable business actually looks like

UNCOVER – knowing your numbers and what drives profitability

IMPLEMENT – putting in place the systems and processes that create consistency

LEVERAGE – building and aligning the right team

DEVELOP – setting the business up for future growth

This is how I helped Vicky who had already franchised her business but felt that she was "muddling through" to gain clarity and structure ;Read how I helped her here

Final Thought

Most businesses don’t struggle to grow; they struggle to stay in control once they get there. Because scaling isn’t just about growing faster. It’s about building a business that can handle that growth.

If you’re in that stage right now; growing, but feeling the pressure behind the scenes, you’re not alone. It’s not a sign that something is wrong. It’s a sign that your business is ready for its next phase.

About the Author

Sarah is a business founder, MBA graduate and coach who has built and scaled businesses to over £8 million in revenue with teams of up to 25.. She now helps ambitious founders gain clarity, build motivated teams and create businesses that support the life they want to lead.

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☑️Recruit the right people first time so they fit with your core business values.

☑️Motivate your team and communicate effectively so they consistently deliver beyond expectations

☑️Step back from the day job and replace yourself with your team.