Momentum Without Direction is Just Turbulence

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Hey, it’s David

Welcome back to M&A from the Plane, quick stories and insights drawn from the many miles I log in the air talking to business owners, founders, and dealmakers.

Not long ago, I sat down with a founder who’d been in the game for years, experienced, committed, and genuinely passionate about the business.

But after almost two hours together, something became clear:
There was no growth plan.
No success target.
No real destination.

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We Were Cleared for Takeoff But it Turns Out, the Pilot Had No Flight Plan…

Imagine boarding a flight. Everything checks out, the aircraft is fueled, crew is ready, conditions are clear.

And then, mid-flight, the navigation system shuts off, and the pilot says:
“We’re not sure where we’re headed. But don’t worry… we’re going to grind this out.”

That’s exactly what this meeting felt like.

There was movement. There was effort.
But there was no agreed-upon destination and no plan to get there.

The Business Was Running But Not Going Anywhere

Here’s what stood out as we tried to define a forward path:

• Every growth question was answered with “I’ll just keep working harder.”

• Strategic direction? Unclear. No model, no market signal, no alignment.

• Success? Couldn’t be defined, which meant it couldn’t be measured.

• And because nothing was anchored, we couldn’t build consensus.

The founder thought discipline meant effort.
But in deals, discipline means clarity.

At Some Point, Every Business Has to Choose:

1. Define the destination. Even if it’s imperfect, a shared vision allows others to help shape, support, and execute.

2. Keep grinding without direction. Which feels like progress… until you realize you’re just circling with no destination.

Without a clear destination, no process can align.
And no buyer wants to fund a flight with no arrival gate.

Final Thoughts

You can have the plane, the team, and the fuel, but if you don’t define where you’re going, no one can help you get there.

Hard work matters.
But in growth, clarity wins.

If you’re unsure whether your business has a clear destination  and what that means for your future exit, let’s talk.

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David