MASTERING TOM

The Operating Model Behind Everything.

What is a TOM?

Let’s keep it simple.

A Target Operating Model (TOM) is the engine room of your business.

It’s how your vision, strategy, people, processes, tools, and culture come together to drive scalable, repeatable performance.

Most founders don’t have one.Most businesses build it too late.

That’s where I come in.
James Higgins Growth Consultant
James Higgins Fractional CEO consultant

Why I Became Obsessed With Operating Models:


After a decade in banking and consulting, dealing with billion-dollar systems, I learned two things fast:

1. The foundations always matter.
2. If you don’t simplify complexity, it will drown you.

But it wasn’t until I started building my own ventures - from supplements and sleep to real estate - that I realised how rare it is for businesses to have true operating clarity. Everyone wants revenue. No one wants to do the boring bits.

The strategy. The roles. The governance. The rituals.

But those are the pieces that create freedom.

The North Star Structure of Every Business


Every resilient business I build or advise follows this four-layer hierarchy:

1. Vision & Mission
Your reason for existing. Your compass. Your rally cry. It should be clear, memorable, and energising.

If your team can’t feel it, they won’t follow it.

2. Strategy
The high-level plan to achieve the vision.What are the key objectives? Where are we playing, and how are we winning?

This is the translation layer between inspiration and execution.

3. Deliverables & Execution
What needs to be done. Who’s doing it. When and how.Clear KPIs, accountability, and milestone tracking.

This is where strategy becomes action.

4. Governance & Organisational Norms
This is the invisible force that keeps everything on track:

• Decision-making frameworks
• Meeting cadences
• Communication rhythms
• Cultural standards and expectations

Without this structure, even the best strategy will collapse under pressure.

My Operating Model Layers – Built on That Foundation

Once the North Star is in place, we translate it into daily motion through four operational pillars:

1. People & Roles
- Clear org structure and responsibilities
- Role clarity and ownership, not just job titles
- Alignment between vision and execution
2. Systems & Tools
- Select tools that serve the model
- Automate where appropriate
- Keep the stack lean, powerful, and integrated
3. Processes & Rituals
- Documented SOPs
- Weekly, monthly, and quarterly cadences
- Performance rituals that reinforce culture and outcomes
4. Values & Vision in Motion
- Values that actually shape behaviour
- Vision embedded in daily conversations
- Hiring, firing, and rewarding based on what you really stand for

TOM = Predictable outcomes. Less chaos. More freedom.

Real Life TOMs in Action

I’ve deployed this TOM structure across multiple industries:

Ethical Bedding – Streamlined CX, ops, and culture in a high-churn DTC market
Moongreens – Multi-channel supplement brand with fluid partnerships
Origins – Real estate + hospitality hybrid in Bali with long-term yield planning.

Each business had wildly different products, but the same need:

A clear operating model that removes friction and drives performance.

AUDIT YOUR OPERATING MODEL
Want to Audit Your Operating Model?
If your business is growing - but you feel overwhelmed, reactive, or stuck in a loop...

It’s time to get serious about your TOM.

I offer:
90-Min TOM Audits
Strategic TOM Buildouts
Fractional CEO/COO Engagements
Elemental Operating Systems (based on my Earth / Wind / Fire / Water model)