This is the first book that directly links industrial growth to specific management practices. There are many books that eloquently describe theories and managment fads for consumer and retail companies. This is the first no-nonsense book that explains what managment should and should not do to accelerate profitable top-line growth in any industrial companies
Despite the importance of achieving sustainable profitable growth, evidence reveals that very few companies actually manage to show either of these, let alone both. In fact there is often tension between revenue growth and increased profitability, as well as between short term gains and sustainable long-term performance. Executives who can become skilled at balancing these conflicting goals will reap the rewards and this book shows you how to become one of them. Drawing on extensive research carried out with more than 5000 of the world's largest companies, including Nestle, Nokia and Shell, authors Chakravarthy and Lorange show you that to bring about genuinely sustainable profitable growth, business leaders must continually transform and renew their organisations. The book explores the four strategies to use to achieve growth through renewal: protecting and extending your core business, exploring new opportunities and capabilities, building, and leveraging. The authors explain each strategy, and the behaviours and techniques needed to apply it, using examples from international firms like Ericsson, Wal-mart and Hewlett Packard. Read this book, and you will find out that the role of executives at every level is essential in delivering the transformations required to produce profitable growth. You will then learn how to adapt your own behaviour in both strategic planning and in management to deliver sustainable profitable growth for your company.
In this challenging book, Thomas Michael Hogg reveals the success formula of companies with high profitable growth. The typical key success factors of German companies are presented in an inspiring manner to motivate each decision maker taking action immediately. The 7-step profitable growth methodology published in this book is a proven blueprint implemented at leading enterprises in multiple countries and will transform your business mindset. Use this practical framework to scale your company achieving both top- and bottom-line growth. The content is targeted to help CEOs, Directors, and Entrepreneurs reach the next level and overcome the current crisis. 'The world's leading economies consist of a wide-ranging source of financially successful companies. The book carries insightful lessons for small and medium-sized companies about the importance of growth and competitiveness.' Lucero Alvarez Bloomberg TV / El Financiero The reader of this book will receive valuable insights, such as: -How to make profitable your unprofitable business -How to organize and structure your complex company -How to help a CEO stop being the bottleneck of the business -How to make your employees very productive and mak-ing your business improve sales -How to grow your business In brief, giving structure, fo-cus and profitable growth to a company. Thomas Michael Hogg is the founder of TMH Consulting & Investment Group and 20+ years-experienced advisor to global companies (such as adidas, PepsiCo, Johnson Controls) as well as to small and medium sized enterprises. Thomas Michael has collaborated cross-industry with more than 300 companies and has been featured in Bloomberg TV, CNN Expansión, Reforma, Milenio, and Business Club Magazine. Furthermore, he is a columnist for El Financiero.
Provides practical tools for using market-driven techniques, for managers, executives, and business leaders. Shows how use outside-in and market-driven management, how to develop new products, how to identify specific market needs, and how to transform company cultures to respond to market-driven principles. Includes chapter summaries, and real-world case studies. Annotation copyrighted by Book News, Inc., Portland, OR
Almost every company wants to grow - at least officially. Shareholders are demanding further growth and no management team would deny that the growth of their company is one of the top issues they are working on every single day. However, there are barriers to growth, and these are not only external barriers. Most often it is not the economy, not the market and not the customer who just "hasn't got it." The main barriers can be discovered inside every company, because growth always comes from within. If the organization is not ready to grow, initiatives to increase market share, to enter new markets, and/or to increase profitability are destined to fail. This book systematically addresses the main internal barriers to growth and provides practical guidance not only for discovering these barriers, but to systematically overcoming them.
In this probing study of the growth experience of Fortune 100-sized firms across the past fifty years, authors Olson and van Bever find that great companies stop growing not because of market saturation, government regulation, or other external constraints but rather because of a finite set of common strategy mistakes that appear time after time, across industries, across geography, and across the economic cycle."--Jacket.
While growth is a top priority for companies of all sizes, it can be extremely difficult to create and maintain—especially in today’s competitive business environment. The Granularity of Growth will put you in a better position to succeed as it reveals why growth is so important, what enables certain companies to grow so spectacularly, and how to ensure that growth comes from multiple sources as you take both a broad and a granular view of your markets.
A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States
Pioneering growth strategist Cliff Farrah reveals how to grow revenue like a Fortune 500 giant Growing the Top Line: Four Key Questions and the Proven Process to Scaling Your Business delivers the step-by-step approach to topline growth used by some of the word’s most successful companies. In this book, leading growth strategy consultant and author, Cliff Farrah, reveals the copyrighted growth strategy that he has developed over the last twenty years through 1,400 successful client engagements and input from leaders at Fortune 500 organizations. Featuring interviews from current and prior leaders at major corporations like Intel, Nike, Chase, Oracle, Raytheon, and the WHO, Growing the Top Line demonstrates that regular business growth isn’t a mystery to be "hacked." Instead, Farrah distills revenue growth into a simple methodology that readers can use to successfully plan growth at their own companies. Readers will discover: The four questions each business leader must ask him or herself when formulating a growth strategy The sixteen different pathways to growth that those four questions unlock, and how to follow them Interviews with key leaders and executives who bring the author's framework to life Perfect for executives, managers, and entrepreneurs tasked with growing revenue, Growing the Top Line also belongs on the bookshelves of business enthusiasts and employees who hope to make a quantifiable impact in their work.
This book discusses the differences between consumer marketing and industrial marketing, as well as the challenges faced when putting each into practice. It identifies important distinctions in terms of product functionality, market research concepts and techniques, market segmentation, pricing, sales force and product launch. Furthermore, it reviews significant variations concerning other issues such as branding, distribution, product development and the organizational structure of the commercial department. Each chapter features both authoritative, novel concepts suited for global application and hands-on protocols. By presenting these concepts and their implementation, this book is the first of its kind in the field to help practitioners avoid using consumer-marketing techniques that could in fact be inappropriate for and detrimental to an industrial company strategy.
