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Profitable Growth Is Everyone's Business: 10 Tools You Can Use Monday Morningby Ram Charan
Synopses & Reviews
The coauthor of the international bestseller Execution has created the how-to guide for solving today’s toughest business challenge: creating profitable growth that is organic, differentiated, and sustainable.
For many, growth is about “home runs”—the big bold idea, the next new thing, the product that will revolutionize the marketplace. While obviously attractive and lucrative, home runs don’t happen every day and frequently come in cycles.
Products like Kevlar, Teflon, and the Dell business model for selling personal computers may be once-in-a-decade phenomena. A surer and more consistent path to profitable revenue growth is through “singles and doubles”—small day-to-day wins and adaptation to changes in the marketplace that build the foundation for substantially increasing revenues. The impact of singles and doubles can be huge. They are not only the basis for sustained revenue growth but, in fact, the foundation for home runs. Singles and doubles provide the discipline of execution, an absolute necessity for successfully bringing a breakthrough technology to market or implementing a new business model.
Inherent in this way of thinking is the revolutionary idea that growth is everyone’s business—not solely the concern of the sales force or top management. Just as everyone participates in cost reduction, so must everyone be engaged in the growth agenda of the business. Every contact of each employee with a customer is an opportunity for revenue growth. That includes everyone from the people working in a company’s call center handling customer inquiries and complaints to the CEO.
In this trailblazing book, Ram Charan provides the building blocks and tools that can put a business on the path to sustained, profitable growth. For more than twenty-five years, Ram Charan has been working day in and day out with companies around the world. The ideas he has developed for solving the profitable revenue growth dilemma facing many businesses are based on personally seeing what works in real time. These are ideas that have been tested across industries and that deliver results, and they can be put to use starting Monday morning.
A noted business consultant and coauthor of Execution introduces his practical, innovative, nine-step program for creating profitable, sustainable, internally generated growth in a business, in a helpful handbook that is filled with useful tools, anecdotes, and real-life business stories. 75,000 first printing.
From the author of "What the CEO Wants You to Know" comes essential reading for everyone who must make decisions that affect the long-term health and prosperity of a business.
About the Author
RAM CHARAN is the coauthor of Execution: The Discipline of Getting Things Done, the international bestseller that has changed the way managers run their companies. He is a highly sought-after advisor to CEOs and senior executives in companies ranging from start-ups to the Fortune 500. Dr. Charan earned his doctorate at Harvard Business School and has been on the faculty of that school as well as the Kellogg School of Management at Northwestern University. His articles have been published in Fortune magazine and Harvard Business Review, and his other books include What the CEO Wants You to Know, Boards At Work, and The Leadership Pipeline.
Table of Contents
Introduction : how to get more out of what you already have — The challenge of profitable revenue growth — Reorient your thinking about growth : hit many singles and doubles, not just home runs — How to tell good growth from bad growth — We have met the enemy and they are us — Leadership for growth : confronting the enemy within — Accelerating profitable revenue growth through revenue productivity — Building a growth budget — Pinpointing opportunities for profitable revenue growth through upstream marketing — Cross-selling : the art of creating a value proposition — Creating the social engine of revenue growth — Converting innovation into revenue growth — Conclusion : why growth matters to everyone : how to tell if you are in a growth business.
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