By looking at where shareholder return comes from, the authors are able to see where the clear focus needs to be. While cost reduction, multiple expansion, and free cash flow improvement all contribute to ROI, more than half of all shareholder return comes from revenue growth.
Other growth-oriented principles include looking for new growth initiatives through continuous maintenance of market insights, and picking the most powerful growth initiatives available and focusing on the top three or four. Most importantly, the fourth principle is to master the science of "making change happen" within the organization.
But senior executives and other potential readers shouldn’t let the deceptive simplicity of the title fool them –
“We wanted an insightful and pragmatic approach to growth strategy development, one that we can offer on the basis of our deep experience with hundreds of companies and their key executives,” said Corey. “Successful growth companies understand critical facts about sales and marketing, and understand these important factors in their markets.”
Corey and his colleague
“How to Grow a Business” explores the critical role of these sales and marketing functions in generating optimal revenues, while offering a comprehensive understanding of how they are integrated into a high-performing organizational structure that acknowledges the complexity of the interactions among finance, product management and other corporate units.
The book also reflects the
The book outlines "The Nine Voices of the Market®", a strategy of gathering external perspectives from all stakeholders, including customers, partners, industry analysts and trade associations, and competitors. "This perspective will often show that what a company assumes to be true about the market, is often completely false," said Wilsted. The book also addresses the "10 critical questions many companies can't answer," including how the dynamics of the market has changed, what a company's sweet spot may be, and whether pricing inefficiencies are leaving margin on the table.
“We recognized that senior executives and private-equity professionals are looking for clear thinking and pragmatic approaches, offered in a concise style,” said Wilsted. “Our book provides proven techniques and processes for accelerating revenue growth, along with specific examples and case studies on how they are implemented.”
Early reviews of “How to Grow a Business” by CEOs and other senior executives and private equity firm professionals have been uniformly enthusiastic about the “clear thinking and practical approaches” focused “on things that really matter for growing revenue” that “you can do something immediately with” leading to a “material impact in profitable growth.”
To learn more about “How to Grow a Business: Insights from Working with Over 300 Companies,” or to request a review copy, please send an email to info(at)blueridgepartners(dot)com.
Read the full story at http://www.prweb.com/releases/2014/02/prweb11605107.htm
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