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This article is based on the following book:
Profitable Growth Is Everyone's Business
"10 Tools You Can Use Monday Morning"
By Ram Charan
Published by Crown Publishing Group, 2004
The days of ruthless downsizing and drastic cost cutting
are long gone. Nowadays, companies have realized that the
best way to earn profit is only through growth –
profitable growth. In this book, author Ram Charan
provides 10 tools anyone can use to hurdle obstacles and
achieve profitable growth.
These tools are:
1. Revenue growth is everyone’s business, so make it part
of everyone’s daily work routine.
2. Hit many singles and doubles, not just home runs.
3. Seek good growth and avoid bad growth.
4. Dispel the myths that inhibit both people and
organizations from growing.
5. Turn the idea of productivity on its head by increasing
6. Develop and implement a growth budget.
7. Beef up upstream marketing.
8. Understand how to do effective cross-selling (or
9. Create a social engine to accelerate revenue growth.
10. Operationalize innovation by converting ideas into
revenue growth. One of the most critical points discussed
is the need for re-orientation of thinking. Most
businessmen and executives think about growth as
“home-runs” and more often than not disregard the “singles
and doubles”. Managers often look forward to the big
breakthrough or the grand new product without realizing
that home runs don’t happen everywhere – sometimes, they
don’t even happen in a decade.
Instead of aiming for that one grand home run, aim for
singles and doubles. This is a surer and more consistent
path. Of course, it is important to note that while
aiming for singles and doubles, one should not exclude
home runs. These singles and doubles come from an in-depth
analysis of ALL the fundamentals of a business.
Another factor to be considered is the difference between
good growth and bad growth. Managers should dispel the
myth that growth in whatever form is a victory. Although
growth (both good and bad) builds revenue, only good
growth increases not only revenues but also improves
profits and is sustainable over time.
Bad growth, on the other hand, lowers shareholder value.
Unwise mergers and acquisitions are examples of bad
growth. Price cutting to gain market share without cutting
costs can also be detrimental to your company’s health.
Here are some questions that can help you diagnose whether
or not you are part of a growth business:
1. What percentage of time and emotional energy does the
management team routinely devote to revenue growth?
2. Are there just exhortations and talk about growth or is
there actually follow through?
3. Do managers talk about growth only in terms of home
runs? Do they understand the importance of singles and
doubles for long-term, sustained organic growth?
4. How much of each management team member’s time is
devoted to making effective visits with customers? Do
they do more than listen and probe for information and
then try to “connect the dots”?
5. Does the management team come into contact with the
final user of your product?
6. Are people in the business clear about what the specific
future sources of revenue growth will be? Do they know who
7. Would you characterize your company or business unit’s
culture as cost cutting or growth oriented? If the answer
is one or another you need to start doing both. Do people
in leadership positions have the skill, orientation, and
determination to grow revenues?
8. Does the company practice revenue productivity? Does it
think through whether there are ways to more effectively
use current resources to generate higher revenues?
9. How well does your sales force extract intelligence from
customers and other players in the marketplace? How well is
this information communicated and acted on by other parts
of your organization, such as product development?
10. How good are the upstream marketing skills- that is,
the ability to segment markets and identify consumer
attributes- in your business?
About the Author:
Ram Charan is coauthor of the landmark Fortune article
"Why CEOs Fail" and an adviser on corporate governance,
CEO succession, and strategy implementation. He was named
as Best Teacher by Northwestern's Kellogg School and as a
top-rated executive educator by Business Week. He is
author of Boards at Work, coauthor of Every Business Is
a Growth Business, and a frequent contributor to Harvard
Business Review. (6/2000)
By: Regine P. Azurin
Regine Azurin is the President of BusinessSummaries.com, a
company that provides business book summaries of the latest
bestsellers for busy executives and entrepreneurs.
"A Lot Of Great Books....Too Little Time To Read"
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