Table of Contents
1 Cover
5 Introduction Growth Strategy: What It Is and Why Companies Fail at It
6 Chapter 1: The Growth Matrix and the Four Key Questions Customers Goods and Services The Revenue Matrix The Four Key Questions: Customers
7 Chapter 2: Which CUSTOMERS Will I Serve?
8 Chapter 3: Which GEOGRAPHIES AND LOCATIONS Will I Serve? Notes
9 Chapter 4: What GOODS AND SERVICES Will I Sell? Note
10 Chapter 5: What BUSINESS MODEL Will I Use?
11 Chapter 6: The Growth Framework: The 16 Ways a Company Can Grow Growth Pathways Defined Some Examples to Consider Notes
12 Chapter 7: The Process Overview: How to Build a Growth Strategy
13 Chapter 8: Creating the Team The Three Critical Groups On Trusting Your Gut Necessary Grit
14 Chapter 9: Defining Business Objectives Financial Objectives Timing Objectives Value Rules of Engagement Strategic Objectives
15 Chapter 10: Internal Assessment Who You Are What Are Your Corporate Values? Can You Pursue Inorganic Growth? How Flexible Is Your Business Model?
16 Chapter 11: External Assessment Political Factors Economic Factors Customer Analysis Customer Acquisition Models – or How Clients Buy Competitor Assessment
17 Chapter 12: Select Growth Pathways Step 1: Pre‐distribute the Four Key Questions Worksheet Step 2: Bottom‐Up Growth Framework Drill Step 3: Share the Results Principles of Use
18 Chapter 13: Select Strategies Strategy Development Classics to Consider
19 Chapter 14: Model Returns Model Revenues Model Direct Costs Assessing the Outcome Iterative Loop
20 Chapter 15: Map Strategy to a Timeline Harmonograms Disruption of Existing Initiatives Hiring Needs Flawed Financial Modeling Once You Complete This Step, You Have Finished!
21 Chapter 16: Navigating in a Storm: Growth in a COVID World Your Existing Assumptions Are Likely Wrong You Probably Don’t Know How to Talk to Your Customer Anymore Supply Chains Are Suffering It’s a Buyers’ Market Revenue Opportunity Will Align with Government Investment Successful Growth Becomes a Relative Metric