Great by design : how to deliver accelerated and sustained business growth / Royston Guest.

Format:

Book

Author/Creator:

Guest, Royston, author.

Language:

English

Subjects (All):

Strategic planning.

Small business--Growth.

Small business.

Physical Description:

1 online resource (299 pages) : illustrations

Edition:

1st edition

Place of Publication:

Chichester, West Sussex, United Kingdom : John Wiley & Sons, 2017.

System Details:

text file

Summary:

‘This book is straightforward, factual and to the point. Any Leader responsible for business growth should read it! A blueprint full of practical ideas and tools to inspire you into action’— Craig Donaldson - Chief Executive Officer , Metro Bank (RANKED NUMBER ONE IN GLASSDOOR’S HIGHEST RATED CEO 2016) If you asked a cross-section of business leaders, business owners and entrepreneurs what their biggest business challenge is, you would probably hear the same recurring thought: growing their business in a sustainable, predictable, yet profitable way – quickly. It’s a reality that most businesses and individuals never reach their full potential, always yearning for the ‘thing’ that will catapult them into significance, but never really finding it. Whether you’re an entrepreneur starting out, or a director, executive or business leader climbing the corporate ladder, the building blocks of Built to Grow are universally applicable. Developed in the real world laboratory of thousands of businesses in twenty-seven countries spanning over two decades, Built to Grow is a proven, time-tested model to unlock the real potential in your business. Avoid the common pitfalls of a trial and error approach to business growth. Built to Grow is full of practical strategies, tools and ideas, backed up with real world case studies to illustrate what can be achieved - leaving you equipped to transform your businesses performance and drive tangible results. Built to Grow is destined to become your handbook, your ‘go to’ guide, your roadmap to accelerated, sustained and profitable business growth.

Contents:

Built to Grow: How to Deliver Accelerated, Sustained and Profitable Business Growth

Contents

Acknowledgements

About the Author

Introduction

Why Built to Grow?

What Built to Grow Is Not

How to Use Built to Grow

The Added Benefit to You

Chapter 1: The Fundamentals of Business Growth: Your AMR Strategy

The First BIG Idea

Your AMR Strategy

Your Business Growth Formula: How the Numbers Work

Small changes make a BIG difference

The Profit Impact

Lifetime Value (LTV)

Applying this to your business

Cost to acquire customers

Understanding your customer cost to serve

AMR in Action

Case study 1: McDonald's

Case study 2: LEGO®

Making this real for your business: Is it AMR or RMA?

Developing Multiple Strategies

Become Really Curious

Summary

Chapter 2: Your Business Growth Transformation Framework® (BGTF)

Adopt a Success Modelling Approach

Your Business Growth Transformation Framework®

Your Recipe for Success

7 Guiding Principles

1. Simplicity

2. Primary purpose

3. 'Outside in' thinking

4. Empirical validation

5. Disciplined execution

6. Productive paranoia

7. Proud factor

Strategic Plan

What is strategy?

Exploring the three 'Zones' within your Strategic Plan

An undeniable challenge

The timeline for your Strategic Plan

Inspirational Leadership

High Performing Organization Model

Measures that Matter

What's on your dashboard?

Summary: Setting a Foundation of Great Habits

Chapter 3: Inspirational Leadership

Developing Your Leadership Culture

Why the Leader-Follower Structure is at Odds With Developing a Leadership Culture

The Solution: Leader-Leader

The Four Types of Leaders

Turning Your Organizational Design Upside Down

Developing Your Leadership Traits and Style

1. Think BIG

2. Focus on one thing!.

3. Winning mentality

4. Attitude of ACTION

5. Resilience

6. Authenticity

7. Finally: A never-ending pursuit of personal mastery

Chapter 4: Building a High Performing Organization

Vision/Purpose

The Chief Storyteller

Creating the Vision/Purpose for your organization?

Your Vision/Purpose in ACTION

Values/Behaviours

What is a Value?

Can you change someone's Values and beliefs?

Considerations when creating your Values

Values in ACTION

Amundsen vs. Scott

A cultural pitfall to be wary of

Disciplined Execution

Will it make the boat go faster?

Performance Culture

Making it real for your business

Chapter 5: Business Purpose, Aspirational Goals, and Growth Strategy

The Power of Your WHY

Caution: Two Pitfalls to Avoid in Finding Your WHY

Life is Like a Boomerang

Translating Your Personal WHY into Your Business's WHY

Aligning Your Business's WHY With Your People's Personal WHY

What Business Are You Really in?

The profound difference 'really' can make

Your Goal Before You Move on

Your aspirational goals

Starting with the end in mind: Your possible exit strategy

Chapter 6: Market Potential Strategy

Alignment of Your Aspirational Goals With the Market Potential

The 'white space' in UK supermarkets . . .

. . . and budget airlines

Defining the Size of Opportunity

Segmenting and Profiling the Opportunity

Customer profiling and pen portraits

Why Consumers Buy and How the Competition Can Impact Your Market Potential

Market Potential and 'The Four Seasons Calendar'

Chapter 7: Compelling Value Proposition Strategy

What Customers Really Care About

Essentials of a Compelling Value Proposition

Our first BIG word defined: Compelling

Our second BIG word: Value.

The logical viewpoint

The emotional viewpoint

Our third BIG word: Proposition

Pulling it all together and defining your compelling value proposition

Introducing the Benefits Track

Zooming In and Zooming Out

When Technology Impacts Your Compelling Value Proposition

So, Are You Ready?

Market Research Through Your Customer Lens

Chapter 8: Customer Strategy

The Big Idea

The Experience Economy

'Where dreams come true . . .'

Isn't customer experience just good customer service packaged differently?

The four psychological needs of the customer

Affiliation in ACTION

The prize of getting this right

Apply the 80/20 rule and focus your efforts

The Digital Age Is Transforming the Game

Making it Real for Your Business

Measures That Matter

Chapter 9: Marketing and Communications Strategy

The Purpose of Marketing and Communications

Interdependency with Your Other Strategies

Trends Shaping the Marketing Landscape

Trend one: Always On, changing global consumer behaviour

Trend two: New storytelling tools

Trend three: Connecting the physical and digital worlds

Trend four: Enabling experience through technology and data

Trend five: An expanding role of marketing leadership

Defining the Brand

Brand Identity Map

Writing Your Marketing and Communications Strategy

Why building your marketing and communications strategy is like building a jigsaw puzzle

The Marketing Mix

Channel management: Multi channel vs. omni channel

Adding value through thought leadership

The Customer Buying Zone

Turning Strategy into ACTION Through Your Marketing Plan

Summary: A Science . . . and an Art

Chapter 10: Business Development and Sales Strategy

Internal Brand Positioning of Sales

Who's in Sales in Your Business?.

A Scientific Approach

1. Sales Planning and Forecasting

Your top down/bottom up approach

2. Your Customer Classification Framework

Using the framework

Example to illustrate the framework in action

Understanding potentiality

3. Your Proposition Matrix - Getting Customers to Buy More

Bringing this idea to life

Could this be the case in your business?

Measures that Matter: Penetration rates

The benefits of the Proposition Matrix

Personalizing the Proposition Matrix for your business

4. Your Customer Contact Strategy

Applying this knowledge to new customers

5. Your Sales Map

Think of the Sales Map as your satellite navigation

The horizontal line represents time

Above the 'time' line: Identifying the key steps of your sales process

Below the 'time' line

The numbers and a Sales Map in action

6. Your Sales Funnel

How the Sales Funnel works

Summary: Selling Success

Chapter 11: People Strategy

Are People a Cost or an Investment in Your Business?

The BIG Idea: Creating Your Employee Value Proposition

So what is a compelling EVP?

Is it really that important?

Building your EVP

1. Identifying your people gap

2. Building a robust people pipeline

3. Growing and developing your people

4. Retaining your people

1. Identifying Your People Gap

2. Building a Robust People Pipeline

Performance without Potential

Potential without Performance

3. Growing and Developing Your People

4. Retaining Your People

Chapter 12: Operational Excellence Strategy

Practice Makes Perfect . . . or Does It?

The Need for a Robust Operational Strategy

Applying the 7 Guiding Principles in Your Quest for Operational Excellence

Principle 1: Simplicity

Principle 2: Primary Purpose

Principle 3: 'Outside In' Thinking

Principle 4: Empirical Validation.

Principle 5: Disciplined Execution

Principle 6: Productive Paranoia

Principle 7: Proud Factor

Embracing Technology as a Competitive Advantage

Operational Improvement Never Stops

Six Sigma

Kaizen

Chapter 13: Finance and Governance

Change Your Mindset . . . Change the Game

Keeping Score . . .

The Challenge

But it gets worse . . .

And even worse . . .

Revenue growth

Profit generation

Your cash management strategy

Your Three Most Important Financial Tools

Reality Check

Your robust Governance strategy

The Exciting News

Funding Routes: The Upsides and Downsides

Chapter 14: Control the Controllable

Chapter 15: Your Journey to Mastery

Being Committed and in the Arena

A Never-Ending Pursuit of Personal Mastery

Bibliography

Index

Continue your Journey to Mastery

End User License Agreement.

Notes:

Includes index.

Includes bibliographical references and index.

Description based on print version record.

ISBN:

1-119-31813-0

OCLC:

988175768