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Built to Grow

Book Description

‘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.

Table of Contents

  1. Cover
  2. Series Page
  3. Title Page
  4. Copyright
  5. Dedication
  6. Acknowledgements
  7. About the Author
  8. Introduction
    1. Why Built to Grow?
    2. What Built to Grow Is Not
    3. How to Use Built to Grow
    4. The Added Benefit to You
  9. Chapter 1: The Fundamentals of Business Growth: Your AMR Strategy
    1. The First BIG Idea
    2. Your AMR Strategy
    3. Your Business Growth Formula: How the Numbers Work
    4. The Profit Impact
    5. AMR in Action
    6. Developing Multiple Strategies
    7. Become Really Curious
    8. Summary
  10. Chapter 2: Your Business Growth Transformation Framework® (BGTF)
    1. Adopt a Success Modelling Approach
    2. Your Business Growth Transformation Framework®
    3. Your Recipe for Success
    4. 7 Guiding Principles
    5. Strategic Plan
    6. Inspirational Leadership
    7. High Performing Organization Model
    8. Measures that Matter
    9. Summary: Setting a Foundation of Great Habits
  11. Chapter 3: Inspirational Leadership
    1. Developing Your Leadership Culture
    2. Why the Leader-Follower Structure is at Odds With Developing a Leadership Culture
    3. The Solution: Leader-Leader
    4. The Four Types of Leaders
    5. Turning Your Organizational Design Upside Down
    6. Developing Your Leadership Traits and Style
    7. Summary
  12. Chapter 4: Building a High Performing Organization
    1. Vision/Purpose
    2. Values/Behaviours
    3. Strategic Plan
    4. Disciplined Execution
    5. Performance Culture
    6. Summary
  13. Chapter 5: Business Purpose, Aspirational Goals, and Growth Strategy
    1. The Power of Your WHY
    2. Caution: Two Pitfalls to Avoid in Finding Your WHY
    3. Life is Like a Boomerang
    4. Translating Your Personal WHY into Your Business's WHY
    5. Aligning Your Business's WHY With Your People's Personal WHY
    6. What Business are You Really In?
    7. Your Goal Before You Move on
    8. Summary
  14. Chapter 6: Market Potential Strategy
    1. Alignment of Your Aspirational Goals With the Market Potential
    2. Defining the Size of Opportunity
    3. Segmenting and Profiling the Opportunity
    4. Why Consumers Buy and How the Competition Can Impact Your Market Potential
    5. Market Potential and ‘The Four Seasons Calendar'
    6. Summary
  15. Chapter 7: Compelling Value Proposition Strategy
    1. What Customers Really Care About
    2. Essentials of a Compelling Value Proposition
    3. Introducing the Benefits Track
    4. Zooming In and Zooming Out
    5. When Technology Impacts Your Compelling Value Proposition
    6. So, Are You Ready?
    7. Market Research Through Your Customer Lens
    8. Summary
  16. Chapter 8: Customer Strategy
    1. The Big Idea
    2. The Experience Economy
    3. The Digital Age Is Transforming the Game
    4. Making it Real for Your Business
    5. Measures That Matter
    6. Summary
  17. Chapter 9: Marketing and Communications Strategy
    1. The Purpose of Marketing and Communications
    2. Interdependency with Your Other Strategies
    3. Trends Shaping the Marketing Landscape
    4. Defining the Brand
    5. Writing Your Marketing and Communications Strategy
    6. Turning Strategy Into Action Through Your Marketing Plan
    7. Measures That Matter
    8. Summary: A Science . . . and an Art
  18. Chapter 10: Business Development and Sales Strategy
    1. Internal Brand Positioning of Sales
    2. Who’s in Sales in Your Business?
    3. A Scientific Approach
    4. 1. Sales Planning and Forecasting
    5. 2. Your Customer Classification Framework
    6. 3. Your Proposition Matrix – Getting Customers to Buy More
    7. 4. Your Customer Contact Strategy
    8. 5. Your Sales Map
    9. 6. Your Sales Funnel
    10. Summary: Selling Success
  19. Chapter 11: People Strategy
    1. Are People a Cost or an Investment in Your Business?
    2. The Big Idea: Creating Your Employee Value Proposition
    3. Identifying Your People Gap
    4. Building a Robust People Pipeline
    5. Growing and Developing Your People
    6. Summary
  20. Chapter 12: Operational Excellence Strategy
    1. Practice Makes Perfect . . . or Does It?
    2. The Need for a Robust Operational Strategy
    3. Applying the 7 Guiding Principles in Your Quest for Operational Excellence
    4. Embracing Technology as a Competitive Advantage
    5. Operational Improvement Never Stops
    6. Summary
  21. Chapter 13: Finance and Governance
    1. Change Your Mindset . . . Change the Game
    2. Keeping Score . . .
    3. The Challenge
    4. Measures That Matter
    5. Your Three Most Important Financial Tools
    6. Reality Check
    7. The Exciting News
    8. Funding Routes: The Upsides and Downsides
    9. Summary
  22. Chapter 14: Control the Controllable
  23. Chapter 15: Your Journey to Mastery
    1. Being Committed and in the Arena
    2. A Never-Ending Pursuit of Personal Mastery
  24. Bibliography
  25. Index
  26. End User License Agreement