Growing the Top Line

Index

• A
• Accounts
  • addition (Attack and Grow pathway), 62–63
  • new account addition, 171
• Acquisition models, 57–58, 151
• Acquisition models (Defend and Grow pathway), 57–58
• Adjacent markets, entry, 150, 151
• Adverse event, impact, 191
• Advertising spend (growth model direct cost), 169
• Align with Regional Contracting Practices (Defend and Grow pathway), 60
• Amazon Web Services (AWS), 12
• Annual revenue planning, understanding, 187
• Anthony, Graham, 105–106
• Assigned probability, 70
• Attack and Grow
  • growth pathway, 57, 61–67, 171
  • revenue matrix quadrants, 16–17

• B
• Bad bets, 148
• BD resources/footprint expansion, 202–203
• Beacon Group, The, 1–2, 51, 76
  • growth strategy development process, 79f
  • organizations, representation, 84
  • pandemic framework, 208f
• Beering, John, 28, 36, 190
• Big hairy audacious goals (BHAGs), 100–101, 106
• Blackwell, Lt. General Paul “Gene,” 76–77, 90, 98
• Bottom‐up assessments, 203
• Bottom‐up growth framework drill, 137–139
• Brand
  • equity, alignment, 151
  • leveraging, 150, 151
  • recognition, 64
• Branded provider, acquisition, 151
• Build cost (geographic growth risk), 26
• Build or buy (growth strategy development decision), 153–154
• Burns, Pat, 101–102, 110, 122–123, 125
• Businesses
  • differentiator, 46–47
  • HR (cost bucket), 168–169
  • purpose, 107
  • starting, 45
  • winning, price reductions, 203
• Business models, 43
  • changes, boundaries, 113
  • consumption‐based business model, usage, 150
  • disruptiveness/power, 4
  • flexibility, identification, 118–119
  • revenue, source, 68, 70
  • service ...