THE EXECUTIVE SUITE sometimes overlooks organic growth, focusing instead on the next attractive acquisition. Yet acquisitions seldom pay off financially for the acquiring firm, and even when they do, at some point the firm has to achieve organic growth for the organization it winds up with.
What follows is a diagnostic to help you determine how effectively you’re engaging customer advocates in the growth process.
Scoring: If you find that your average score in any particular category is less than five or six, it may indicate an opportunity to engage with customers to dramatically improve organic growth for your firm.
1. Organic Growth: The Starting Point
(See chapter 2)