APPENDIX

Are You Creating Robust Organic Growth?

A Diagnostic

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)

Do ...

Get The Hidden Wealth of Customers: Realizing the Untapped Value of Your Most Important Asset now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.