The coauthor of the international bestseller Execution has created
the how-to guide for solving today's toughest business challenge:
creating profitable growth that is organic, differentiated, and
sustainable.
For many, growth is about "home runs"--the big bold idea, the next new
thing, the product that will revolutionize the marketplace. While
obviously attractive and lucrative, home runs don't happen every day and
frequently come in cycles.
Products like Kevlar, Teflon, and the Dell business model for selling
personal computers may be once-in-a-decade phenomena. A surer and more
consistent path to profitable revenue growth is through "singles and
doubles"--small day-to-day wins and adaptation to changes in the
marketplace that build the foundation for substantially increasing
revenues. The impact of singles and doubles can be huge. They are not
only the basis for sustained revenue growth but, in fact, the foundation
for home runs. Singles and doubles provide the discipline of execution,
an absolute necessity for successfully bringing a breakthrough
technology to market or implementing a new business model.
Inherent in this way of thinking is the revolutionary idea that growth
is everyone's business--not solely the concern of the sales force or top
management. Just as everyone participates in cost reduction, so must
everyone be engaged in the growth agenda of the business. Every contact
of each employee with a customer is an opportunity for revenue growth.
That includes everyone from the people working in a company's call
center handling customer inquiries and complaints to the CEO.
In this trailblazing book, Ram Charan provides the building blocks and
tools that can put a business on the path to sustained, profitable
growth. For more than twenty-five years, Ram Charan has been working day
in and day out with companies around the world. The ideas he has
developed for solving the profitable revenue growth dilemma facing many
businesses are based on personally seeing what works in real time. These
are ideas that have been tested across industries and that deliver
results, and they can be put to use starting Monday morning.
