ebook ebooks e-book e-books downloaden bei MyEbooks.ch downloaden

Disciplined Growth Strategies Insights from the Growth Trajectories of Successful and Unsuccessful Companies

:	Peter S. Cohan
:	Disciplined Growth Strategies Insights from the Growth Trajectories of Successful and Unsuccessful Companies
:	Apress
:	9781484224489
:	1
:	CHF 56.10
:

:	Management
:	English

:	274
:	Wasserzeichen/DRM
:	PC/MAC/eReader/Tablet
:	PDF

ccelerate your company's growth in a disciplined fashion. This book provides leaders of large and small companies a proven comprehensive framework to think systematically about growth options and to yield practical strategies that produce faster growth.

Drawing insights from case studies of successful and unsuccessful companies, strategy teacher and venture capitalist Peter Cohan models his systematic approach to brainstorming, evaluating, and implementing growth strategies across five dimensions:Customers, Geography, Products, Capabilities, Culture. He examines each of these five growth dimensions in turn, selecting and organizing his cases to compare the growth strategies deployed successfully and unsuccessfully by large and small companies along the given dimension. In each of his five dimensional chapters, the author derives from his case analyses the key principles and processes for creating and achieving faster growth.

Professor Cohan draws on a network of hundreds of founders, CEOs, and investors developed through his decades of consulting, authorship of 11 books, and over five years as aForbes columnist. He shows through many compelling stories how leaders craft effective growth strategies.

< iv>

Business leaders will learn the following lessons from this book:

•Achieving rapid but sustainable growth is a business leader's most important responsibility - and leaders must approach this challenge with a mixture of vision, intellectual humility, and a willingness to experiment and learn from failure.

•The growth challenges facing companies that are currently growing quickly differ from the ones that stagnating or shrinking companies must overcome.

•Companie can achieve growth along one or more of the dimensions simultaneously - and they often expand geographically to customers in the same segments.

•Use ul insights can emerge from comparing case studies of successful and unsuccessful companies pursuing similar growth strategies.

•Compani s should select a growth strategy based on three factors: the attractiveness of the growth opportunity, the company's capabilities to provide superior value to customers in the selected market, and the expected return on investment in the growth vector.

•Compa ies should select a growth strategy that best fits their capabilities and culture and they must enhance both to adapt to new growth opportunities.

WHO THIS BOOK IS FOR

The primary audience for this book is the people in companies who are responsible for growth: chief executive officers, chief marketing officers, chief product officers, heads of business development, product managers, sales people, and human resources managers.

Peter Cohan is Lecturer of Strategy at Babson College. He teaches strategy and entrepreneurship to undergraduate and MBA students at Babson College. He is the founding principal of Peter S. Cohan& Associates, a management consulting and venture capital firm. He has completed over 150 growth strategy consulting projects for global technology companies and invested in seven startups - three of which were sold for over $2 billion. He has written 11 books and writes columns on entrepreneurship for Forbes, Inc, and Entrepreneur. Prior to starting his firm, he worked as a case team leader for Harvard Business School professor Michael Porter's consulting firm and taught at MIT, Stanford, and the University of Hong Kong. He earned an MBA from Wharton, did graduate work in computer science at MIT, and holds a BS in Electrical Engineering from Swarthmore College.

	Contents	6
	About the Author	7
	Acknowledgments	8
	Introduction	9
	Chapter 1: Introduction	12
	Why Growing Faster Matters	13
	Growth Challenge Varies by Company Size and Growth Trajectory	14
	What Is a Growth Opportunity?	15
	Anticipate Expiration of Current Growth Opportunities and Invest in New Ones	16
	Three Myths of Corporate Growth	18
	Big Companies Can’t Grow	18
	My Industry Is Not Growing, So Neither Can Our Company	19
	The Only Way We Can Grow Is through Acquisition	20
	Growth Comes from Five Dimensions	20
	Customers: Same or Different	21
	Geography: Same or Different	23
	Products: Same or Different	24
	Capabilities: Same or Different	25
	Culture: Same or Different	27
	Summary	31
	PartI: Exploring the Five Dimensions of Growth	32
	Chapter 2: Growth via New or Current Customers	33
	Defining Customer Groups	34
	Principles of Growth from Current or New Customers	36
	Case Studies	37
	Successful: McDonald’s All-Day Breakfast	38
	Introduction	38
	Case Scenario	38
	Case Analysis	40
	Unsuccessful: Subway Shrinks by Losing Touch	40
	Introduction	40
	Case Scenario	40
	Case Analysis	41
	Successful: Criteo Penetrates the Middle Market	43
	Introduction	43
	Case Scenario	43
	Case Analysis	44
	Unsuccessful: Eastman Kodak Files for Bankruptcy	44
	Introduction	44
	Case Scenario	45
	Case Analysis	47
	Successful: Social Finance (SoFi)	49
	Introduction	49
	Case Scenario	49
	Case Analysis	52
	Unsuccessful: Homejoy	53
	Introduction	53
	Case Scenario	54
	Case Analysis	55
	Semi-Successful: Actifio One Targets $580 Billion Small and Medium-Sized Business (SMB) Market	57
	Introduction	57
	Case Scenario	57
	Case Analysis	60
	Unsuccessful: Color Labs	61
	Introduction	61
	Case Scenario	61
	Case Analysis	63
	Applying the Principles of Growth through Current or New Customers	65
	Summary	65
	Chapter 3: Growth via New or Current Geographies	66
	Principles of Growth from Geography	67
	Case Studies	68
	Successful: T-Mobile Wins U.S. Customers from Rivals	70
	Introduction	70
	Case Scenario	70
	Case Analysis	72
	Unsuccessful: Avon Products Loses Share