Pioneering growth strategist Cliff Farrah reveals how to grow revenue like a Fortune 500 giant
Growing the Top Line: Four Key Questions and the Proven Process to Scaling Your Business delivers the step-by-step approach to topline growth used by some of the word’s most successful companies. In this book, leading growth strategy consultant and author, Cliff Farrah, reveals the copyrighted growth strategy that he has developed over the last twenty years through 1,400 successful client engagements and input from leaders at Fortune 500 organizations.
Featuring interviews from current and prior leaders at major corporations like Intel, Nike, Chase, Oracle, Raytheon, and the WHO, Growing the Top Line demonstrates that regular business growth isn’t a mystery to be "hacked." Instead, Farrah distills revenue growth into a simple methodology that readers can use to successfully plan growth at their own companies. Readers will discover:
- The four questions each business leader must ask him or herself when formulating a growth strategy
- The sixteen different pathways to growth that those four questions unlock, and how to follow them
Interviews with key leaders and executives who bring the author's framework to life Perfect for executives, managers, and entrepreneurs tasked with growing revenue, Growing the Top Line also belongs on the bookshelves of business enthusiasts and employees who hope to make a quantifiable impact in their work.
Table of Contents
Introduction
1 The Growth Matrix and the Four Key Questions
2 Which CUSTOMERS Will I Serve?
3 Which GEOGRAPHIES AND LOCATIONS Will I Serve?
4 What GOODS AND SERVICES Will I Sell?
5 What BUSINESS MODEL Will I Use?
6 The Growth Framework: The 16 Ways a Company Can Grow
7 The Process Overview: How to Build a Growth Strategy
8 Creating the Team
9 Defining Business Objectives: Step 1: Targeting the Hill We Need to Take
10 Internal Assessment: Step 2: Understanding the Force and Resourcing We Bring to the Fight
11 External Assessment: Step 3: Understanding the Terrain We Will Fight On and the Foes We Will Face
12 Select Growth Pathways: Step 4: Decide Which Route to Take
13 Select Strategies: Step 5: Plan the Battle on Each Route
14 Model Returns: Step 6: Assess the Outcome
15 Map Strategy to a Timeline: Step 7: The Power of a Picture
16 Navigating in a Storm: Growth in a COVID World
Conclusion
Acknowledgments
About Cliff Farrah
Index
