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10 Ways Entrepreneurs Shoot Themselves In The Foot
Entrepreneurs and their businesses have a tendency to ambush themselves when they aren't looking. This affects how much revenue they can generate, how fast their business rises, and even if they survive after the first few years. If you feel there...
Extend Your Book’s Life With a Sales Letter
Authors, publishers and business owners are great at getting their books written and launched. But after the initial one-year honeymoon, sales slow down. To counter this, make sure to let your audience know about your book's benefits and how it...
How Will Your Visitors Remember You And Your Business? Brand Yourself From The Crowd...
Big and Yellow 'M' reminds you McDonalds... 'DELL' with oblique E reminds you famous 'Dell' computers... No matter somebody is a beginner or a well established business person, they need to make their products familiar to the people. With so...
Is Network Marketing Easy??
I personally believe we do a dis-service to the industry and ourselves if we openly state...or even allude...that NWM is easy. It's not. Nor is any business....WAH or brick & mortar. Anyone who does say different is not being wholly truthful. I...
Top Ten Tips When Business is Slow
How's your business going to keep growing with the holidays just around the corner? What can you do when most people don't want to spend money now? If you are concerned the cash flow won't flow and you won't have enough income for the next...
 
Profitable Growth Is Everyone's Business - A Book Summary

This article is based on the following book:
Profitable Growth Is Everyone's Business
"10 Tools You Can Use Monday Morning"
By Ram Charan
Published by Crown Publishing Group, 2004
ISBN 1-4000-5152-5
198 pages

The days of ruthless downsizing and drastic cost cutting are long gone. Nowadays, companies have realized that the best way to earn profit is only through growth – profitable growth. In this book, author Ram Charan provides 10 tools anyone can use to hurdle obstacles and achieve profitable growth.

These tools are:

1. Revenue growth is everyone’s business, so make it part of everyone’s daily work routine.

2. Hit many singles and doubles, not just home runs.

3. Seek good growth and avoid bad growth.

4. Dispel the myths that inhibit both people and organizations from growing.

5. Turn the idea of productivity on its head by increasing revenue productivity.

6. Develop and implement a growth budget.

7. Beef up upstream marketing.

8. Understand how to do effective cross-selling (or value/solutions selling).

9. Create a social engine to accelerate revenue growth.

10. Operationalize innovation by converting ideas into revenue growth. One of the most critical points discussed is the need for re-orientation of thinking. Most
businessmen and executives think about growth as “home-runs” and more often than not disregard the “singles
and doubles”. Managers often look forward to the big breakthrough or the grand new product without realizing
that home runs don’t happen everywhere – sometimes, they
don’t even happen in a decade.

Instead of aiming for that one grand home run, aim for singles and doubles. This is a surer and more consistent
path. Of course, it is important to note that while aiming for singles and doubles, one should not exclude
home runs. These singles and doubles come from an in-depth analysis of ALL the fundamentals of a business.

Another factor to be considered is the difference between good growth and bad growth. Managers should dispel the
myth that growth in whatever form is a victory. Although growth (both good and bad) builds revenue, only good
growth increases not only revenues but also improves profits and is sustainable over time.

Bad growth, on the other hand, lowers shareholder value. Unwise mergers and acquisitions are examples of bad
growth. Price cutting to gain market share without cutting costs can also be detrimental to your company’s health.

Here are some questions that can help you diagnose whether or not you are part of a growth business:

1. What percentage of time and emotional energy does the management team routinely


devote to revenue growth?

2. Are there just exhortations and talk about growth or is there actually follow through?

3. Do managers talk about growth only in terms of home runs? Do they understand the importance of singles and doubles for long-term, sustained organic growth?

4. How much of each management team member’s time is devoted to making effective visits with customers? Do
they do more than listen and probe for information and then try to “connect the dots”?

5. Does the management team come into contact with the final user of your product?

6. Are people in the business clear about what the specific future sources of revenue growth will be? Do they know who is accountable?

7. Would you characterize your company or business unit’s culture as cost cutting or growth oriented? If the answer is one or another you need to start doing both. Do people in leadership positions have the skill, orientation, and determination to grow revenues?

8. Does the company practice revenue productivity? Does it think through whether there are ways to more effectively use current resources to generate higher revenues?

9. How well does your sales force extract intelligence from customers and other players in the marketplace? How well is this information communicated and acted on by other parts of your organization, such as product development?

10. How good are the upstream marketing skills- that is, the ability to segment markets and identify consumer attributes- in your business?

About the Author:

Ram Charan is coauthor of the landmark Fortune article "Why CEOs Fail" and an adviser on corporate governance,
CEO succession, and strategy implementation. He was named as Best Teacher by Northwestern's Kellogg School and as a top-rated executive educator by Business Week. He is
author of Boards at Work, coauthor of Every Business Is a Growth Business, and a frequent contributor to Harvard
Business Review. (6/2000)

By: Regine P. Azurin

Regine Azurin is the President of BusinessSummaries.com, a company that provides business book summaries of the latest bestsellers for busy executives and entrepreneurs.

http://www.bizsum.com
"A Lot Of Great Books....Too Little Time To Read"
Free Book Summaries Of Latest Bestsellers for Busy Executives and Entrepreneurs

Mailto: mailto:freearticle@bizsum.com
BusinessSummaries is a BusinessSummaries.com service.
(c) Copyright 2001- 2005 ,BusinessSummaries.com -
Wisdom In A Nutshell

About the Author

Regine Azurin is the President of BusinessSummaries.com, a company that provides business book summaries of the latest bestsellers for busy executives and entrepreneurs.

 

Book marketing and book promotion advice from John Kremer, author ...
Promoting Your Books: Book marketing and book promotion tips for book authors, book publishers, self-publishing authors, POD authors, and e-book publishers ...
www.bookmarket.com
 
John Kremer's Book Marketing Tip of the Week
Archives of the weekly Book Marketing Tips of the Week and Internet Marketing Tips of the Week. Learn how to sell more books, tapes, and other products.
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Bookmarketing Limited
and the consumer syndicated surveys adhoc commissions retainers how to subscribe client list expanding the market contact us · Book Marketing Society ...
www.bookmarketing.co.uk
 
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Book Marketing Maps - an electronic directory of special-sales buyers, customized to your particular title.
www.bookmarketingworks.com
 
Book Marketing Services, India
A specialist marketing consultants group, started in 1987 offering package of marketing and sale promotion services in the Indian market to publishers of ...
www.bookmarketing.org
 
Sensible Solutions: Book marketing for happily published authors ...
Sensible Solutions: Book marketing for happily published authors & publishers.
www.happilypublished.com
 
Book Marketing Profits
Smart Book Marketing. How to market your book or information product cost effectively through trade shows, mail order, the internet, premiums, book reviews, ...
www.bookmarketingprofits.com
 
Promote a Book - How to market your book online
Self Publishing How-To | Print on Demand Publishing | Offset Press Publishing | Getting Published | Book Marketing | E-mail Morris.
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Self Publishing Book Help. Book Promotion and Book Marketing Tips ...
How to Self Publish, Market and Sell Your Own Book. Self Publishing information, tips, and resources to show you how to sell hundreds of thousands of books ...
www.inktreemarketing.com
 
Writing-and-Speaking - Book-Marketing Ezine Articles
EzineArticles.com allows ezine or email list publishers to upload or download free expert content that can be used within email newsletters or websites.
ezinearticles.com
 
Book Marketing - High Quality Books & Gifts
Book Marketing - Direct sellers for High Quality Discount Books, CDs, DVD and Gifts.
www.bookmarketing.com.au
 
Amazon.com: Complete Guide to Book Marketing: Books: David Cole
Amazon.com: Complete Guide to Book Marketing: Books: David Cole by David Cole.
www.amazon.com
 
Amazon.com: A Simple Guide to Marketing Your Book: What an Author ...
This refreshingly succinct handbook is the easiest way to organize your book marketing campaign. Bobbie Hurst, Book Publicist ...
www.amazon.com
 
Sand Hill Book Marketing
Sand Hill Book Marketing. Distribution for Small Press & Independent Publishers. Browse Titles, Submit Titles, Find Retailers, Submit Retail Locations.
www.sandhillbooks.com
 
The independent bookstore on the web!
Although Francine Silverman’s Book Marketing from A-Z does not go into depth in each outlined promotion, the ideas and resources offered from more than 300 ...
www.bbotw.com
 
Author Resources: Book Marketing
Author Resources: Book Marketing ... AuthorHouse author and humor columnist Gordon Kirkland uses public appearances as a book marketing tool. ...
www.authorhouse.com
 
Substance Books Inc. - Online Book Publicity, Marketing & Book ...
Providing Web / Book Marketing Ideas & Promotional ... Receive Substance Books Inc.'s free BOOK-MARKETING NEWSLETTER designed for writers and publishers, ...
www.substancebooks.com
 
Publicity / Book Marketing / Bookstore / Ebooks
Publicity, book marketing, and publisher for self publishing books as well as excellent online bookstore.
www.virtualwordpublishing.com
 
Mega Book Marketing
Reserve your seat at MEGA Book Marketing University before 5pm PST January 5, 2007.and you get the home study version of last year's event for free (a $349 ...
www.megabookmarketing.com
 
Book Marketing Plan: Launch Your New Book Profitably and Confidently
Tame all your "Should I?'s" into "To-do's"! The Sample Book Marketing Plan is 24 pages and costs $95.00; it's in PDF (Adobe Acrobat Reader) format. ...
www.yudkin.com
 
 

 
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