Leading Your Business to the Next Level: The Six Core Disciplines of Sustained Profitable Growth

Leading Your Business to the Next Level: The Six Core Disciplines of Sustained Profitable Growth

Leading Your Business to the Next Level: The Six Core Disciplines of Sustained Profitable Growth

Leading Your Business to the Next Level: The Six Core Disciplines of Sustained Profitable Growth


Companies that have survived the perils of startup face an entirely new and different set of challenges as the firm prospers and grows. For owners, executives, managers, and employees alike, the evolution of an enterprise from entrepreneurship to maturity is aruduous and requires a talent for managing constant change, both in the marketplace and in the company itself. Setting your company on a trajectory of profitable growth- and getting past that crucial break- even point- requires fundamentally different strategies, skills, and techniques from what worked in startup mode. Any forewarning puts entrepreneurial leaders ahead in coping with the obstacles over the next hill. Leading Your Business to the Next Level provides that forewarning and offers practical management approaches that will make the growth journey less hazardous and more rewarding.

Drawing from the authors' combined 70+ years of experience working in and consulting to high-growth organizations, the book provides a toolkit for navigating the transition from the chaos, intensity, and informality of the startup to the relative order of the more established firm. Through illustrative case examples and interactive elements, including checklists and diagnostics, they demonstrate how mastery of six core disciplines is the key to achieving and sustaining profitable growth:
• enhancing customer loyalty;
• dynamic planning and budgeting;
• executing the business plan;
• maximizing leadership effectiveness;
• changing the emphasis from sales/revenue to margin/profit;
• positioning human resource management as a strategic asset. In an environment where over 50% of small businesses fail in the first year and 95% within five years, Leading Your Businesss to the Next Level
will help you and your organization make the critical transition from startup to mature and growing business.


Our sixty-five-plus years (Wow, has it been that many?) working for and with growth companies have allowed us to observe and participate in successful and some not-so-successful enterprises. The single common characteristic of those that were able to sustain profitable growth was that they simply did not collapse under the weight of their success.

Research and observation identify many factors critical for companies to sustain growth, one of the most common being a lack of sufficient capital to finance surging growth. This is especially true of successful entrepreneurial firms that survive start-up and experience an early growth surge. We agree with the vital role adequate capital plays in ongoing success, but lack of capital is the devil everyone is familiar with. And, there is no lack of attention paid to it in today's business press.

But what about the demons we may not be familiar with, demons that lurk within every company and are primed to pounce if given the slightest opportunity?

There's a certain sad irony in situations where a company has developed a product or service that is in high demand in the marketplace, identified a successful niche, has the ability to sell at a very high volume, and yet cannot sustain profitable growth. What makes ongoing success so difficult to achieve? Why, in fact, does success lead to failure? How can self-inflicted wounds be more severe than those caused by a finicky marketplace or aggressive competitors?

The authors posit that an organization's inability to acknowledge and actively master the Six Core Growth Disciplines is a primary reason why so many [shooting stars] fizzle out just as quickly as they brilliantly burst onto the scene.

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