9781119779209

Growing the Top Line Four Key Questions and the Proven Process for Scaling Your Business

by
  • ISBN13:

    9781119779209

  • ISBN10:

    1119779200

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2021-06-22
  • Publisher: Wiley

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Summary

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.

Author Biography

CLIFF FARRAH is a pioneer in the field of growth strategy development, having spent the last 20 years as the President and CEO of the Beacon Group. Under his leadership, Beacon has delivered over 1,500 growth focused projects to leading global corporations in over 85 markets. At play, Cliff Farrah is a competitive sailor, a former US national amateur champion, and has been profiled on ESPN and in Sailing magazine. He is a graduate of the Darden Graduate School of Business at the University of Virginia.

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

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