Organic Growth Cost Effective Business Expansion from Within 1st Edition by Jean Frederic Mognetti ISBN 0470844841 9780470844847

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ISBN 10: 0470844841 
ISBN 13: 9780470844847
Author: Jean Frederic Mognetti

A key concern today for all those involved in business development is how to grow your company not only faster but cheaper (or economically).
Organic Growth is a rigorous new concept, grounded in a common sense, two-pronged approach, that is, companies can continue to pursue high-risk, high-reward growth strategies, but they should also be very aware of overlooked or sub-optimized opportunities for growth within their own company.
This book is a guide to how to dynamically combine managerial and ‘people’ skills to unlock a hidden layer of corporate value

Organic Growth Cost Effective Business Expansion from Within 1st Table of contents:

PART ONE: UNDERSTAND WHAT ORGANIC GROWTH MEANS FOR YOU

1. Thinking Organic: What’s So Different About It?
   • Definition and distinction from inorganic growth.
   • Why organic growth is crucial for sustainable success.
   • Common misconceptions about organic growth.
2. Organizing for Organic Growth
   • Structuring your company to foster internal growth.
   • The role of leadership and culture.
3. Simple Concepts, Deep Managerial Consequences
   • Back to basics: Core principles that drive organic growth.
   • Continuous sharpening of competitive advantage.
   • Confronting business reality.
   • Business Story: Confronting business reality at Heytens.
4. Process Perspective
   • How internal processes contribute to or hinder organic growth.
   • Streamlining operations to support expansion.
   • Business Story: Meal voucher lookalikes.
5. Customer Perspective
   • The customer as the essence of organic growth.
   • Understanding customer needs and loyalty.
   • Business Story: Rieter: Promoted to a higher league.
   • Business Story: CMD: Turning down a growth opportunity does not mean maintaining the status quo.

PART TWO: CREATING THE TECHNICAL CONDITIONS

6. A Way to Handle Strategic Issues
   • Revisiting competitive advantage.
   • Developing relevant strategic combinations.
   • Business Story: Heytens, mass market furniture fabrics producer.
   • Business Story: We are the champions of quality.
   • Confronting reality when corralled by a business formulation.
   • Business Story: Two weeks.
   • Difference as the strategic goal; process effectiveness as the means.
   • Process effectiveness is yours, so be solid in its defence.
   • Business Story: The unsolicited guest.
   • Business Story: Oh s***!
   • Summary and Action Point.
7. Keeping Track of Business Reality
   • Key performance indicators for organic growth (e.g., customer satisfaction).
   • Metrics beyond financial results.
   • Business Story: It does not even take off!
   • Business Story: The answer is people mobility, not size.
8. Your Role in the Customer’s Mind
   • Shifting from “fixer” to essential partner.
   • Increasing performance is a high-risk cul-de-sac!
   • Business Story: Canal boats in Amsterdam and double-deckers in Tokyo.
   • Business Story: Charleroi Hospital.
   • Business Story: From shipping documents to spare parts.
   • Business Story: Leather goods samples.
   • Business Story: One, two, three – back to business reality!
   • Summary and Action Point.
9. The Relationship with the Customer – a Structural Tempo
   • Defining phases in customer relationships.
   • The role of top management and sales force.
   • Business Story: Do not allow your sales force to make you play Rambo.
   • Business Story: The boss cannot lose.
10. The 3Cs (Coverage, Content, Context)
    • Understanding the critical mass of relationships (Coverage).
    • Diversity and renewal in offerings (Content).
    • The clue to next year’s sales forecast (Context).
    • Business Story: Account forecasting card.
    • Business Story: A sales whiz.
    • Business Story: They don’t like us.
    • Business Story: 1000 contacts.
    • Summary and Action Point.

PART THREE: RECOGNIZE, UNCOVER, HIERARCHIZE

11. Cross-Fertilization
    • Leveraging internal knowledge and best practices across departments.
    • Encouraging collaboration and idea sharing.
12. Think Small, Win Big
    • Identifying overlooked growth opportunities.
    • Focusing on incremental improvements that accumulate.
    • Business Story: Sales development even better, losses worse.
    • Business Story: Ready for a stretch goal, hitting 70 birds with one stone!
    • A weak signal behind each large virtual account.
    • Business Story: Chance favours the prepared mind.
    • From weak signals rally to sales.
    • The critical role of the ambassador in the network sale.
    • Business Story: I want the same as Valéo.

    • A profile of an effective ambassador.
    • Designing the ambassador’s workshop.
    • Business Story: Nemo auditor.
    • Applying the lessons of winning large virtual accounts to specific maintenance circumstances.
    • Summary and Action Point.
13. Developing New Competitive Horizons – Business Development
    • Redefining “what business you are in.”
    • Business development as a question of core skills.
    • Business Story: The award for business development goes to – who?
    • The essence of growth.

PART FOUR: CREATING THE MANAGERIAL CONDITIONS TO SUPPORT ORGANIC GROWTH MOMENTUM

14. The Leadership of the Chief Executive Officer
    • The CEO’s vital role in championing and driving organic growth.
    • Setting the vision and culture.
15. The Strategic Plan as an Organic Growth Accelerator
    • Integrating organic growth principles into strategic planning.
    • Setting realistic yet ambitious growth targets.
16. Putting Value on the Table: The Challenge of Managing People
    • Motivating and empowering employees for growth.
    • Talent development and retention.
17. The Right Information, The Right Metrics, at The Right Time
    • Developing relevant metrics for tracking organic growth.
    • Creating effective reporting and feedback loops.
18. Conclusion: The Future of Organic Growth

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Tags: Jean Frederic Mognetti, Organic, Growth