PROFITABLE GROWTH
IS EVERYONE'S BUSINESS
10 Tools You Can Use Monday Morning

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The coauthor of the international bestseller Execution has created the how-to guide for solving today's toughest business challenge: creating profitable growth that is organic, differentiated, and sustainable.

For many, growth is about "home runs" — the big bold idea, the next new thing, the product that will revolutionize the marketplace. While obviously attractive and lucrative, home runs don't happen every day and frequently come in cycles. Products like Kevlar, Teflon, and the Dell business model for selling personal computers may be once-in-a-decade phenomena.

A surer and more consistent path to profitable revenue growth is through "singles and doubles" — small day-to-day wins and adaptation to changes in the marketplace that build the foundation for substantially increasing revenues. The impact of singles and doubles can be huge. They are not only the basis for sustained revenue growth but, in fact, the foundation for home runs. Singles and doubles provide the discipline of execution, an absolute necessity for successfully bringing a breakthrough technology to market or implementing a new business model.

Inherent in this way of thinking is the revolutionary idea that growth is everyone's business — not solely the concern of the sales force or top management. Just as everyone participates in cost reduction, so must everyone be engaged in the growth agenda of the business. Every contact of each employee with a customer is an opportunity for revenue growth. That includes everyone from the people working in a company's call center handling customer inquiries and complaints to the CEO.

In this trailblazing book, Ram Charan provides the building blocks and tools that can put a business on the path to sustained, profitable growth.

For more than twenty-five years, Ram Charan has been working day in and day out with companies around the world. The ideas he has developed for solving the profitable revenue growth dilemma facing many businesses are based on personally seeing what works in real time. These are ideas that have been tested across industries and that deliver results, and they can be put to use starting Monday morning.

Reviews

"Ram Charan has managed to transform what most modern businesspeople would regard as an oxymoron, 'profitable growth,' into an achievable goal."
—Richard Carrion, President, Banco Popular, San Juan, Puerto Rico

"The most telling insight ever written about how to grow revenues and why organizations fail to do it. This is the book Ram always promised to write and it is his best book ever."
—Tom Curley, former president and publisher, USA Today

"Once again, Ram Charan has demonstrated his unique ability to translate complex business principles into concepts that give leaders the confidence to say 'I can do that.' Profitable Growth Is Everyone's Business's emphasis on 'singles and doubles' graphically illustrates his well-organized principles for sustaining profitable growth."
—Anthony F. Earley Jr., Chairman and CEO, DTE Energy

"Ram Charan has hit the bull’s-eye in providing clear, cogent advice that can be implemented immediately . . . his practical advice . . . provides useful common sense for an area of business that has been too ‘uncommon’ in terms of management focus lately."
—Mark Fields, chairman and CEO, Premier Automotive Group

"Ram Charan's depth of experience and leadership in the area of business management is unrivaled. His new book, Profitable Growth Is Everyone's Business, offers innovative thinking on how companies can grow successfully and build a foundation for increasing revenues substantially."
—Ron Meyer, President and COO, Vivendi Universal Entertainment

"Ram Charan demonstrates that the ten tools are essential to building a culture of customer focus and revenue growth. His practical, easy-to-understand conversation is a great learning tool for every executive struggling with looking for sources of new revenues."
—Ivan Seidenberg, President and CEO, Verizon

"Ram Charan has once again combined his unique perspective and insights as a senior advisor to the CEOs of dozens of major corporations with his extraordinary ability to cut through complexity and identify the core principles, practices, and tools that leaders can immediately put into action in their own organizations. There is no more pressing issue for most leaders than achieving sustainable, profitable growth, and Ram provides tools that can truly be put to use 'Monday morning.'"
—Bob Whitman, Chairman and CEO, Franklin Covey

"This is the sort of book that begs to be read. When Charan makes his case, who can afford not to pay attention?"
—HR Innovator

"Charan conveys his lessons in an upbeat, amiable and earnest manner. His ability to communicate serious and often complex concepts would be highly useful to any executive astute enough to implement the philosophy of striving to do lots of small and medium things successfully."
—The Miami Herald

"Profitable Growth is Everyone’s Business provides a much-needed antidote to today’s single-minded focus on cost-cutting . . . [Ram Charan identifies] the tools necessary to create a climate and culture oriented toward profitable and sustainable growth in a readable and succinct little book."
—The Washington Post

Published by Crown Business
January 2004
hardcover / 208 pages
ISBN: 1400051525