Scaling Up

How a Few Companies
Make It…and Why
the Rest Don't

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About the Book

It's been over a decade since Verne Harnish's best-selling book Mastering the Rockefeller Habits was first released. Scaling Up: How a Few Companies Make It...and Why the Rest Don't is the first major revision of this business classic.

In Scaling Up, Harnish and his team share practical tools and techniques for building an industry-dominating business. These approaches have been honed from over three decades of advising tens of thousands of CEOs and executives and helping them navigate the increasing complexities (and weight) that come with scaling up a venture. This book is written so everyone -- from frontline employees to senior executives -- can get aligned in contributing to the growth of a firm. There's no reason to do it alone, yet many top leaders feel like they are the ones dragging the rest of the organization up the S-curve of growth.

The goal of this book is to help you turn what feels like an anchor into wind at your back -- creating a company where the team is engaged; the customers are doing your marketing; and everyone is making money. To accomplish this, Scaling Up focuses on the four major decision areas every company must get right: People, Strategy, Execution, and Cash. The book includes a series of new one-page tools including the updated One-Page Strategic Plan and the Rockefeller Habits Checklist™, which more than 40,000 firms around the globe have used to scale their companies successfully -- many to $1 billion and beyond.

Running a business is ultimately about freedom. Scaling Up shows business leaders how to get their organizations moving in sync to create something significant and enjoy the ride.

Praise for Scaling Up

About the Author

Verne Harnish

Founder and CEO of Gazelles, Author of "Scaling Up"

INTRODUCTION

Verne Harnish is founder of the world-renowned Entrepreneurs' Organization (EO) and chaired for fifteen years EO's premiere CEO program, the "Birthing of Giants" and WEO's "Advanced Business" executive program both held at MIT.

Founder and CEO of Gazelles, a global executive education and coaching company with over 150 coaching partners on six continents, Verne has spent the past three decades helping companies scale-up.

The "Growth Guy" syndicated columnist, he's also the Venture columnist for FORTUNE magazine. He’s the author of Scaling Up (Rockefeller Habits 2.0); Mastering the Rockefeller Habits; and along with the editors of Fortune, authored "The Greatest Business Decisions of All Times", for which Jim Collins wrote the foreword. Verne also chairs FORTUNE Magazine's annual Leadership and Growth Summits and serves on several boards including chairman of The Riordan Clinic and the newly launched Geoversity.

An investor in several scale-ups, Verne resides in Barcelona, Spain, with his wife and four children and enjoys piano, tennis, and magic as a card-carrying member of the International Brotherhood of Magicians.

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Table of Contents

THE INTRODUCTION Tools for Scaling Up

  1. 1 THE OVERVIEW People, Strategy, Execution, Cash
  2. 2 THE BARRIERS Leadership, Infrastructure, and Market Dynamics

SCALING UP PEOPLE

  1. 1 INTRODUCTION
  2. 2 THE LEADERS The FACe and PACe of the Company
  3. 3 THE TEAM Attracting and Hiring
  4. 4 THE MANAGERS Keeping and Growing (Educating) the Team

SCALING UP STRATEGY

  1. 1 INTRODUCTION
  2. 2 THE CORE Values, Purpose, and Competencies
  3. 3 The 7 STRATA OF STRATEGY The Framework for Dominating Your Industry
  4. 4 THE ONE-PAGE STRATEGIC PLAN The Tool for Strategic Planning

SCALING UP EXECUTION

  1. 1 INTRODUCTION
  2. 2 THE PRIORITY Focus, Finish Lines, and Fun
  3. 3 THE DATA Powering Prediction
  4. 4 THE MEETING RHYTHM The Heartbeat of the Organization

SCALING UP CASH

  1. 1 INTRODUCTION
  2. 2 THE CASH Accelerating Cash Flow
  3. 3 THE ACCOUNTING Driving Profitability
  4. 4 THE POWER OF ONE 7 Key Financial Levers

SCALING UP

  1. 1 NEXT STEPS 5 Things to Do Now
  2. 2 KEY RESOURCES
  3. 3 INDEX

Resources

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