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 the 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

Testimonial
Geoffrey Moore
Geoffrey Moore

Scaling Up addresses the second half of the venture ball game, something often lost in all the hoopla about incubating disruptive innovation during the first half. Half-time scores don’t matter-it’s all about how you finish the game. So get yourself into Verne’s locker room for a great half-time pep talk, and then get yourself out on the field to play a great second half.

Testimonial
Sanjeev Mohanty
Sanjeev Mohanty

Verne’s tools and techniques have been key to scaling up Benetton to become the #1 international fashion brand in India. They work!

Testimonial
Scott Farquhar
Scott Farquhar

Scaling up a significant business requires precisely the kind of discipline and focus detailed in Verne’s practical and ‘how-to’ driven book.

Testimonial
Graham Weston
Graham Weston

Fast-growing companies — not small ones or big ones — create almost all the jobs and innovation in our economy, and Verne has been an invaluable guide to leaders of such companies, like me. Scaling Up helps us put in place the disciplines critical to building a significant business.

Testimonial
Henry McGovern
Henry McGovern

Verne delivers more value per page than anyone else in the business!

Testimonial
Liz Wiseman
Liz Wiseman

Verne Harnish has once again proven he’s the Growth Guy. Scaling Up is packed with the tools to help you bust through the barriers to growth and climb learning curves faster. But don’t let your leadership team carry the load alone — multiply your impact by sharing the book with every employee on your team.

Testimonial
Robert B. Cialdini
Robert B. Cialdini

The idea of guiding a company from the small tide pools to the big seas of business can be exhilarating, but also daunting without a detailed set of directions. Scaling Up provides those directions, along with a remarkably detailed map for how to get there safe and happy.

Testimonial
Scott Tannas
Scott Tannas

We’ve scaled up our company from a single office near Calgary to 2,000 employees in 165 locations across Western Canada. Verne’s tools and techniques have been critical to helping us drive and manage this growth during my 20 years as CEO — and ultimately to freeing me up as the founder to pursue other interests.

Testimonial
Patrick Lencioni
Patrick Lencioni

Verne Harnish is more committed to helping companies grow than any other person on the planet. Really. He’s also radically practical in his approach and that is reflected throughout this terrific book.

Testimonial
Jack Stack
Jack Stack

Imagine walking into a library and finding one book that captures the ideas of all the books in the library. Scaling Up is that business book. You will not have to go any farther.

Testimonial
John Mullins
John Mullins

Delivers the practical lessons that most B-schools don’t. If you want to grow your business faster, buy Scaling Up, turn to Chapter 14, and read ‘The Power of One.’ Not next week. Not tomorrow. Now.

Testimonial
John Warrillow
John Warrillow

Scaling Up is a blueprint for building a growth company. With this book, Verne has pulled back the curtain on how the fastest-growing companies in the world fuel their growth. Scaling Up gives you an insider’s view into the inner workings of the most successful companies on earth. A must-read for an ambitious entrepreneur.

Verne Harnish

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

Verne Harnish is the 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.

Table of Contents

THE INTRODUCTION Tools for Scaling Up

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

SCALING UP PEOPLE

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

SCALING UP STRATEGY

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

SCALING UP EXECUTION

INTRODUCTION
THE PRIORITY Focus, Finish Lines, and Fun
THE DATA Powering Prediction
THE MEETING RHYTHM The Heartbeat of the Organization

SCALING UP CASH

INTRODUCTION
THE CASH Accelerating Cash Flow
THE ACCOUNTING Driving Profitability
THE POWER OF ONE 7 Key Financial Levers

SCALING UP

NEXT STEPS 5 Things to Do Now
KEY RESOURCES
INDEX