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Winner of the 2015 International Book Awards for General Business Winner of the 2015 National Indie Excellence Award for General Business Winner of the 2015 Paris Book Festival Award for Business Winner of the 2015 Amsterdam Book Festival Award for Business Winner of the 2015 San Francisco Book Festival Award for Business Finalist of the 2015 International Book AwarWinner of the 2015 International Book Awards for General BusinessWinner of the 2015 National Indie Excellence Award for General Business Winner of the 2015 Paris Book Festival Award for BusinessWinner of the 2015 Amsterdam Book Festival Award for BusinessWinner of the 2015 San Francisco Book Festival Award for BusinessFinalist of the 2015 International Book Awards for Best New Non-FictionIt'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 ChecklistTM, 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....

Title : scaling up how a few companies make it and why the rest don t rockefeller habits 2 0
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ISBN : 23450895
Format Type : Kindle Edition
Number of Pages : 256 Pages
Status : Available For Download
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scaling up how a few companies make it and why the rest don t rockefeller habits 2 0 Reviews

  • Jonathan Lu
    2019-01-03 07:01

    4D'sDriver - Coaching - Learning - tech (scalable infrastructure)Demands - People (reputation) - Process (productivity)Disciplines - Priorities - Data - Meeting rhythmsDecisions - People - Strategy - Execution - CashBarriers28million firms - focus - 96% < $1M: revenue - <4% >$1M: cash - 0.4% >$10M: GM focus - 17,000 >$50M: predictability - 2,500 >$500M - 500 > $5BLeadership - Prediction: spend time with customers - Delegation: not abdication. ○ Priorities ○ Data (kpi's) ○ Rhythm (feedback) ○ Recognition & reward - Repetition: consistency ○ Values: lore, magic moments ○ Purpose: 1-line stump speech ○ Bhag: 10-25yr goal ○ Priorities: 30/90/360, 3-5yrScalable infrastructure - 1-3: home based mom & pop - 8-12: efficient, leader + helpers ○ Need phones, space - 40-70: senior team of 5-7 with 7-10 each ○ Need accounting system - 350-500: 7 leaders / 7 middle managers / 7-10 each ○ IT systems - 2,500-3,500: one more layer of 7Marketing - 1hr per week mktg meeting ○ Product, price, place, promotion ○ Experience, exchange, everyplace, evangelism - Identify top 25 influencersPeople 1) Are you happy? 2) Would you rehire everyone?Leadership - 1person accountable (P) - People responsible (C,E) - Authority (A)One page personal plan (OPPP) - Relationships: individuals and communities. Start/stop/do more - Achievements: personal goals - Rituals: fitness, family, mental; professional & impact - Wealth: as a means, not an end: all assets become liabilitiesFunction accountability chart (FACe) - Delegate to people who don't need to be managed and regularly wow the team - Strength of leader often becomes weakness of team - No more than 1 person accountable for each function - every box filled - Watchout for a few names that show up in many spots - Link results to P&L or B/S - Great execs don't introduce their title but what they are responsible forProcess Accountability Chart (PACe) - Lean principles. Kaizen and waste elimination in process flow - Review 1 process every 90days. 4-9 will get reviewed every 1-2yrsAttracting & Hiring - A players: top 10% for the level - Create a job scorecard: SMART outcomes that the hire needs to accomplish in 1-3yrs - Competencies > specific skills - Teams need to be well rounded but individuals need not be. Prefer specialists > generalists? - Interview 20:1 candidates - Guerrilla recruiting - post in places for natural selection - Will, values, results, skillsManagers/Coaches 5) Higher fewer people / pay more - Customized comp is ok to keep top people. Variable vs fixed, vacation - fairness not sameness 4) Give recognition / show appreciation - Positive : negative at 3:1 3) Clear expectations & line of site - Link wdp to ogsm - Kpi's, priorities, critical number to reach 2) Stop demotivating, start dehassling - Focus on not demotivating, not motivating - Best thing you can do for employees is to surround with A players 1) Play to strengths - Help employees prune jobs to de-focus weaknessesOnboarding - first impression - Celebrate when they start not when they finish - Invest 10% of time to professional developmentManagers -> coachesDirect reports -> direct supportsHuman Resources -> talent development, human relations, people support…Strategy - Say no 20x more than yes = you have a strategy (after early stage) - Strategy = chess ○ Not thinking ahead of the next move ○ Having 10x more next moves to doValues, Purpose, CompetenciesCore Values - give management the confidence to delegate important tasks - Test for 1yr before setting as a core value - Reflect: are there examples where we lived these values? ○ If yes, then it's a core value ○ If no, then it's a wish-list item - Phrases, not single wordsCore Purpose - mission (but longer term). A Single Word - What do we do? Why/Why until you reach "save the world" ○ Then back up 1-stepCore Competencies - Not easy for competitors to imitate - Can be reused widely for many products/markets - Must contribute to customer valueHow to reinforce values? - Storytelling - identify lore to reinforce values, become legend - Recruitment - hire for alignment with core values - Onboarding - don't skimp on the process - Performance appraisals - link to core values, eliminate gray area - Recognition & rewards - - Newsletters - Themes - Everyday7 Strata of Strategy - Set a team of 3-5 to discuss weekly ("the council")S1: Words you own (mindshare) - Google search terms (SEO), or even the company name - 87% of ALL customers use the internet to find purchasesS2: Sandbox and Brand Promises - Who/where are your core customers? - What are you really selling them? - What are your three brand promises? ○ Avoid "quality", "value", or "service" - too subjective - How do you measure if you're keeping those promises?S3: Brand Promise Guarantee - Dominos: Pizza delivered in 30mins or free - Oracle: software will run 2x faster, or we pay you $1MS4: One-phrase strategy (key to making money) - Ikea: flat-pack furniture or Apple: Close architecture - Piss off 93% of customers to focus on the 7% fanaticsS5: Differentiating Activities - "how" competitive advantages - SWA: uses 1 type of aircraft and 2nd tier airports, direct flightsS6: X-factor (10x advantage) - What is the 1 thing that I hate most about my industry? ○ Get out of the building, too much internal biasS7: Profit per X (BHAG) - What is the single tracking metric that is most important? - Measure BHAG in these same unitsOne Page Strategic Plan (OPSP) - Get it Down, then Get it Right (p127) - Core Purpose: one word - BHAG: one 10-25yr goal (long term) - Profit per X: one KPI (BHAG metric) - Brand Promise: one most important promise of the brand - Critical Number: one key driver for the year (short term) - Middle-managers focus on SWOT, senior managers focus on SWT ○ SWOT can bog executives into operational details, distracting them ○ Trends - driving forces in a forecast (exogenous) ○ Strengths/weaknesses - focus on inherent ones (endogenous) § Let middle-managers focus on temporal strengths/weaknessesExecution - Rockefeller Habits Checklist - focus on one every quarter (p151) ○ Over 2-3yrs you will have moved through all 10 habitsData - Not just quantified big data, but also human intelligence - Senior leaders should be in the market 80% of time - Senior leaders should have a start/stop/keep conversation with at least 1 employ weekly ○ Discuss at weekly senior lead team meetings ○ Track progress of items - transparent for org to see. Close the loopCustomer feedback: 4Q's - How are you doing? - What's going on in your industry/neighborhood? - What do you hear about our competitors? - How are we doing?Sales feedback - daily in voice-mail to update positive sales results - And provide CI - If in writing they will never do it - Middle management team to close the loop on key customer feedback (sr team reviews)Scoreboards everywhere - ExO dashboard conceptAlignwithgazelles.com - track and manage priorities & KPI'sRhythmRoot meaning of company = to share bread - daily lunch or breakfast with LT - Daily mtg > casual encounters ○ Peer pressure ○ Collective intelligence ○ Clear communication - 15min daily huddle, tactical - 60-90min weekly, progress & CI - Half day monthly, strategy kpi - Full day quarterly, culture bhagDaily meeting - 1min/person 1) what's up in next 24hrs 2) What are daily metrics 3) Where are you stuck - Do not check up on past progressWeekly meeting 1) 5min goods news 2) 10min priorities' status 3) 10min customer & employee feedback 4) 30-60min one or two topics 5) Follow up list - who/what/when 6) One-phrase close from everyone 7) Write weekly CEO 1pager for orgCashKeep 3-10x more cash reserves than competitorsCash conversion cycle - Sales, delivery, billing & payment, make/production inventory cycle - Eliminate mistakes - Find new business models & increase profitabilityAccounting: #2 reason for losing $ - Waterfall graphs - identify where company makes vs loses $ - Fasb books vs internal books - choose your own amortization schedule that fits - GM = revenue - nonlabor direct costs ○ 15% pretax profit = goodForce 1: taxes - Wealth comes only from after taxForce 2: mange debt - Try best not to leverForce 3: core capital target - 2months OpEx on hand after taxForce 4: pay dividendsKey financial levers - EBIT/Revenue = P&L efficiency - Revenue/Net operating assets = balance sheet effectiveness (asset turnover) - Return on capital = EBIT / net operating assets ○ Target >30%4 drivers - Profitability - Working capital management ○ (AR + inventory - AP)/sales - Noncurrent asset management - Cash flow/fundingPower of one - 1% sensitivity analysis - Price - Volume - Cogs - OpEx - AR - Inventory / WIP - AP

  • Khalid Sulami
    2019-01-04 05:56

    One of the most amazing books that I've read about business and I really consider it as a MUST-READ book for any entrepreneur who wants to take the next step! Here're some takeaways: 1. Only 4% of American companies ever exceed $1 million in revenue.2. Of the 4%, a small number develops into “gazelles” – fast-growing companies accounting for almost all of the nation’s job growth and innovation.3. Gazelles focus on improving “people, strategy, execution and cash.”4. Start with the most pressing of the four areas – cash. Use the “Rockefeller Habits” to execute change and drive lasting improvement.5. Develop a 10- to 25-year aggressive goal and some specific 90-day goals to achieve while pursuing the larger goal. Make sure everyone knows and works toward the goals.6. Hire carefully, and recruit great managers. Managers drive employee productivity.7. Every goal must be attached to a person who is accountable for it.8. Each goal aligns to a value. Every employee must know and live company values.9. Focus on cash and cash flow – the most critical elements of growth.10. Gazelle leaders appreciate their teams, delegate broadly and use data to make better predictions and decisions.

  • Andrew Milne
    2019-01-16 04:07

    Well worth the read. Lost of good reminders & detailed practices... One of those books that makes you challenge your thinking on your own business. I would highly recommend it for those looking for guidance as they scale.

  • Josh Steimle
    2019-01-08 01:56

    Rarely do I give out five star ratings. Five stars means it can't be improved upon. Five stars means it's so important everyone should read it. Five stars means it's on par with the Bible, or whatever religious text you subscribe to. To be clear, I'm sure this book can be improved on. Not sure how, but I don't want to limit Verne. I'm not sure EVERYONE should read this. I'm not sure what good it would do my 80 year old mother who isn't looking to scale anything but her kale garden. And it's not really on par with the Bible, of course. But I can't give it a four star rating because too many people would look at that, people who SHOULD read it, and would think "Meh, I guess it's not super important that I read this book."Let me be clear--if you are an entrepreneur or business executive then this may be the most important book you ever read. Good to Great? That's a great book. So is the 4 Hour Work Week. The Lean Startup, 7 Habits, Innovator's Dilemma, Blue Ocean Strategy, everything by Peter Drucker, Hard Thing About Hard Things, Start With Why, Art of War, Think and Grow Rich, Delivering Happiness, Who Moved My Cheese, Thank You Economy, Power of Habit, Checklist Manifesto, Ultimate Question, Getting More, Execution, Who, How Will You Measure Your Life, Go Giver, Profit First, etc.--these are all great books, I highly recommend them all, but Scaling Up has something these books don't have--instant high value usability from cover to cover.As an entrepreneur since 1999, this book, more than any other, is the book I wish I had read 10 times and internalized thoroughly before I started my business. It would have made a bigger difference than any other single book I could have read.So what am I going to do now? I've already given a copy to each member of my inner circle at my company. I'll be giving a copy to each member of our management team next. I'm giving it to a potential business partner. I've read it once on Audible, and I bought a Kindle version so I can go through it line by line and make notes and action plans based on what's in it. This isn't a book that will just inspire you, this is the book that gives you the specific tools you need to be successful in your business and grow it. I couldn't be more excited about executing on it.This book is especially important for you to read if you're an entrepreneur because it's entrepreneurs who will save the world. Pick any problem you like; war, global warming, racism, poverty, drunk driving, health care, government, banking--and somewhere, sometime, an entrepreneur will come up with the solution. But if he or she doesn't know how to run a business, we may never know how that entrepreneur could have changed the world. This is the book that can make the difference between an entrepreneur giving it a good go, and then giving up, or that entrepreneur making more than just a dent in the universe.

  • Eugene
    2019-01-14 02:08

    great set of ideas and things to do to grow the company. I enjoyed references to other books like "read that 3 pages in that book - that is all you need to know about the subject"

  • Sebastian Gebski
    2019-01-05 04:06

    I know how critically well acclaimed this book is & I'm not surprised. I appreciate what it covers & how it covers. I also don't think it's repetitive or too obvious - actually I've noted down some interesting remarks & did some highlighting as well.But ... still I didn't enjoy it as much as some other, similar lectures. I like that author appreciates the role of organization's culture in scaling up, but IMHO his idea for building this culture "smells" too corporate & detached from where culture is actually cultivated, lived by & grown. Maybe my way of thinking about scaling fit more limited, strictly organic scenarios, maybe I'm just wiling to sacrifice far less to actually scale up as an organization.Anyway - good book, good points, surely a lot of material to think about.

  • Hayden
    2019-01-17 00:03

    This book is like a collection of all the best bits of other business books. Every chapter seemed to be based on another book you've likely heard of but with a contemporary take on the lessons/points. I enjoyed this book and god a huge list of additional books to read. This books is great to giving you a large number of resources to help you address any of the scaling up issues the book identifies.

  • Dannie
    2019-01-13 06:24

    This reads like a textbook, but it's not quite as painfully boring as a regular textbook. The authors attempt to use humor at times, which is my favorite thing textbook authors do. Overall, a good business book. I might suggest only reading the chapters that pertain to you, though. Otherwise it gets very dry.

  • Judd
    2019-01-16 03:08

    Well worth the read. Great refresher on a number of topics and good learnings on others. There's no fluff here, only meaty content that is not just thorough, but useful... tangible learnings and tools you can use straight away. Keep it on your shelf and pull it down as a reference or a reminder.

  • Brendan Brooks
    2019-01-12 03:22

    Most excellent, plenty of tools and resources to implement and frameworks to guide thinking. Very practical.

  • Dan
    2019-01-15 02:01

    Not an exciting read, but lots of practical advice - very similiar concepts from Good to Great by Jim Collins. I will revisit this book with a finer tooth comb when it comes time for application.

  • Michał Korba
    2019-01-25 01:07

    good manual how to organise company on level form startup to company

  • Vernita Naylor
    2019-01-22 06:17

    First there was Verne Harnish’s Best Seller: Mastering the Rockefeller Habits and now, after 12 years, Verne has revised his popular first book with Scaling Up: How a Few Companies Make It...and Why the Rest Don't (Rockefeller Habits 2.0). It’s power-packed with a wealth of information as to how familiar and iconic companies were able to scale up. Verne offers case studies, charts, plans, and principles that companies have created within their companies to obtain their desired outcome. Business owners, leaders, and CEOs make several business decisions whether they are home based or Fortune 500. They all have four basics in common: people, strategy, execution, and cash. Read more https://readersfavorite.com/book-revi...Scaling Up: How a Few Companies Make It...and Why the Rest Don't

  • ToddDashley
    2019-01-02 06:20

    This book was given to me by the President of our organization. Every January we meet as a executive team at our HQ in Portland OR. Each year our President identifies a resource that addresses our current and future issues. Our national company was founded in 2004 and has gone from $4 million in sales revenue in our first year, to over $300 million last year.This book's principles to growth and scaling up allowed us to come together last month and identify a measurable path to scaling up!

  • Alan
    2018-12-26 00:55

    Recomendo a leitura, mesmo para quem não está construindo uma empresa. Um guia prático de como escalar uma empresa. Cada página do livro me gerou um insight novo. O livro está cheio de referências externas para outros trabalhos, livros e artigos, se prepare para expandir a leitura para fora dele.Como diz o autor, “Success belongs to those who have these two attributes: an insatiable desire to learn, an unquenchable bias for action”.

  • Juan Rivera
    2019-01-24 02:23

    There are books that you buy with the best of intentions to learn something and apply it. But there are others who simply are not in your life or business moment.This happened to me with "Scaling Up: How a Few Companies Make It ... and Why the Rest Do not, Rockefeller Habits 2.0" by Verne Harnish; Where you talk about how to grow a company to take it to Fortune 500. However there were four things that made me think and that are important in a company:- People: the question is simple, if you could do it again would you hire the people who work for you? If the answer is no, you must change them.- Strategy: what is your strategy? There are companies that neither strategy have.- Execution: how well do you do the strategy?- Cash flow: sometimes everything is fine but if the cash flow is not right, everything will be wrong.These four themes are important for reflection. And then apply them to maintain and grow the company.

  • Karla Covarrubias
    2019-01-04 01:10

    Este más que un libro de negocios, es más un gran infomercial contenido dentro de una enorme bibliografía.Cierto que tiene algunos tips útiles y rescatables y varios ejercicios prácticos, pero para quienes leemos libros de negocios frecuentemente, no aporta gran valor e incluso es repetitivo al citar lo más conocido del tema.En mi opinión, puede uno vivir perfectamente evitando esta lectura.

  • Brandon
    2019-01-21 06:08

    This book covers all the key Rockefeller Habits and concepts of business growth. It's mainly targeted at executives and small business owners, but there are topics that are relevant to businesses of any size and even individual contributors. I found the sections on company culture, business strategy, managing teams, and productivity the most interesting.

  • Luke Gruber
    2019-01-24 23:08

    One of the best books I’ve read all year. It provides an excellent big picture to scale and succeed while simultaneously providing practical examples to improve. Honestly, every chapter was gold, and I might have to re-read this annually to make sure these principles are implemented. Amazing book!

  • Franciszek
    2019-01-17 04:03

    Great in-depth analysis of profitable business and all the traps on your way to grow. Really, really solid piece of wisdom. I've got a lot from reading this and working on strategy for 2018 in my company got lot easier.

  • Ricardo Irias
    2019-01-03 05:24

    The amount of insights and recommended reading can be mind boggling. This is a book I will keep coming back to (and I mean besides reviewing the 74 highlights I left for reference). The authors nail it when they say: you will be drinking from a fire hose!

  • WRS Staff
    2019-01-20 01:07

    Wow.....this is my new business growth and management bibleThere are no wasted words or filler in this book. The ideas, actionable steps and methodologies are spot on. I will be rereading this book for several years to extract the full value of the wisdom conveyed,

  • Zhang Tao
    2019-01-20 03:12

    Many practical advices and forms in the book, should be a good read for whoever new to the business. The author tried to cover many areas from strategy, execution to cash flow, for each of that topic, he can only touch the surface, so the depth/insight is missing.

  • Brian Atuhaire
    2019-01-03 00:07

    Practical BookA good book for start ups in both business and other organizations. I work in a non governmental organization and this book has opened to me an entrepreneurial attitude of work that is applicable to improve various aspects of the organization.

  • SERAFIN GAMA MUÑIZ
    2019-01-03 05:18

    Muy buen libroIncluso si tu negocio es pequeño puedes aplicar varios de los conceptos de este libro. En especial la parte de escalar el cash flow es buenísima.

  • Bikash
    2019-01-04 00:06

    Very practical steps and insights from other great companies when they just pass the startup phase and begin the new era of scaling and growth. A lot of information there..

  • Karen Briscoe
    2019-01-21 23:23

    Key attributes of companies that go to the next level successfully based on Rockefeller Habits.

  • Luis
    2019-01-14 07:10

    Game changer for my businessBook is to the point, full of tools to use and real business examples to follow. Inspiring and motivating. A real boost to my entrepreneurial career.

  • Benjamin Cerigo
    2019-01-15 01:55

    A great read for concrete insights into structures and habits for medium and small business.

  • Alex Lambert
    2019-01-18 23:12

    Great and practical book