Built to Grow: How to deliver accelerated, sustained and profitable business growth

′Now more than ever business leaders need a model that works, is simple and covers all bases. From earnings growth, to people and talent strategies, to deeper customer relationships, in this book finally we′ve got one.′
Paul Thandi, CEO, NEC Group

′This book is straightforward, factual and to the point. Anyone responsible for business growth should read it! A blueprint full of practical ideas and tools to inspire you into action′
Craig Donaldson, Chief Executive Officer, Metro Bank

If you asked a cross–section of business leaders, business owners and entrepreneurs what their biggest business challenge is, you would probably hear the same recurring thought: growing their business in a sustainable, predictable, yet profitable way quickly.

It′s a reality that most businesses and individuals never reach their full potential, always yearning for the ′thing′ that will catapult them into significance, but never really finding it.

Whether you′re an entrepreneur starting out, or a director, executive or business leader climbing the corporate ladder, the building blocks of Built to Grow are universally applicable.

Developed in the real world laboratory of thousands of businesses in twenty–seven countries spanning over two decades, Built to Grow is a proven, time–tested formula to unlock the real potential in your business.

Avoid the common pitfalls of a trial and error approach to business growth. Built to Grow is full of practical strategies, tools and ideas, backed up with real world case studies to illustrate what can be achieved leaving you equipped to transform your businesses performance and drive tangible results.

Built to Grow is destined to become your handbook, your ′go to′ guide, your road map to accelerated, sustained and profitable business growth.

Introduction

Why Great by Design?

What Great by Design is not

How to use Great by Design

The added benefit to you

Chapter 1: The fundamentals of business growth: Your AMR strategy

The first BIG idea

Your AMR strategy

Your business growth formula: How the numbers work

The profit impact

AMR in action

Developing multiple strategies

Become really curious

Summary

Chapter 2: Your Business Growth Transformation Framework® (BGTF)

Adopt a Success Modelling approach

Your Business Growth Transformation Framework®

Your recipe for success

Summary: Setting a foundation of great habits

Chapter 3: Inspirational Leadership

Developing your leadership culture

Why the leader–follower structure is at odds with developing a leadership culture

The solution: leader–leader

The four types of leaders

Turning your organisational design upside down

Developing your leadership traits and style

Summary

Chapter 4: Building a High Performing Organisation

Vision / Purpose

Values / Behaviours

Strategic Plan

Disciplined Execution

Performance Culture

Summary

Chapter 5: Business Purpose, Aspirational Goals, and Growth Strategy

The power of your WHY

Caution: Two pitfalls to avoid in finding your WHY

Life is like a boomerang

Translating your personal WHY into your businesses WHY

Aligning your businesses WHY with your peoples personal WHY

What business are you really in?

Your goal before you move on

Summary

Chapter 6: Market Potential Strategy

Alignment of your aspirational goals with the market potential

Segmenting and profiling the opportunity

Why consumers buy and how the competition can impact your market potential?

Market potential and The four seasons calendar

Summary

Chapter 7: Compelling Value Proposition Strategy

What customers really care about

Essentials of a Compelling Value Proposition

Introducing the Benefits Track

Zooming in and Zooming Out

When technology impacts your Compelling Value Proposition

So, are you ready?

Market research through your customer lens

Summary

Chapter 8: Customer Strategy

The big idea

The Experience Economy

The digital age is transforming the game

Making it real for your business

Measures that matter

Summary

Chapter 9: Marketing and Communications Strategy

The Purpose of Marketing and Communications

Interdependency with your other strategies

Trends Shaping the Marketing Landscape

Defining the Brand

Writing your marketing and communications strategy

Turning strategy into ACTION through your Marketing Plan

Measures that matter

Summary: A science . . . and an art

Chapter 10: Business Development and Sales Strategy

Internal brand positioning of sales

Who s in sales in your business?

A scientific approach

Summary: Selling Success

Chapter 11: People Strategy

Are people a cost or an investment in your business?

The BIG idea: Creating your Employee Value Proposition

Summary

Chapter 12: Operational Excellence Strategy

Practice makes perfect . . . or does it?

The need for a robust operational strategy

Applying the 7 Guiding Principles in your quest for Operational Excellence

Embracing Technology as a competitive advantage

Operational improvement never stops

Summary

Chapter 13: Finance and Governance

Change your mind set. . .change the game

Keeping score . . .

The challenge

Measures that matter

Your three most important financial tools

Reality check

The exciting news

Funding routes: the upsides and downsides

Summary

Chapter 14: Control the Controllable

Chapter 15: Your journey to Mastery

Being committed and in the arena

A never–ending pursuit of personal mastery

Index

ROYSTON GUEST is CEO of Pti Worldwide, a global consultancy and people development business with a proven track record in delivering business growth, people transformation and peak performance. Royston′s two professional missions are driving sustainable business growth...fast, and unlocking the real potential of individuals missions spanning over two decades, twenty–seven countries and engaging with tens of thousands of businesses across a multitude of sectors, enterprises and governments. Whether speaking, facilitating, consulting or coaching, Royston′s passion to make a real tangible difference is at the forefront of his work, and what sets him apart from his peers.