Building a High Growth Gazelle

Build a High Growth GazelleBLUE PRINT TO A $BILLION
The Ten Multipliers of High Growth Companies
Robert Hargrove © 2011

Questions our clients asked…

I am a Fortune 500 CEO under pressure from Wall Street to grow my business
and grow it faster,
but this involves
taking innovative action unacceptable to stakeholders.
Is there any way out of this dilemma?

I’ve got a small (medium) size business that’s been around for a decade and it is still small. It’s not growing. I wake up every day staring at a wall… How do I breakthrough it?

We’re a start up. We are cashing on our passionbut . . . How do we design a business that is born to grow from the start?

I’ve put years into my business.. . .blood, sweat, and tears. Now it’s time for my business to give something back to me.Now what?

We studied the Top 100 Companies on the NYSE for answers

What do all these companies
have in common?

How do some companies go from zero to a $billion in no time?
What is the DNA of these companies?

Is there a blueprint to a $billion?
Specific action strategies anyone
can follow?

We made some surprising discoveries

111
Can you name the top performing company on the NYSE Stock Exchange of the last ten years?

priceline.com
A ‘name your price’ travel website
for airfare, cars, hotels

People who bought Priceline stock were rewarded with a mind-boggling 4,962% gain.

The #2 best performer?

Applereturned a staggering 4,206%
A decade ago no one had even heard of an iPod

11
The next high performing companies…
FLIR Systems up 3,789%
Urban Outfitters up 3,599%
Cliffs Natural Resources up 2,671%
Southwestern Energy up 2,601%
Cognizant Technology up 2,285%
CarMax up 1,663%
Intuitive Surgical up 1,407%

TheCommonFactors
They had a vision of an Impossible Future and they realized it with a game changer

The Blueprint Companies were also all strong on the Fundamentals
Exceptional people
Game changing strategy
Superior execution
Cash flow positive

We also discovered the
10 Multipliers of
Exponential
Business
Growth
The Blueprint to a $Billion

1. Unleash The Entrepreneur Within
From the CEO as Steward to the CEO as Entrepreneur
Create your business vs.
run your business
Jobs created entirely new businesses
PC
iPod & iTunes
iPhone
iPad

2. Change the Game With Disruptive Innovation
Start with focusing on the customer’s frustration
with your industry, company, offerings
Streaming video vs. Video stores

Innovation starts with leveraging what you have always done well in a new context
Synchronize the world

3. Target a High Growth Market Segment
Moving from high-end to low-end
David beats Goliath

Moving from low-end to high-end

4. Come up with a breakthrough value proposition
Focus on the jobs that people want done

5. Design thinking and rapid prototypes
Find out what customers will buy
Observe customers and seeunarticulated needs and unmet wants
Create a quick prototypeand get into customer’s hands
Get feedback and iteration

The customer doesn’t want to buy a drill, they want a ¼ inch hole

6. Break into New Markets with “Godfather” Partnerships, Marquee
Customers
What goals do you want to reach faster and what are the partnerships you can create to reach them the fastest?

7. Make Your Marketing Revolutionary and Irreverent
Tommy Hilfiger
Tommy Hilfiger
Zero to a Billion
“Start with a big idea that is revolutionary and irreverent, add the element of surprise, then arresting verbal and graphic imagery.” -George Lois

8. Grow Your Business on the Web
Build a personal brand through social media that
helps sell your product or service
Gary Vaynerchuk:
Crush It
The Three C’s
Content
Blog to be seen as an expert
Community
Have a social media strategy
Commerce
Use innovative e-commerce tools

Get Your Customers to Sell For You
“Customers don’t want to talk to a vendor,
they want to talk to each other. Deliver great
customer experience, and create a forum for
people to talk you and each other.”
–Mark Beniot, CEO, Salesforce.com

9. Drive Growth Through Operational Excellence
Southwest Airline is the world’s
most profitable airline
Herb Keller drove growth through operational excellence:
One kind of plane
Cheaper airports
Both sides of photocopier paper
Get cash flow positive, minimize debt,
be frugal, have fun

10. Be a Multiplier v. Diminisher
Win over the spirits of employees and customers
My role as CEO is about unleashing what people already have inside them that is maybe suppressed in most work environments.

Okay….but what does this all mean to me?

Creating A High Growth Gazelle –The Master Coaching Process
Take your business to a different place in a 100 days
Interview Day. We learn about your goals, problems, and then discuss the high growth leader’s DNA code
Team Day. The Four Fundamentals:
1) People, 2) Strategy, 3)Execution, 4) Cash
Blueprint Day. Learn and start to apply the 10 multipliers of high growth companies
Coaching Process. Take the 100 day challenge!
Talk to CEO weekly, meet with team monthly

Encuéntranos en Colombia :
www.ZuletacCnsulting.com
www.TheRevenueEngine.com
Mail: comercial@zuletaconsulting.com
Teléfonos: 57 1 479 15 44
57 1 477 9275
Celulares: 300 681 250

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Building a High Growth Gazelle

by Masterful Coaching on Jul 20, 2011

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