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Building a High Growth Gazelle

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From studying the top 100 companies on the NYSE, I have discovered the 10 multipliers of high growth companies. The 10 Mulitiliers represent a Blueprint to a Billion.

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Building a High Growth Gazelle

  1. 1. Build a High Growth GazelleBLUE PRINT TO A $BILLION<br />The Ten Multipliers of High Growth Companies<br />Robert Hargrove © 2011<br />
  2. 2. Questions our clients asked…<br />
  3. 3. I am a Fortune 500 CEO under pressure from Wall Street to grow my business <br />and grow it faster,<br />but this involves <br />taking innovative action unacceptable to stakeholders.<br />Is there any way out of this dilemma?<br />
  4. 4. 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?<br />
  5. 5. 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?<br />
  6. 6. 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?<br />
  7. 7. We studied the Top 100 Companies on the NYSE for answers<br />
  8. 8. What do all these companies <br />have in common?<br />
  9. 9. How do some companies go from zero to a $billion in no time?<br />What is the DNA of these companies?<br />
  10. 10. Is there a blueprint to a $billion?<br />Specific action strategies anyone <br />can follow?<br />
  11. 11. We made some surprising discoveries<br />
  12. 12. 111<br />Can you name the top performing company on the NYSE Stock Exchange of the last ten years?<br />
  13. 13. priceline.com<br />A ‘name your price’ travel website<br />for airfare, cars, hotels<br />
  14. 14. People who bought Priceline stock were rewarded with a mind-boggling 4,962% gain. <br />
  15. 15. The #2 best performer? <br />
  16. 16. Applereturned a staggering 4,206%<br />A decade ago no one had even heard of an iPod <br />
  17. 17. 11<br />The next high performing companies…<br />FLIR Systems up 3,789% <br />Urban Outfitters up 3,599% <br />Cliffs Natural Resources up 2,671% <br />Southwestern Energy up 2,601% <br />Cognizant Technology up 2,285% <br />CarMax up 1,663% <br />Intuitive Surgical up 1,407%<br />
  18. 18. TheCommonFactors<br />They had a vision of an Impossible Future and they realized it with a game changer<br />
  19. 19. The Blueprint Companies were also all strong on the Fundamentals<br />Exceptional people<br />Game changing strategy<br />Superior execution<br />Cash flow positive<br />
  20. 20. We also discovered the <br />10 Multipliers of<br />Exponential <br />Business <br />Growth<br />The Blueprint to a $Billion<br />
  21. 21. 1. Unleash The Entrepreneur Within<br />From the CEO as Steward to the CEO as Entrepreneur<br />Create your business vs. <br />run your business<br />Jobs created entirely new businesses <br /><ul><li>PC
  22. 22. iPod & iTunes
  23. 23. iPhone
  24. 24. iPad</li></li></ul><li>2. Change the Game With Disruptive Innovation<br />Start with focusing on the customer’s frustration<br />with your industry, company, offerings <br />Streaming video vs. Video stores<br />
  25. 25. Innovation starts with leveraging what you have always done well in a new context<br />Synchronize the world<br />
  26. 26. 3. Target a High Growth Market Segment<br />Moving from high-end to low-end <br />David beats Goliath<br />
  27. 27. Moving from low-end to high-end<br />
  28. 28. 4. Come up with a breakthrough value proposition<br />Focus on the jobs that people want done<br />
  29. 29. 5. Design thinking and rapid prototypes<br />Find out what customers will buy<br />Observe customers and seeunarticulated needs and unmet wants<br />Create a quick prototypeand get into customer’s hands<br />Get feedback and iteration<br />
  30. 30. The customer doesn’t want to buy a drill, they want a ¼ inch hole<br />
  31. 31. 6. Break into New Markets with “Godfather” Partnerships, Marquee <br />Customers<br />What goals do you want to reach faster and what are the partnerships you can create to reach them the fastest?<br />
  32. 32. 7. Make Your Marketing Revolutionary and Irreverent<br />Tommy Hilfiger<br />Tommy Hilfiger<br />Zero to a Billion<br />“Start with a big idea that is revolutionary and irreverent, add the element of surprise, then arresting verbal and graphic imagery.” -George Lois<br />
  33. 33. 8. Grow Your Business on the Web<br />Build a personal brand through social media that <br />helps sell your product or service<br />Gary Vaynerchuk: <br />Crush It<br />The Three C’s<br /><ul><li>Content</li></ul>Blog to be seen as an expert<br /><ul><li>Community</li></ul>Have a social media strategy<br /><ul><li>Commerce</li></ul>Use innovative e-commerce tools<br />
  34. 34. Get Your Customers to Sell For You<br />“Customers don’t want to talk to a vendor,<br /> they want to talk to each other. Deliver great<br /> customer experience, and create a forum for<br /> people to talk you and each other.”<br /> –Mark Beniot, CEO, Salesforce.com<br />
  35. 35. 9. Drive Growth Through Operational Excellence<br />Southwest Airline is the world’s<br /> most profitable airline<br />Herb Keller drove growth through operational excellence:<br /><ul><li>One kind of plane
  36. 36. Cheaper airports
  37. 37. Both sides of photocopier paper</li></ul>Get cash flow positive, minimize debt, <br />be frugal, have fun <br />
  38. 38. 10. Be a Multiplier v. Diminisher<br />Win over the spirits of employees and customers<br />My role as CEO is about unleashing what people already have inside them that is maybe suppressed in most work environments.<br />
  39. 39. Okay….but what does this all mean to me?<br />
  40. 40. Creating A High Growth Gazelle –The Master Coaching Process<br />Take your business to a different place in a 100 days<br />Interview Day. We learn about your goals, problems, and then discuss the high growth leader’s DNA code<br />Team Day. The Four Fundamentals:<br />1) People, 2) Strategy, 3)Execution, 4) Cash<br />Blueprint Day. Learn and start to apply the 10 multipliers of high growth companies<br />Coaching Process. Take the 100 day challenge!<br />Talk to CEO weekly, meet with team monthly<br />
  41. 41. Encuéntranos en Colombia : <br />www.ZuletacCnsulting.com<br />www.TheRevenueEngine.com<br />Mail: comercial@zuletaconsulting.com<br />Teléfonos: 57 1 479 15 44 <br /> 57 1 477 9275<br />Celulares: 300 681 250<br />

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