Scaling-Up-Overview

THE TABLE OF CONTENTS
THE INTRODUCTION Tools for Scaling Up _____________________________________________________________ 1
1 THE OVERVIEW People, Strategy, Execution, Cash _________________________________ 3
2 THE BARRIERS Leadership, Infrastructure, and Market Dynamics _____________________ 21
SCALING UP PEOPLE
Introduction ____________________________________________________________________ 35
3 THE LEADERS The FACe and PACe of the Company ________________________________ 41
4 THE TEAM Attracting and Hiring __________________________________________________ 59
5 THE MANAGERS Keeping and Growing (Educating) the Team ________________________ 69
SCALING UP STRATEGY
Introduction ____________________________________________________________________ 85
6 THE CORE Values, Purpose, and Competencies ____________________________________ 93
7 THE 7 STRATA OF STRATEGY The Framework for Dominating Your Industry __________ 107
8 THE ONE- PAGE STRATEGIC PLAN The Tool for Strategic Planning __________________ 123
SCALING UP EXECUTION
Introduction ____________________________________________________________________ 145
9 THE PRIORITY Focus, Finish Lines, and Fun _______________________________________ 149
10 THE DATA Powering Prediction __________________________________________________ 161
11 THE MEETING RHYTHM The Heartbeat of the Organization _________________________ 175
SCALING UP CASH
Introduction ____________________________________________________________________ 195
12 THE CASH Accelerating Cash Flow _______________________________________________ 199
13 THE ACCOUNTING Driving Profitability ___________________________________________ 207
14 THE POWER OF ONE 7 Key Financial Levers ______________________________________ 219
NEXT STEPS 5 Things to Do Now _____________________________________________________ 235
KEY RESOURCES _________________________________________________________________ 240
INDEX _____________________________________________________________________________ 243
ix