martes, 7 de mayo de 2013

The New HR Dimension: Developing Leaders for the Growth Challenge


STAR PERFORMERS
Exceptional-growth companies have a simple but definable characteristic: they not only grow fast, but also achieve compounding revenue growth. There are three key initiatives that lead to the critical actions required to get to a management team to maximize its growth opportunities. They are:
1. Align management behaviors to not only beat the odds of failure, but also achieve exponential revenue growth.
2. Utilize five or more of the 7 Essentials (see below) to achieve an exponential growth business system.
3. Leverage tools and techniques to get on the same growth page and create an actionable road map to enable sustainable and consistent growth.

Align management behaviors
The best management teams focused on customers, created alliances within their industries, reprioritized expenses and investments to remain cash-flow positive and directed efforts to discovering new market segments.

Utilize five or more of the 7 essentials
1. Create and sustain a breakthrough value proposition. A value proposition represents the higher-order benefits customers receive from using a company’s products or services in terms that the customer highly values.
2. Exploit a high-growth market segment. Industries such as specialty stores generated the highest number of Blueprint Companies (companies that achieve exceptional growth)
3. Utilize “marquee” customers to fuel exponential revenue growth. Customers can be more than customers. They provide exponential revenue growth on a percustomer basis. They are also a powerful word-of-mouth sales force to attract other customers.
4. Leverage big-brother alliances for breaking into new markets. These alliances, in which a bigger company helps a smaller one, provide credibility to the little brother, give it market intelligence, and lead it to marquee customers.
5. Become the masters of exponential returns.
Conventional wisdom suggests that companies should overinvest to grow. The
technology industries serve to illustrate what it takes to create the highest value
per company. In contrast to conventional wisdom, Blueprint Companies are cashflow positive early and sustain this positive cash flow to $1 billion in revenue.
6. Practice inside-outside leadership. Contrary to the popular belief that one leader is the leader, the inside-outside leadership pairs are highly prevalent among Blueprint Companies.
7. Balance the board with essentials experts. The boards of Blueprint Companies are not packed with investors, as one would think. Instead, Blueprint Companies recruited customers, alliance partners, and other Blueprint CEOs to their boards. The balance provided by investors, management, essentials experts and a CEO is critical to attaining sustainable exponential growth over the long term.

Leverage tools and techniques
First, the management teams must agree to growth expectations, measured against their aspirations and the time-tested revenue growth. Second, teams must identify performance gaps.

Develop an action plan
Spend a few weeks developing an actionable road map for each of the 7 Essentials. This unique road-map approach structures actions for each essential against time to create an actionable project plan. We separate each management practice, or essential, to force teams to identify actions to improve the performance for each essential. Management teams need to identify customers for this council, create customer advisory councils, and act on their feedback to achieve
increased revenues per customer.
How can you create your own road map? You or your team can create a project book derived from the initiatives identified for each essential. Each initiative needs to have an owner, a timeline, and a set of key success factors in order to ensure efficient and timely execution. Refine the actions on your road map for the next six months.

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