扩展：大公司如何在境迁好时和坏时成长STRETCH!: HOW GREAT COMPANIES GROW IN GOOD TIMES AND BAD
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作者： Graeme K. Deans著
出 版 社： 吉林长白山
出版时间： 2004-1-1字数：版次： 1页数： 243印刷时间： 2004/12/01开本：印次：纸张： 胶版纸I S B N ： 9780471468936包装： 精装内容简介
Stretch! shows business leaders how to achieve sustained business growth even in the toughest economic times. A.T. Kearney surveyed some 29,000 global companies over fourteen years and studied more than eighty companies in depth, in order to determine how the best companies continue to grow in good times and bad. Based on this extensive research and on the best practices of the most successful companies, this book presents a practical, step-by-step plan for positive organic growth.
Stretch! offers a four-stage framework for growth, then outlines the precise steps for implementing each stage. Contrary to accepted wisdom, research shows that growth has little or nothing to do with industry maturity, geography, or business cycles. Strong and successful growth is possible in any industry, in any region, at any time–growth isn’t dependent on outside factors, but on the internal actions a company takes.
The book begins by describing the current predicament for companies that find their growth has flatlined, then uses intriguing case studies to illustrate the four stages of growth:
Operations: dramatically improve internal processes such as product development, sourcing, quality, delivery, customer service, sales, and pricing
Organization: find the organizational structure that best suits the company, determine opportunities for value chain reconfiguration, evaluate and adjust compensation, reward, and incentive programs
Strategy: reinvent the core strategy, stretch brands, and extend lines, focusing on the value proposition offered to the customer
Stretch: expand the business frontier, venture into new territory, break down barriers to create new products and reach new customers, markets, and geographic regions
Truly great companies find ways to grow no matter the current state of the economy or the business climate. They focus on innovation and calculated risk, continuously improving products and jumping into new opportunities to secure future sales. They understand that growth should be accomplished through a combination of mergers and acquisitions, product innovation, organizational efficiency, and new markets. Stretch! lets you follow the lead of the most consistently successful companies in the world with a proven, step-by-step plan for sustainable growth.
For more information go to stretchbook.atkearney.com.
作者简介：GRAEME K. DEANS is a Vice President at A.T. Kearney, where he leads the company’s global strategy practice, and Chairman of A.T. Kearney Canada. He specializes in business and marketing strategy, organizational design and effectiveness, and corporate restructuring, and is also the author (with Fritz Kroeger) of Winning the Merger Endgame.
目录
Preface
Acknowledgments
Introduction
Part I: The Growth Landscape
Chapter 1: Mapping the Challenges and Hurdles to Growth
The Growth Challenge: It’s More Than One Summit
Many Popular Growth Concepts and Strategies Have Failed
The Coca-Cola Challenge: Growth Hurdles at the Turn of the Century
Can We Overcome the Growth Challenge?
Chapter 2: The Consolidation Game
Learn by Example
Chapter 3: Governments Can Help and Hinder Growth
Industry Growth Rates Vary by Country
Governments Promote Specific Target Industries
Mixing Business and Politics on the Endgames Curve
Heightened Levels of Protectionism
A Brief World Tour
Lessons Learned
Part II: The Case for Growth
Chapter 4: The Growth Objective
Find the Right Path
Pulling All the Right Levers
Chapter 5: Getting Ready to Grow
Positive Aspects of Growth
The Impact of Industry Consolidation
The Growth Diagnostic
Part III: The Stretch Growth Model
Chapter 6: Introduction to the Stretch Growth Model
A Tale of Two Strategies
Decentralized and Unified
Chapter 7: Operations: Removing Bottlenecks and Barriers
Operations-Driven Growth at Wal-Mart
1.Sourcing and Vendor Management
2.Product and Service Quality
3.New Product Development
4.On-Time Delivery
5.Superior Customer Service
6.Sales Effectiveness
7.Pricing Strategy and Execution
Graco
Chapter 8: Organization: Creating High-Performing Companies
Goldman Sachs
Eliminate Friction
Break Down Growth Barriers
Sara Lee
Improve Decision-Making Processes
Align Compensation and Growth
HSBC Holdings
Chapter 9: Strategy: Exploiting Strategic Levers
Toyota
What Industry Are You Really In?
What Is Your Customer Growth Strategy?
What Distribution Channels Fuel the Best Growth?
Which Countries Should You Compete In?
What Is the Best Product Portfolio?
Teleflex
Where Do Mergers and Acquisitions Fit In?
Robert Mondavi
Chapter 10: Stretch: Achieving Extraordinary Growth
Nestlé
Value Chain and Business Model
Customer Base
Service
Partnership and Risk Sharing
Distribution Channels
Brands
Convenience and Customization
Geographic Reach
Technology
Johnson & Johnson
Part IV: Execution and Conclusion
Chapter 11: Organizing for Growth: Resourcing Implementation Considerations
Gaining the Conviction for Growth
Selecting the Right CEO for Growth
Establishing a Growth Culture
Organizing for Globalization and Geographic Expansion
Chapter 12: Reengineering Your Business Processes for Growth
Basic Enabling Processes
Innovation: The Birth of New Products and Services
Growth Portfolios
Managing Merger and Acquisition Decisions
Chapter 13: Future Challenges for Growth
Reasons for Hope
Growth Prospects for Major Regions
Growth Predictions in Key Industries
Stretch into the Future
Appendix: Overview of Economic Value Added (EVA) and Other Value Frameworks
Pricing Strategies
Notes
Index
