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How to grow, no matter what: S&L interviews Michael Treacy

How to grow, no matter what: S&L interviews Michael Treacy This article provides insights on how organizations can succeed when managers make organic growth a paramount focus of their organization. Consultant and author Michael Treacy strongly believes that many organizations, not just a few industry leaders, can achieve double‐digit growth year after year, if they become as disciplined about growth as they are about cost‐cutting. From his research on the growth strategies of more than 130 companies, Treacy found that those with the fastest and most profitable growth took disciplined approaches to tapping five fundamental sources of revenue: retention of existing customers; market share gains; market positioning; penetration of adjacent markets; and investments in new lines of business. To create a strategy for double‐digit growth, management needs to begin by adopting a common language system based on the five disciplines of growth. To build the capability to execute that strategy, management needs to develop both the talent for growth and a management control system that tells them where they are, what the potential for growth is, where the gaps are and what the action steps are. Combining the two, managers have an agreed upon language system and the talent, information and controls to make growth happen. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Strategy & Leadership Emerald Publishing

How to grow, no matter what: S&L interviews Michael Treacy

Daniel J. Knight
Strategy & Leadership , Volume 32 (6): 7 – Dec 1, 2004
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Publisher
Emerald Publishing
Copyright
Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
ISSN
1087-8572
DOI
10.1108/10878570410568857
Publisher site
See Article on Publisher Site

Abstract

This article provides insights on how organizations can succeed when managers make organic growth a paramount focus of their organization. Consultant and author Michael Treacy strongly believes that many organizations, not just a few industry leaders, can achieve double‐digit growth year after year, if they become as disciplined about growth as they are about cost‐cutting. From his research on the growth strategies of more than 130 companies, Treacy found that those with the fastest and most profitable growth took disciplined approaches to tapping five fundamental sources of revenue: retention of existing customers; market share gains; market positioning; penetration of adjacent markets; and investments in new lines of business. To create a strategy for double‐digit growth, management needs to begin by adopting a common language system based on the five disciplines of growth. To build the capability to execute that strategy, management needs to develop both the talent for growth and a management control system that tells them where they are, what the potential for growth is, where the gaps are and what the action steps are. Combining the two, managers have an agreed upon language system and the talent, information and controls to make growth happen.

Journal

Strategy & Leadership – Emerald Publishing

Published: Dec 1, 2004

Keywords: Supply chain management; Innovation; Capital growth; Corporate strategy; Business enterprise

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