- Hardcover: 352 pages
- Publisher: Portfolio (August 14, 2018)
- Language: English
- ISBN-10: 0525534407
- ISBN-13: 978-0525534402
- Product Dimensions: 6.2 x 1.2 x 9.3 inches
- Shipping Weight: 1.2 pounds (View shipping rates and policies)
- Average Customer Review: 39 customer reviews
- Amazon Best Sellers Rank: #66,653 in Books (See Top 100 in Books)
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Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business Hardcover – August 14, 2018
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"A worthy successor to Michael Porter, Bova's book is that rare gift: it opens doors for new ideas and new actions. No glib answers here, simply hard-won wisdom that will provoke big changes for organizations large and small." —SETH GODIN, author of Linchpin
“Too many companies foster cultures of burnout in the pursuit of short-term growth as an end in itself. Smart growth is sustainable growth and Tiffani Bova shows us how to maintain it by building a purpose-led culture and leveraging, instead of sacrificing, the dedication of your people." —ARIANNA HUFFINGTON, Founder & CEO of Thrive Global, Founder of Huffington Post
"We all want our business to grow, but how can we make that happen? Fortunately, Tiffani Bova is here with answers. In this smart book, she reveals ten growth paths — from creating an inspiring customer experience to disrupting business as usual. And she backs her findings with solid data and examples from thriving companies. You’ve got a choice: Tread the old paths or follow Bova into the future." — DANIEL H. PINK, author of When and Drive
"I have not had a book impact me like this one since Collins' Good to Great came out in 2001. When a book has just what you need when you need it, it becomes like a good friend, a counselor and mentor that helps you get unstuck. I originally had the audio book and loved hearing it in Tiffani's voice but had to buy the book too so I could write all over the margins. Brava Tiffani Bova. Brava!" —NANCY DUARTE, CEO and author of Illuminate
“Tiffani Bova has a knack for rendering complex insights in clear, elegant prose. Growth IQ tackles the biggest question in business.”—MARTIN LINDSTROM, author of Buyology and Small Data
“I LOVE this book. PERIOD. Growth IQ has a crisp, clean, and invaluable superstructure. And it is well written. Those things are great, but not the basis for my love affair. The love comes from: Stories. Stories. Stories. Ten sound strategies, thirty compelling, memorable stories--from Starbucks and McDonald's to Under Armour and Red Bull. If these stories don't inspire you and add a ton to your stockpile of personal intellectual capital, I don't know what will. Bravo Tiffani Bova!” —TOM PETERS, author of In Search of Excellence
"Whether you’re planning to disrupt an industry or protect your company from competitors, GROWTH IQ shows how urgent it is to choose the right path. This choice can be overwhelming but Tiffani simplifies your options into ten proven paths and empowers you to embark upon the right one for you with confidence…and results." —WHITNEY JOHNSON, Thinkers50 Management Thinker, author of Disrupt Yourself
"This book captures the essence of how to consistently grow an enterprise through relentless customer focus. Tiffani Bova is the quintessential story teller, leading us through a framework that gives structure to our growth strategy.... A guide book for all leaders to inspire those around them."—NAOMI SIMSON, Shark Tank Australia, Founder of RedBalloon, cofounder of Big Red Group
“Growth is top of mind for every company, but the path to achieving sustained growth can be elusive. In Growth IQ, Tiffani applies her deep expertise from working with the world's top brands to light a path to growth in this era of rapid digital transformation." —KEITH BLOCK, co-CEO, Salesforce
"Tiffani is a rockstar when it comes to growing the top line." —VERNE HARNISH, founder of Entrepreneurs’ Organization and author of Scaling Up
About the Author
Tiffani Bova is the global customer growth and innovation evangelist at Salesforce. Over the past two decades, she has led large revenue-producing divisions at businesses ranging from start-ups to the Fortune 500. She spent ten years at Gartner, the world's leading IT research and advisory firm as a distinguished analyst and research fellow. Her cutting-edge insights have helped Microsoft, Cisco, Salesforce, Hewlett-Packard, IBM, Oracle, SAP, AT&T, Dell, Amazon-AWS, and other prominent companies expand their market share and grow their revenues. This is her first book.
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While there are many good-great books, few are important. GrowthIQ is important (as well as very good).
Congratulation Tiffani Bova, this book is a home run.
Business leaders face several challenges. One is deciding which of the ten paths to follow at any given time; the other is deciding when to shift to another path. For example, let's say a one-truck garbage company in Chicago buys another truck to increase sales to residential clients. Next, it decides to add commercial clients and leases two more trucks. Then it diversifies further by repositioning itself as a waste removal company and adds several government clients and more vehicles. The company later expands into new markets (let's say Milwaukee, Champaign/Urbana, and Springfield), and increases its workforce and fleet. You get the idea. As Bovi explains, companies need the right growth strategy to achieve profitable growth with initiatives "that focus the company on the task at hand to achieve the strategic growth goal."
The title of one of Marshall Goldsmith's recent books suggests that "what got you here won't get you there." In fact, I am convinced that what got you here won 't even allow you to remain here, however and wherever your "here" and (yes) "there" are defined.
The Growth IQ mindset suggests "you probably need to follow several different paths during your journey -- usually on an as-needed, as-appropriate basis -- to achieve achieve and then sustain profitable growth. When tyo shift from one path to another? That's a tough call, to be sure, but Bovi offers some excellent advice (see Pages 296-297). Foir example:
Path !: Customer Experience > Check Net Promoter Score (NTP)
Path 4: Product Expansion > Check New product usage, mix against current portfolio
Path 7: Churn (Minimize Defection) > Check rate and customer defection trends
Path 10: Unconventional Strategies > Volunteer hours of employees
As Bovi carefully explains, some organizations are stalled on the wrong path (e.g. Starbucks and Sears); others have leaders who make smart and courageous decisions (e.g. Netflix and Marvel). "Companies know they want to grow, but they get stuck on how they do it. Some will get caught in 'analysis paralysis' where they are spending way too much time analyzing the one right move instead of piloting a few things to see what works before making an effort to roll out strategies more broadly. Others try too many things at once, or believe the path they are on remains the best choice for years to come without taking the changing context into account."
I really like how Bovi organizes and presents her material. a separate chapter devoted tki each of the ten paths within which she includes three "stories" and then a "Putting It All Together" section. This book can be the single most valuable source of information, insights, and counsel that business leaders need to get increasingly smarter about the choices that will make or break their business.
More than 30 years ago in Future Shock, Alvin Toffler, observed, “The illiterate of the 21st century will not be those who cannot read and write, but those who cannot learn, unlearn, and relearn.” Tiffani Bova challenges her readers to increase their understanding of HOW to create and sustain profitable growth. However, she first poses a much greater challenge: to develop a mindset that can overcome what James O'Toole so aptly characterizes as "the ideology of comfort and the tyranny of custom."
This is book a brilliant achievement. Bravo!