Scaling Up: How a Few Companies Make It...and Why the Rest Don't (Rockefeller Habits 2.0) Hardcover – October 21, 2014
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"Scaling Up addresses the second half of the venture ball game, something often lost in all the hoopla about incubating disruptive innovation during the first half. Half-time scores don't matter - it's all about how you finish the game. So get yourself into Verne's locker room for a great half-time pep talk, and then get yourself out on the field to play a great second half." -- Geoffrey Moore, Author of Crossing the Chasm
“Verne delivers more value per page than anyone else in the business!” -- Henry McGovern, co-founder and Chairman of AmRest (WSE: EAT)
"Scaling Up not only opened my eyes and helped direct my focus as the new leader of this non-profit organization, but the concept itself literally became our new holistic initiative. With these new skills, we were able grow our organization exponentially and reach out to new funders." --Joshua Troderman, CEO, Shalom Learning
“Verne Harnish is more committed to helping companies grow than any other person on the planet. Really. He’s also radically practical in his approach and that is reflected throughout this terrific book.” -- Patrick Lencioni, president, The Table Group; best-selling author of The Five Dysfunctions of a Team and The Advantage
“Fast-growing companies ― not small ones or big ones ― create almost all the jobs and innovation in our economy, and Verne has been an invaluable guide to leaders of such companies, like me. Scaling Up helps us put in place the disciplines critical to building a significant business.” -- Graham Weston, Chairman and CEO, Rackspace (NYSE: RAX)
“Verne’s tools and techniques have been key to scaling up Benetton to become the #1 international fashion brand in India. They work!” -- Sanjeev Mohanty, CEO, Benetton India
“Imagine walking into a library and finding one book that captures the ideas of all the books in the library. Scaling Up is that business book. You will not have to go any farther.” -- Jack Stack, founder and CEO of SRC Holdings; best-selling author of The Great Game of Business and A Stake in the Outcome
“We’ve scaled up our company from a single office near Calgary to 2,000 employees in 165 locations across Western Canada. Verne’s tools and techniques have been critical to helping us drive and manage this growth during my 20 years as CEO ― and ultimately to freeing me up as the founder to pursue other interests.” -- Scott Tannas, founder and Vice Chairman, Western Financial Group; senator, Canadian Parliament
“Verne Harnish has once again proven he’s the Growth Guy. Scaling Up is packed with the tools to help you bust through the barriers to growth and climb learning curves faster. But don’t let your leadership team carry the load alone ― multiply your impact by sharing the book with every employee on your team.” -- Liz Wiseman, best-selling author of Multipliers and Rookie Smarts
“Scaling up a significant business requires precisely the kind of discipline and focus detailed in Verne’s practical and ‘how-to’ driven book.” -- Scott Farquhar, co-founder and CEO, Atlassian
“The idea of guiding a company from the small tide pools to the big seas of business can be exhilarating, but also daunting without a detailed set of directions. Scaling Up provides those directions, along with a remarkably detailed map for how to get there safe and happy.” -- Robert B. Cialdini, best-selling author of Influence
“Verne Harnish’s Scaling Up is one of the finest business books you'll ever read. We are all searching for new ways to build more effective teams, startups, and organizations that will stand the test of time. Through compelling research, business parables, vivid examples, deep research, Verne shares practical advice on the toughest challenge organizations confront: how to spread success from a few small pockets of an organization to its entire fabric. Whether you're an entrepreneur who wants to scale up, a CEO who wants to take his business to the next level, or a non-profit executive who wants to leave a legacy, this book will be life-changing.” -- Tan Yinglan, Author of Way of the VC – Top Venture Capitalists on Your Board, Chinnovation – How Chinese Innovators are Changing the World and New Venture Creation - Entrepreneurship For The 21st Century - An Asian Perspective(Scaling Up)
About the Author
Verne Harnish is founder of the world-renowned Entrepreneurs' Organization (EO) and chaired for fifteen years EO's premiere CEO program, the "Birthing of Giants" and WEO's "Advanced Business" executive program both held at MIT. Founder and CEO of Gazelles, a global executive education and coaching company with over 150 coaching partners on six continents, Verne has spent the past three decades helping companies scale-up.
The "Growth Guy" syndicated columnist, he's also the Venture columnist for FORTUNE magazine. He’s the author of Scaling Up (Rockefeller Habits 2.0); Mastering the Rockefeller Habits; and along with the editors of Fortune, authored "The Greatest Business Decisions of All Times", for which Jim Collins wrote the foreword. Verne also chairs FORTUNE Magazine's annual Leadership and Growth Summits and serves on several boards including chairman of The Riordan Clinic and the newly launched Geoversity.
An investor in several scale-ups, Verne resides in Barcelona, Spain, with his wife and four children and enjoys piano, tennis, and magic as a card-carrying member of the International Brotherhood of Magicians.
- Item Weight : 1.5 pounds
- Hardcover : 256 pages
- ISBN-10 : 0986019526
- ISBN-13 : 978-0986019524
- Dimensions : 7.3 x 0.9 x 9.3 inches
- Publisher : Gazelles, Inc.; 1st edition (October 21, 2014)
- Language: : English
- Best Sellers Rank: #70,083 in Books (See Top 100 in Books)
- Customer Reviews:
Top reviews from the United States
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Let me be clear--if you are an entrepreneur or business executive then this may be the most important book you ever read. Good to Great? That's a great book. So is the 4 Hour Work Week. The Lean Startup, 7 Habits, Innovator's Dilemma, Blue Ocean Strategy, everything by Peter Drucker, Hard Thing About Hard Things, Start With Why, Art of War, Think and Grow Rich, Delivering Happiness, Who Moved My Cheese, Thank You Economy, Power of Habit, Checklist Manifesto, Ultimate Question, Getting More, Execution, Who, How Will You Measure Your Life, Go Giver, Profit First, etc.--these are all great books, I highly recommend them all, but Scaling Up has something these books don't have--instant high value usability from cover to cover.
As an entrepreneur since 1999, this book, more than any other, is the book I wish I had read 10 times and internalized thoroughly before I started my business. It would have made a bigger difference than any other single book I could have read.
So what am I going to do now? I've already given a copy to each member of my inner circle at my company. I'll be giving a copy to each member of our management team next. I'm giving it to a potential business partner. I've read it once on Audible, and I bought a Kindle version so I can go through it line by line and make notes and action plans based on what's in it. This isn't a book that will just inspire you, this is the book that gives you the specific tools you need to be successful in your business and grow it. I couldn't be more excited about executing on it.
This book is especially important for you to read if you're an entrepreneur because it's entrepreneurs who will save the world. Pick any problem you like; war, global warming, racism, poverty, drunk driving, health care, government, banking--and somewhere, sometime, an entrepreneur will come up with the solution. But if he or she doesn't know how to run a business, we may never know how that entrepreneur could have changed the world. This is the book that can make the difference between an entrepreneur giving it a good go, and then giving up, or that entrepreneur making more than just a dent in the universe.
For us, cash flow management and the cash conversion cycle (CCC) are most critical - I walked away from a major event because the investments I made 5 months ago will not yield cash for at least 3 months more. Now it seems so obvious! Instead, I am listing on multiple platforms and will sell it all - with 8x the profit - before the other event would have even result in me getting paid.
This book may be a little dry for someone without experience in the types of problems explored, but I can tell you from experience that investing the effort at the very young stages of your business (<$50,000 in sales) will make the process of reaching $250,000 in sales less overwhelming. Don't be like me and try to drink from the fire hose of growth at the same time you are trying to learn how to make it more efficient, more effective, and much less painful :)
To your success!
Top reviews from other countries
Any business owner, investor or manager will benefit from reading this book. I would go so far to say as it’s the most valuable book I’ve read to help grow a business.
The book is structured in to three main section on people, strategy and cash. Included within each section are a number of printable resources for analysing your business and providing a framework to find the right people, set strategy and manage cash.
Here’s what I took away from the book:
• There are four main challenges to a business scaling up:
o Attracting and keeping the right People;
o Creating a truly differentiated Strategy;
o Driving flawless Execution; and
o Having plenty of Cash to weather the storms.
• To scale up a business there are a few key priorities that should be set:
o Free up the senior management team from operational issues
o Refocus them on market facing activities and strategy setting
o Align the junior team to drive execution
• A goal without a routine is a wish. A routine without a goal is aimless
• There are three barriers to scaling up:
• Failing to construct the right team will drain energy from relationships and the business
• Make a list of functions and processes in the organisation and allocate a name next to each. Set KPIs to hold each person to account
• The most important KPI for the CEO is how many of their team is achieving their KPIs because this will prove that they have the right people doing the right things
• Good leaders will exhibit two qualities: they don’t need to be managed and they consistently wow you with insights and output
• To increase your chances of hiring successfully: create a job scorecard vs the usual job description) , aim for at least 20 CVs, use the threat of reference checks as truth serum
• A well considered strategy based around mission, vision and values is hugely valuable
• Use the 7 strata of strategy to help you come up with a strategy
• Strategy should have clearly defined actions and be measurable through KPIs
• Constantly review your strategy by gathering customer and employee feedback
• To execute the strategy follow the Rockefeller habits, track KPIs and instil a considered pattern of meetings (daily, monthly, quarterly) to track progress
• Make sure that managers are in the habit of ‘closing the loop’ with customer and staff feedback
It's split into four sections - people, strategy, execution and cash.
I started reading it and throughout the People section, I was convinced this was going to be a five star book but, the more I read, the more I was tempted to knock off one star.
The book points to many other books as key resources and many of these will need to be read if you're going to be able to implement the outline ideas in this book. You're even sent to read articles by the author on the Internet. Little effort is made to summarise the key points of what there is to be gained. I read a lot of business books and this has encouraged me to add quite a few more to my library and others to my wishlist, which I'll consider getting if the topics become particularly relevant or if I see the books available cheaply. However as a standalone read, it's very frustrating.
The book points you at a website where you can download the forms to apply the system which is helpful if you don't mind form-filling. Personally I have a resistance to forms and an irritation that the space to desired contents ratio is normally wrong. I find it can inhibit creative thinking as you're reduced to box filling but it does help ensure completeness.
I sometimes use forms in my business coaching with clients and I see the same problems where glib answers are given to fill in the boxes.
Despite these comments, this is a very informative book and extremely useful for business owners and managers when the business has passed through the early stages of growth. I feel it's more suitable for businesses with thirty or forty employees or more rather than two or three employees.
Paul Simister, a business coach who helps business owners who feel stuck, get unstuck.