Scaling Up Book Summary - Scaling Up Book explained in key points
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Scaling Up summary

Verne Harnish

How a Few Companies Make It...and Why the Rest Don’t (Mastering the Rockefeller Habits 2.0)

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    Scaling Up
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    Meet the four “D’s” that can grow a company, double your cash flow, triple profitability and increase value tenfold!

    Imagine you’re an executive manager at a 500-employee company. Your CEO has just informed you that by the end of next year, the company will comprise over 1,500 employees. What would you do first?

    When your company is scaling up, there certainly is a lot to consider. If you don’t want to run out of cash or lose track of strategic decisions, your organizational structure and decision-making processes have to be brought to perfection. That’s why the Gazelles team – a global executive coaching company – developed a 4D framework to grow your business successfully. So what are the essential four D’s for successful scaling?

    First, you and your team have to be drivers of personal and economic growth. Think of it this way: your managers are coaches! One-on-one coaching is essential for employees to stay focused and motivated. Consider offering additional training to enable constant learning.

    Secondly, leaders also have to find the balance between the demands of your stakeholders and those of the actual processes of doing your work. Even though your company’s processes must be profitable, it’s also important to keep your reputation with your stakeholders in mind. Balance both by creating a custom-tailored strategy.

    To execute your strategy successfully, you’ll need to implement routines to enable sufficient discipline – the third D. Your entire company must be aware of the number one priority for each quarter or year – the first element of discipline. With a defined target in mind, you’ll be able to prioritize effectively. Another aspect of discipline is a regular meeting routine, complemented with constant data review. This way, you’ll be able to detect problems immediately and tackle them as quickly as possible.

    Finally, it’s essential that you know which questions are the most pressing ones and start making decisions. When scaling up, a company should start by tackling the biggest issues first, then working through other problems – in the same way you might fill out a sudoku puzzle. Start where you can and proceed carefully.

    So the four D’s are drivers, demands, discipline and decisions.

    Growth is very complex and there are loads of things to keep in mind. But don’t despair! The following blinks offer a framework for dealing with the four major problem areas that are also opportunities to grow the four D’s – People, Strategy, Execution and Cash Flows.

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    What is Scaling Up about?

    You had the idea, you drafted the business plan, you raised the cash, you launched your new venture and you became a success. But now you need to grow. Scaling Up (2014) reveals the most useful tools for doing just that. Use the Scaling Up system of checklists, levers and priorities to establish a strong company culture as your business expands through the right strategic and financial decisions.

    Best quote from Scaling Up

    Scaling up successfully requires leaders who possess aptitudes for prediction, delegation, and repetition.

    —Verne Harnish
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    Who should read Scaling Up?

    • Those working in the executive and middle management of expanding firms
    • Managers who want to streamline decision-making in their organization
    • Anyone wondering why some companies grow and others don’t

    About the Author

    “Growth Guy” Verne Harnish is the founder of Gazelles, a global executive coaching enterprise, and a columnist for Fortune. He has shaped the way companies manage challenges in growth through his influential books The Greatest Business Decisions of All Time and Scaling Up, which is the first revised edition of his classic international hit, Mastering the Rockefeller Habits.

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