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The Growth Gears: Using A Market-Based Framework To Drive Business Success by [Saxby, Art, Hayes, Pete]
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Length: 167 pages Word Wise: Enabled Language: English

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Product Description

WHY DO THE BEST RUN COMPANIES OFTEN HAVE THE HARDEST TIME GROWING? Are you running a highly successful company that just doesn’t seem to be growing? You may be so operationally focused that you’ve ignored one of the most important aspects of an expanding business―working from a market-based perspective. In The Growth Gears, Art Saxby and Pete Hayes share their linear method of transforming into a market-focused organization. This book provides a simple framework as well as tools and action steps for identifying and adding these “gears” to give your company a set of repeatable behaviors and processes to fully capitalize on your market potential. Pete and Art bring their years of executive marketing experience, and their years of building a national management consulting firm, to lead you from insight to strategy to execution. In these pages, you will learn how to: • Determine if your business is operationally oriented or market oriented • Identify opportunities for business growth • Understand why marketing execution is sometimes not effective • Assure ongoing market relevance • Increase the returns on your marketing programs Align your organization and your employees behind your market-focused initiatives to lead your organization to new levels of growth!

Product details

  • Format: Kindle Edition
  • File Size: 3884 KB
  • Print Length: 167 pages
  • Publisher: Advantage Media Group (19 January 2016)
  • Sold by: Amazon Asia-Pacific Holdings Private Limited
  • Language: English
  • ASIN: B01AV6T3LO
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Not Enabled
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Amazon.com: 4.9 out of 5 stars 11 reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars Finally, a Book that Connects the Dots Between Strong Operations and a Strategic Marketing Focus 11 March 2016
By Mark - Published on Amazon.com
Format: Kindle Edition Verified Purchase
Several years ago, Gary Harpst wrote the book Six Disciplines Execution Revolution. In that book, he included a matrix that's stuck with me to this very day.

In short, the matrix reveals it's difficult to be a growing company AND a profitable one at the same time. For years, I've believed that, especially since I see it in my client base.

And then I read The Growth Gears. In short, I call it the ultimate playbook to be both profitable and becoming a growth machine at the same time. The authors focus on the marketing side of the equation. But it's written in such a way that's very accessible for the CEO, CFO, or any other team member charged with growth in his/her organization. But are you a CMO or head of marketing? Don't worry, this book focuses on strategy, not just tactics--you'll benefit from it too.

I don't want to give away too much of the book, but here are some key takeaways and things I liked about the book ...

1. The authors clearly differentiate between operationally-focused companies and market-focused organizations. That's sticky and resonates. Again, the focus is on the latter, implementing marketing-based strategies that coincide with the ops-focused strategies.

2. The authors asked great questions at the end of each chapter. Have a senior management team? Get this book for everyone, and then go over the questions together.

3. Loved the story about the delivery people going to the bathroom at every stop. Brilliant.

4. While it's incredibly simple and nothing new, the authors make the four-quadrant box in growing a business come alive. Many a marketing and growth strategy should start at this matrix. This may have been my favorite section of the book.

5. The execution section is easy to absorb too. For the get-to-the-bottom-line-right-now executives, don't skip to that section first as the authors state early in the book. But I'll add that the bubble chart will be a great exercise for the team once you get to the Execution phase.

6. Whose decision was it to put in case studies--great call. In version 2.0 of this book, I'd really like to see a case study from a consumer products company or a large retailer and/or eCommerce business.

I'm going to re-read it and start recommending this book within my client base.

If you read it, don't skip the sections about the authors or the Introduction. There's great content there too and how their story to grow top lines came to fruition. Yes, the authors run a consulting firm, but I found nothing salesy inside the book.

Something tells me we're going to hear more and more about the authors and their firm in the future.
2 of 2 people found the following review helpful
5.0 out of 5 stars Best Text Book for Marketing 14 September 2016
By Amazon Customer - Published on Amazon.com
Format: Hardcover Verified Purchase
I have been a marketing professor for more than 20 years and I've used all of the standard marketing textbooks. Growth Gears is head and shoulders above any conventional text, in my opinion. Conventional texts are encyclopedic, reporting every study that was ever run. Growth Gears strips away all of the lists to simply and powerfully report that marketing is a set of repeatable steps that result in growth. Those repeatable steps are: Insight, Strategy, Execution (the growth gears). While conventional texts are also built on the notion that one needs insight, strategy and execution, that message is lost in the desire to report every possible research finding that has ever been published. Because academic research focuses on "insight" (studies of customers) and "execution" (studies of the effectiveness of various marketing tactics), these comprehensive texts are badly over-weighted to those two subject, consequently devoting very little attention to strategy. In contrast, Growth Gears gives a very clear picture of how these three "gears" work together--it gives the "connective tissue" between steps in the marketing process that are essentially ignored in conventional texts focused on comprehensiveness. I'm using Growth Gears as the text in my Honors Marketing course this semester. Of course I have to supplement Growth Gears with other readings and with case studies, but I have to do that when I use conventional texts, as well. Perhaps surprisingly, despite their concientious attempts for comprehensiveness, the coverage of certain key topics is not sufficiently rich in conventional texts, so I long ago cobbled together "notes" on those key topics that I used to supplement the conventional texts and that I use to supplement Growth Gears. (If you're interested, the notes I append cover: Positioning, Target, Organizational Buying, Consumer Decision Process, Product Life Cycle, Channels, Persuasion (Cialdini), and a host of business press articles that illustrate important course concepts.) So far, my students are loving it.
3 of 4 people found the following review helpful
5.0 out of 5 stars The Perfect "Marketing" Book for CEOs 23 January 2016
By Pete Hayes - Published on Amazon.com
Format: Kindle Edition Verified Purchase
At just over 200 pages, this book is a fast read. Yet almost immediately there a nuggets of actionable insights to deploy. The basic premise is simple: as a CEO or even a business, you have one of two orientations - operational or market-focused. And these are indicators of how you'll run your company. The research indicates that the market-focused companies will grow faster than their peers. And since the majority of CEOs appear to operationally focused, the book lays out a simple framework - including nine chapters and exercises - for how to develop a market-based approach to growth.

While the research findings are impressive, there are no earth shattering models or methodologies shared. But the way this is all presented is quite engaging and easy to follow. And given the hundreds of companies that contributed to the knowledge base from the Chief Outsiders's firm's experience, you can count on the messages to reflect reality.
4.0 out of 5 stars Four Stars 12 December 2016
By Amazon Customer - Published on Amazon.com
Format: Kindle Edition Verified Purchase
It is good
3 of 3 people found the following review helpful
5.0 out of 5 stars FINALLY A HOW TO BOOK ON GROWING A BUSINESS 13 February 2016
By Howard L. Atwood - Published on Amazon.com
Format: Hardcover
During my career I read a lot of books and attended a lot of seminars & company training sessions but can't remember a single time that the focus was on becoming a growth-oriented, market-focused company. To the contrary it was all about running the business, cutting costs and making the number for the quarter, and if it was long range thinking, making the numbers for the year. Seems to me you and Pete have hit upon exactly what is wrong in a lot of busienss, small medium and often large enterprises.
I like the approach and think you can fill a real need for a lot of small to midsized companies with the "RENT A CMO" idea.

Congratulations on the book. Perhaps it should be mandatory reading for any CEO who hasn't grown the business.

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