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出版时间：2003-12  出版社：John Wiley & Sons Inc  作者：Deans, Graeme K./ Kroeger, Fritz  页数：243  

内容概要

Stretch! shows business leaders how to achieve sustained business growth even in the toughest economic times. A.T. Kearney surveyed some 29,000 global companies over fourteen years and studied more than eighty companies in depth, in order to determine how the best companies continue to grow in good times and bad. Based on this extensive research and on the best practices of the most successful companies, this book presents a practical, step-by-step plan for positive organic growth.     Stretch! offers a four-stage framework for growth, then outlines the precise steps for implementing each stage. Contrary to accepted wisdom, research shows that growth has little or nothing to do with industry maturity, geography, or business cycles. Strong and successful growth is possible in any industry, in any region, at any time–growth isn’t dependent on outside factors, but on the internal actions a company takes.     The book begins by describing the current predicament for companies that find their growth has flatlined, then uses intriguing case studies to illustrate the four stages of growth:     Operations: dramatically improve internal processes such as product development, sourcing, quality, delivery, customer service, sales, and pricing     Organization: find the organizational structure that best suits the company, determine opportunities for value chain reconfiguration, evaluate and adjust compensation, reward, and incentive programs     Strategy: reinvent the core strategy, stretch brands, and extend lines, focusing on the value proposition offered to the customer     Stretch: expand the business frontier, venture into new territory, break down barriers to create new products and reach new customers, markets, and geographic regions    Truly great companies find ways to grow no matter the current state of the economy or the business climate. They focus on innovation and calculated risk, continuously improving products and jumping into new opportunities to secure future sales. They understand that growth should be accomplished through a combination of mergers and acquisitions, product innovation, organizational efficiency, and new markets. Stretch! lets you follow the lead of the most consistently successful companies in the world with a proven, step-by-step plan for sustainable growth.     For more information go to stretchbook.atkearney.com. 　　作者简介：GRAEME K. DEANS is a Vice President at A.T. Kearney, where he leads the company’s global strategy practice, and Chairman of A.T. Kearney Canada. He specializes in business and marketing strategy, organizational design and effectiveness, and corporate restructuring, and is also the author (with Fritz Kroeger) of Winning the Merger Endgame.

书籍目录

PrefaceAcknowledgmentsIntroductionPart I: The Growth Landscape　Chapter 1: Mapping the Challenges and Hurdles to Growth　　The Growth Challenge: It’s More Than One Summit    Many Popular Growth Concepts and Strategies Have Failed    The Coca-Cola Challenge: Growth Hurdles at the Turn of the Century    Can We Overcome the Growth Challenge?   Chapter 2: The Consolidation Game    Learn by Example  Chapter 3: Governments Can Help and Hinder Growth    Industry Growth Rates Vary by Country    Governments Promote Specific Target Industries    Mixing Business and Politics on the Endgames Curve    Heightened Levels of Protectionism    A Brief World Tour    Lessons LearnedPart II: The Case for Growth  Chapter 4: The Growth Objective    Find the Right Path    Pulling All the Right Levers  Chapter 5: Getting Ready to Grow    Positive Aspects of Growth    The Impact of Industry Consolidation    The Growth DiagnosticPart III: The Stretch Growth Model  Chapter 6: Introduction to the Stretch Growth Model    A Tale of Two Strategies    Decentralized and Unified  Chapter 7: Operations: Removing Bottlenecks and Barriers    Operations-Driven Growth at Wal-Mart    1.Sourcing and Vendor Management    2.Product and Service Quality    3.New Product Development    4.On-Time Delivery    5.Superior Customer Service    6.Sales Effectiveness    7.Pricing Strategy and Execution    Graco  Chapter 8: Organization: Creating High-Performing Companies    Goldman Sachs    Eliminate Friction    Break Down Growth Barriers    Sara Lee    Improve Decision-Making Processes    Align Compensation and Growth    HSBC Holdings  Chapter 9: Strategy: Exploiting Strategic Levers    Toyota    What Industry Are You Really In?     What Is Your Customer Growth Strategy?     What Distribution Channels Fuel the Best Growth?     Which Countries Should You Compete In?     What Is the Best Product Portfolio?     Teleflex    Where Do Mergers and Acquisitions Fit In?     Robert Mondavi  Chapter 10: Stretch: Achieving Extraordinary Growth    Nestlé    Value Chain and Business Model    Customer Base    Service    Partnership and Risk Sharing    Distribution Channels    Brands    Convenience and Customization    Geographic Reach    Technology    Johnson & JohnsonPart IV: Execution and Conclusion  Chapter 11: Organizing for Growth: Resourcing Implementation Considerations    Gaining the Conviction for Growth    Selecting the Right CEO for Growth    Establishing a Growth Culture    Organizing for Globalization and Geographic Expansion  Chapter 12: Reengineering Your Business Processes for Growth    Basic Enabling Processes    Innovation: The Birth of New Products and Services    Growth Portfolios    Managing Merger and Acquisition Decisions  Chapter 13: Future Challenges for Growth    Reasons for Hope    Growth Prospects for Major Regions    Growth Predictions in Key Industries    Stretch into the FutureAppendix: Overview of Economic Value Added (EVA) and Other Value FrameworksPricing StrategiesNotesIndex