Strategy Beyond the Hockey Stick by Chris Bradley & Martin Hirt & Sven Smit

Author:Chris Bradley & Martin Hirt & Sven Smit
Language: eng
Format: epub
ISBN: 9781119487609
Published: 2018-01-04T14:00:00+00:00

It’s picking the right geographies, the right customer segments, the right micro segments—and re-allocating resources within your current business to capitalize on differentiated growth prospects and trends. One of our authors, Sven Smit, who co-authored Granularity of Growth a decade ago, showed that 80 percent of the variance in growth performance of companies is explained by the choices of the markets they operate in, and M&A.4 The PC company operating in China mentioned previously did exactly that—and executed an extremely granular approach to allocating resources ahead of growth trends.

Sir Martin Sorrell, CEO of marketing conglomerate WPP, describes how important it is to chase the opportunities within your industry:5

A major reason why we’ve grown [. . .] is that we’ve tried to focus on where the growth areas are. At the moment, if your business is located in Asia and the Pacific you’re going to grow faster than if it’s located in Western Europe. We try to identify growth trends in our industry and our continued growth rate will be dependent on that. It will also obviously be dependent on finding the best acquisitions, but primarily it will be pushing on open doors [. . .] It doesn’t matter how clever you are, if you’re pushing on a closed door it’s much more difficult.

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