Growing the Top Line. Cliff Farrah

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СКАЧАТЬ have worked with Cliff and the Beacon team for over twenty years while leading growth at Pratt & Whitney, Eaton, and Trojan Battery. Each time I have found Cliff’s agile approach and insights to my business challenges to be on‐point and actionable. Cliff’s new book does an outstanding job of synthesizing their approach in a simple and usable way: a go‐to tool for leaders charged with driving substantive growth.”

       John Beering, President, Arch Channel Retail, LLC,

      “Cliff Farrah is one of the most innovative business strategists of today. Growing the Top Line is a must-read for every leader searching for the next growth opportunity.”

       Doug Fletcher, author, How to Win Client Business, co‐author, How Clients Buy

      “Cliff’s strategy advice and business savvy are naturally in tune with human behavior, and he has an innate ability to understand—and articulate—how systems, processes, and people come together within an organization to create culture and drive growth‐focused outcomes. Needless to say, I highly recommend Cliff as a strategist, a teacher, and a friend.”

       Michael Woodfolk, President, University of Virginia Darden School Foundation

      “Cliff’s success comes from an uncommon blend of data‐based evidence, market insights and intuition, and highly developed skill at questioning key tenets which contaminate growth plans with unreasonable expectations and flawed assumptions. Any plan you build for growth must incorporate Cliff’s approach, or you will surely be disappointed in the results.”

       Dave Murashige, Senior Vice President, Aria Solutions

“Once again, we’ve learned that hope is not a strategy…rather it is a focused and deliberate set of actions that focus on the needs of our business today and into the future. In Growing the Top Line, for the price of a good meal, Cliff Farrah gives us a pragmatic, useful tool as growth strategists.”

       Bob Roda, President and CEO at HemoSonics, LLC

      “Cliff is a perpetual student of business strategies… dissecting the context, decisions, and outcomes they yield. He appreciates how well‐developed strategies integrate decisions about markets and offers and structures, and he gets that modern businesses are challenged with a ‘grow or die’ reality. As a result, Growing the Top Line goes way beyond traditional strategy frameworks to outline a rich array of growth pathways. It’s an indispensable roadmap for any business leader focused on enduring growth.”

       Tom Lattin, VP Product Planning and Strategic Technologies, ZT Systems

      “I have known and worked with Cliff for 15 years, and seen firsthand how much Beacon’s clients—many of whom are quoted here—value and have benefited from the sharp analytical framework (and focus on the real impact of any proposed solutions) described in these pages. As one of the founders of a boutique litigation law firm, I can say that Growing The Top Line carries lessons and insights for not just Fortune 100 companies and their consultants, but any professional services business that wants to not just survive, but thrive, in a challenging competitive environment.”

       Ray Austoras, Founding Partner, Arrowood LLC

Four Key Questions and the Proven Process for Scaling Your Business

      GROWING THE TOP LINE

       CLIFF FARRAH

Copyright © 2021 by Cliff Farrah and The Beacon Group. All rights reserved.

      Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

      Published simultaneously in Canada.

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       Library of Congress Cataloging‐in‐Publication Data is Available:

      ISBN 9781119779209 (Hardcover)

      ISBN 9781119779193 (ePDF)

      ISBN 9781119779186 (ePub)

      Cover Design: Adela Smailovic

      Cover Image: © The Beacon Group

To my bride, Kim. Thanks for taking a chance on a Yankee and saying yes those many years ago. I love all that you are.

Introduction

      Twenty years ago, in the aftermath of the 9/11 attacks, I started a growth‐strategy consulting firm called The Beacon Group. Like the business world, and the entire nation, we were in uncharted waters, the economy was a wreck, and we needed a path to recovery. I thought the name was fitting because, as a sailor, I knew that beacons were a critical part of safe navigation.

      We were pioneers, breaking new ground in a field we called СКАЧАТЬ