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<p>Acknowledgements xi</p> <p>About the Author xv</p> <p>Introduction 1</p> <p>Why Built to Grow? 2</p> <p>What Built to Grow Is Not 2</p> <p>How to Use Built to Grow 2</p> <p>The Added Benefi t to You 3</p> <p><b>Chapter 1: The Fundamentals of Business Growth: Your AMR Strategy 5</b></p> <p>The First BIG Idea 5</p> <p>Your AMR Strategy 7</p> <p>Your Business Growth Formula: How the Numbers Work 10</p> <p>The Profit Impact 12</p> <p>AMR in Action 16</p> <p>Developing Multiple Strategies 22</p> <p>Become Really Curious 23</p> <p>Summary 24</p> <p><b>Chapter 2: Your Business Growth Transformation Framework® (BGTF) 25</b></p> <p>Adopt a Success Modelling Approach 26</p> <p>Your Business Growth Transformation Framework® 27</p> <p>Your Recipe for Success 28</p> <p>a. 7 Guiding Principles 32</p> <p>b. Strategic Plan 35</p> <p>c. Inspirational Leadership 40</p> <p>d. High Performing Organization Model 40</p> <p>e. Measures That Matter 41</p> <p>Summary: Setting a Foundation of Great Habits 43</p> <p><b>Chapter 3: Inspirational Leadership 45</b></p> <p>Developing Your Leadership Culture 47</p> <p>Why the Leader-Follower Structure is at Odds With Developing a Leadership Culture 49</p> <p>The Solution: Leader-Leader 50</p> <p>The Four Types of Leaders 50</p> <p>Turning Your Organizational Design Upside Down 51</p> <p>Developing Your Leadership Traits and Style 52</p> <p>Summary 64</p> <p><b>Chapter 4: Building a High Performing Organization 65</b></p> <p>Vision/Purpose 66</p> <p>Values/Behaviours 71</p> <p>Strategic Plan 76</p> <p>Disciplined Execution 79</p> <p>Performance Culture 81</p> <p>Summary 83</p> <p><b>Chapter 5: Business Purpose, Aspirational Goals, and Growth Strategy 85</b></p> <p>The Power of Your WHY 86</p> <p>Caution: Two Pitfalls to Avoid in Finding Your WHY 89</p> <p>Life is Like a Boomerang 90</p> <p>Translating Your Personal WHY into Your Business’s WHY 91</p> <p>Aligning Your Business’s WHY With Your People’s Personal WHY 92</p> <p>What Business Are You Really in? 94</p> <p>Your Goal Before You Move on 98</p> <p>Summary 101</p> <p><b>Chapter 6: Market Potential Strategy 103</b></p> <p>Alignment of Your Aspirational Goals With the Market Potential 104</p> <p>Defi ning the Size of Opportunity 107</p> <p>Segmenting and Profiling the Opportunity 108</p> <p>Why Consumers Buy and How the Competition Can Impact Your Market Potential 111</p> <p>Market Potential and ‘The Four Seasons Calendar’ 113</p> <p>Summary 114</p> <p><b>Chapter 7: Compelling Value Proposition Strategy 117</b></p> <p>What Customers Really Care About 117</p> <p>Essentials of a Compelling Value Proposition 118</p> <p>Introducing the Benefits Track 121</p> <p>Zooming In and Zooming Out 126</p> <p>When Technology Impacts Your Compelling Value Proposition 127</p> <p>So, Are You Ready? 128</p> <p>Market Research Through Your Customer Lens 129</p> <p>Summary 130</p> <p><b>Chapter 8: Customer Strategy 131</b></p> <p>The Big Idea 132</p> <p>The Experience Economy 132</p> <p>The Digital Age is Transforming the Game 142</p> <p>Making it Real for Your Business 142</p> <p>Measures That Matter 144</p> <p>Summary 145</p> <p><b>Chapter 9: Marketing and Communications Strategy 147</b></p> <p>The Purpose of Marketing and Communications 148</p> <p>Interdependency with Your Other Strategies 150</p> <p>Trends Shaping the Marketing Landscape 151</p> <p>Defining the Brand 154</p> <p>Writing Your Marketing and Communications Strategy 157</p> <p>Turning Strategy into ACTION Through Your Marketing Plan 166</p> <p>Measures That Matter 167</p> <p>Summary: A Science . . . and an Art 168</p> <p><b>Chapter 10: Business Development and Sales Strategy 171</b></p> <p>Internal Brand Positioning of Sales 171</p> <p>Who’s in Sales in Your Business? 172</p> <p>A Scientific Approach 173</p> <p>1. Sales Planning and Forecasting 174</p> <p>2. Your Customer Classification Framework 178</p> <p>3. Your Proposition Matrix – Getting Customers to Buy More 182</p> <p>4. Your Customer Contact Strategy 186</p> <p>5. Your Sales Map 189</p> <p>6. Your Sales Funnel 193</p> <p>Summary: Selling Success 196</p> <p><b>Chapter 11: People Strategy 197</b></p> <p>Are People a Cost or an Investment in Your Business? 198</p> <p>The BIG Idea: Creating Your Employee Value Proposition 198</p> <p>1. Identifying Your People Gap 202</p> <p>2. Building a Robust People Pipeline 204</p> <p>3. Growing and Developing Your People 210</p> <p>4. Retaining Your People 215</p> <p>Summary 216</p> <p><b>Chapter 12: Operational Excellence Strategy 217</b></p> <p>Practice Makes Perfect . . . or Does it? 219</p> <p>The Need for a Robust Operational Strategy 220</p> <p>Applying the 7 Guiding Principles in Your Quest for Operational Excellence 221</p> <p>Embracing Technology as a Competitive Advantage 231</p> <p>Operational Improvement Never Stops 233</p> <p>Summary 235</p> <p><b>Chapter 13: Finance and Governance 237</b></p> <p>Change Your Mindset . . . Change the Game 239</p> <p>Keeping Score . . . 240</p> <p>The Challenge 240</p> <p>Measures That Matter 244</p> <p>Your Three Most Important Financial Tools 253</p> <p>Reality Check 253</p> <p>The Exciting News 255</p> <p>Funding Routes: The Upsides and Downsides 256</p> <p>Summary 256</p> <p><b>Chapter 14: Control the Controllable 257</b></p> <p><b>Chapter 15: Your Journey to Mastery 261</b></p> <p>Being Committed and in the Arena 262</p> <p>A Never-Ending Pursuit of Personal Mastery 262</p> <p>Bibliography 267</p> <p>Index 273</p>

<p><b>ROYSTON GUEST</b> is CEO of Pti Worldwide, a global consultancy and people development business with a proven track record in delivering business growth, people transformation and peak performance. Royston's two professional missions are driving sustainable business growth...fast, and unlocking the real potential of individuals—missions spanning over two decades, twenty-seven countries and engaging with tens of thousands of businesses across a multitude of sectors, enterprises and governments. Whether speaking, facilitating, consulting or coaching, Royston's passion to make a real tangible difference is at the forefront of his work, and what sets him apart from his peers.

<p>Why is it that some people achieve phenomenal success and spend their lives living their dreams and achieving their personal and professional goals whilst others fail to realise their true potential? Success doesn't just happen. <p><i>Built to Grow</i> is your success formula: full of proven time-tested ideas, strategies and tools to inspire, motivate and energise you into action. <p>Accomplished strategist, consultant and success coach, Royston Guest, will captivate you with a fast moving combination of stories, case studies, examples and 'real world' thinking which deliver results fast. You'll develop the mind-set, skillset and toolset to fast track your success. <p><i>Built to Grow</i> is your game plan, your blue print to deliver accelerated, sustained and profitable business growth and through the process become the architect of your own destiny.

GB