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    This document discusses five disciplines for achieving double digit growth: base retention, share gain, market positioning, adjacent market penetration, and new lines of business. It provides strategies for each discipline, such as tailoring offerings to retain customers, building or acquiring market share, identifying growth opportunities through shifts in customer needs or demographics, assessing adjacent markets for growth potential, and managing risks when pursuing new lines of business through acquisition. The overall aim is to master these five disciplines to drive sustainable double digit growth.

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    This document discusses five disciplines for achieving double digit growth: base retention, share gain, market positioning, adjacent market penetration, and new lines of business. It provides strategies for each discipline, such as tailoring offerings to retain customers, building or acquiring market share, identifying growth opportunities through shifts in customer needs or demographics, assessing adjacent markets for growth potential, and managing risks when pursuing new lines of business through acquisition. The overall aim is to master these five disciplines to drive sustainable double digit growth.

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    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
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    324 views9 pages

    Double Digit Growth

    Uploaded by

    nitinnair99
    This document discusses five disciplines for achieving double digit growth: base retention, share gain, market positioning, adjacent market penetration, and new lines of business. It provides strategies for each discipline, such as tailoring offerings to retain customers, building or acquiring market share, identifying growth opportunities through shifts in customer needs or demographics, assessing adjacent markets for growth potential, and managing risks when pursuing new lines of business through acquisition. The overall aim is to master these five disciplines to drive sustainable double digit growth.

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    of 9

    Double Digit Growth

    Michael Treacy

    Nitin Nair
    Roll No. 63,
    MMM – I, Batch 2
    Growth

     Oxygen of business
     Managing growth

     Key principles – Approach to growth

     Growth – a choice
    Mastering the Five Disciplines

     Base Retention
     Share Gain

     Market Positioning

     Adjacent-Market Penetration

     New lines of business


    Base Retention
     Retain existing customer base
     Shape customer’s value criteria
     Increase switching costs
     Narrow customers alternatives

     Strategies to retain customers


     Make your services sticky
     Tailor your offering
     Preempt defections
     Bond with customers
    Share Gain – Build or Buy
     Build
     Blunt incumbents advantages
     Deliver far better value
     Buy
     Fragmented approach - building a conglomerate
     Buy, fully integrate and build economies of scale
    Market Positioning
     Show up where the growth is.

     Spot the growth plays


     Shifts in buying criteria
     Value shift
     Demographic shift
    Adjacent Market Penetration
     What is adjacent market?
     Cost structures, competitors, customers & capabilities

     Key criteria
     Long term growth and profit opportunity
     Key differentiator
     Resources to match competition

     Make or Buy
    New Lines of business
     Right acquisition targets
     Strike a good deal

     Keep Control
    Managing for Double Digit Growth
     Assess Growth risk
     Demand Risk
     Competitor Risk
     Implementation Risk
     Operating Risk

     Managing Risk
     Adapting to market conditions
     Diversification
     Management talent
     Comprehensive Management system

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