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"You want your business to grow. But don't confuse growth with expansion. To be sure, increased size can be an important component (or fortuitous by-product) of business success, but companies that expand too much, too quickly, or too myopically may soon find themselves too big for their britches. What, then, is real growth? Simply put, it's progress, and it is based on moving the business beyond the self-imposed limits that have come to define and constrain it. Good "growers" know that true success is fueled by imagination, not by a stream of mergers, stock price manipulations, or clever accounting. These individuals share seven characteristics that enable them to foster real, sustainable growth. "Bigger Isn't Always Better" reveals these traits, why they are effective, and how to apply them in your organization. The book shows how successful companies and growers: know where to look; know what they want; tell the truth; create tension to generate forward movement; win hearts and minds; master momentum and bounce; and know when to let go, and share the wealth. Distilling a decade of research and personal interviews on three continents, author Bob Tomasko illustrates the seven traits with examples from companies - large and small, well known and less so - that have profited through innovative strategies that focus on genuine growth opportunities instead of the appearance of growth. Profiles include: Darcy Winslow, who helped testosterone-fueled; Nike grow by creating a range of products for women that opened a new and profitable market; Chris Mottern of Peet's Coffee, which carved a niche by slipstreaming around the wake created by Starbucks Roger Enrico, the Pepsi veteran who created "The Pepsi Challenge" and established Pepsi as the Coke of snack foods; Bill Greenwood of Burlington Northern, which found a way to turn truckers, the railroad's most difficult competitors, into its best customers; Al Bru, who got health-conscious consumers to embrace; Frito-Lay's snack products by eliminating trans fats; and Carlos Gutierrez, who restored Kellogg to a growth path by eliminating its fixation on volume. "Bigger Isn't Always Better" also offers stunning examples of the failure of the Big-Is-Good philosophy, including the ill-fated Hewlett-Packard/Compaq merger and its highest-profile casualty, CEO Carly Fiorina. After years of cutbacks, growth is in again. But instead of assuming that an inflated business can dominate a market through sheer size or manufactured numbers, the new model shows how engaged growers use positive psychology to drive robust and sustainable growth. Combining real-life stories, thorough scientific research, and insightful analysis, "Bigger Isn't Always Better" shows how your organization can move forward - without tripping over its own feet."

"You want your business to grow. But don’t confuse growth with expansion. To be sure, increased size can be an important component (or fortuitous by-product) of business success, but companies that expand too much, too quickly, or too myopically may soon find themselves too big for their britches.

What, then, is real growth? Simply put, it’s progress, and it is based on moving the business beyond the self-imposed limits that have come to define and constrain it. Good “growers” know that true success is fueled by imagination, not by a stream of mergers, stock price manipulations, or clever accounting. These individuals share seven characteristics that enable them to foster real, sustainable growth.

Bigger Isn’t Always Better reveals these traits, why they are effective, and how to apply them in your organization. The book shows how successful companies and growers:

• Know where to look

• Know what they want

• Tell the truth

• Create tension to generate forward movement

• Win hearts and minds

• Master momentum and bounce

• Know when to let go, and share the wealth

Distilling a decade of research and personal interviews on three continents, author Bob Tomasko illustrates the seven traits with examples from companies—large and small, well known and less so—that have profited through innovative strategies that focus on genuine growth opportunities instead of the appearance of growth. Profiles include:

Darcy Winslow, who helped testosterone-fueled Nike grow by creating a range of products for women that opened a new and profitable market

Chris Mottern of Peet’s Coffee, which carved a niche by slipstreaming around the wake created by Starbucks

Roger Enrico, the Pepsi veteran who created The Pepsi Challenge and established Pepsi as the Coke of snack foods

Bill Greenwood of Burlington Northern, which found a way to turn truckers, the railroad’s most difficult competitors, into its best customers

Al Bru, who got health-conscious consumers to embrace Frito-Lay’s snack products by eliminating trans fats

Carlos Gutierrez, who restored Kellogg to a growth path by eliminating its fixation on volume

Bigger Isn’t Always Better also offers stunning examples of the failure of the Big-Is-Good philosophy, including the ill-fated Hewlett-Packard/Compaq merger and its highest-profile casualty, CEO Carly Fiorina.

After years of cutbacks, growth is in again. But instead of assuming that an inflated business can dominate a market through sheer size or manufactured numbers, the new model shows how engaged growers use positive psychology to drive robust and sustainable growth. Combining real-life stories, thorough scientific research, and insightful analysis, Bigger Isn’t Always Better shows how your organization can move forward—without tripping over its own feet."

Annotation When it comes to business growth, bigger is not always better. The key to achieving growth is to change the way we think about it. Genuine growth has more to do with reaching maximum potential than reaching maximum size. Based on ten years of research and dozens of personal interviews by the author, Bigger Isn't Always Better identifies seven key habits of mind that lead to real growth, and shows, through many examples, how they have been applied successfully. Examples include Darcy Williams at Nike, who championed a range of products for women that did not fit into the established market segments (men) of her employer; Bill Greenwood of Burlington Northern, who found a way to turn truckers, his railroad's most difficult competitors, into its best customers; Al Bru, who eliminated trans fats from Pepsico's Frito-Lay snack foods and got health-conscious consumers to embrace the products; and Jane Friedman, Harper-Collins publisher, who was determined to give her company a brand identity and reduce its dependence on a few blockbuster books. Combining real-life stories and insightful analysis, Bigger Isn't Always Better shows how to move an organization forward-to grow smarter, not fatter When it comes to business growth, bigger is not always better. The key to achieving growth is to change the way we think about it. Genuine growth has more to do with reaching maximum potential than reaching maximum size. Based on ten years of research and dozens of personal interviews by the author, Bigger Isn't Always Better identifies seven key habits of mind that lead to real growth, and shows, through many examples, how they have been applied successfully. Examples include Darcy Williams at Nike, who championed a range of products for women that did not fit into the established market segments (men) of her employer; Bill Greenwood of Burlington Northern, who found a way to turn truckers, his railroad's most difficult competitors, into its best customers; Al Bru, who eliminated trans fats from Pepsico's Frito-Lay snack foods and got health-conscious consumers to embrace the products; and Jane Friedman, HarperCollins publisher, who was determined to give her company a brand identity and reduce its dependence on a few blockbuster books. Combining real-life stories and insightful analysis, Bigger Isn't Always Better shows how to move an organization forward -- to grow smarter, not fatter. Preliminaries......Page 1 Contents......Page 5 1. Is Bigger Better?......Page 21 2. A Bigger Stock Price Is Not Always a Good Thing......Page 38 3. Growth Is About Moving Forwa......Page 58 4. Are You a Fixer or a Grower?......Page 85 5. Know Where to Look......Page 109 6. Know What They Want......Page 134 7. Tell the Truth......Page 149 8. Create Tension to Generate Forward Movement......Page 176 9. Win Hearts and Minds......Page 194 10. Master Momentum and Bounce......Page 224 11. Know When to Let Go—and How to Share the Wealth......Page 241 12. Epilogue......Page 247 Notes......Page 249 Index......Page 263 When it comes to business growth, bigger is not always better! The key to achieving real growth is to change the way we think about it: It's about your organization reaching its greatest potential, not maximum size. Based on ten years of research and exclusive interviews by the author, Bigger Isn't Always Better identifies seven key habits of mind that lead to real growth, and shows, through powerful examples, how they have been applied successfully around the world. Genuine business growth has more to do with reaching maximum potential than reaching maximum size. "Bigger Isn't Always Better", based on ten years of research and dozens of personal interviews by the author, examines how the key to achieving growth is to change the way we think about it. The book combines real-life stories of successful growth leaders with insightful analysis to show readers how they can move their own organisations forward. Is bigger better? A bigger stock price is not always a good thing Growth is about moving forward Are you a fixer or a grower? Know where to look Know what they want Tell the truth Create tension to generate forward movement Win hearts and minds Master momentum and bounce Know when to let go, and how to share the wealth Epilogue.