Cliff Farrah - Growing the Top Line: Four Key Questions and the Proven Process for Scaling Your Business

1. Chapter 1
2. Chapter 6
3. Chapter 7
4. Chapter 12
5. Chapter 14
6. Chapter 15
7. Chapter 16

1. Chapter 14

Finally, a book from Cliff Farrah! Growing the Top Line is not to be missed. A fresh and simple framework to effective strategy by one of the greatest modern practitioners. A must read with Cliffs humble style throughout.

John Seebeck, Vice President and GM, eCommerce, CDW

The combination of experience, discipline, drive, strategy, customer orientation, vision, trust, and execution are rare combinations in a person, but embodied in Cliff. This is reflected in the work he does as well as the talent he attracts and grows. Based on this alone, I would be surprised that anyone could resist the desire to read Growing the Top Line. Insights based on this type of talent are hard to come by.

Frank Soqui, Vice President and GM Desktop, Workstation and Channel Group, Intel Corporation

I have known and experienced Cliff Farrahs approach to growth strategy for twentyplus years. I can say with confidence that he is truly a national treasure when it comes to growing companieshis expertise is unmatched. Growing the Top Line is a howto for anyone serious about growth using a structured process and strategy framework that set the parameters for success. For defense contractors, this book should be required reading. Enjoy.

LTG Paul(Gene) Blackwell, Ret. US Army. Former Vice President, Business Development, Raytheon Corporation

Cliffs systematic approach to framing growth opportunity areas for your business is worth the read. And yesIll buy 2.

Martin J. Curran, Executive Vice President and Innovation Officer, Corning

Growth strategies can often be complex, which can lead to poor internal communication and misalignment on company objectives. Cliff Farrahs book, Growing the Top Line, is filled with useful insight and a framework that can simplify this process and clear the pathway for success.

Rami Rahim, CEO, Juniper Networks

It is a rare opportunity when you get the chance to work with someone over a span of 20+ years and learn something new at each encounter. Growing the Top Line introduces Cliffs pragmatic approach to business growth and is a mustread for large companies and even growing startups. Too often consultants tell you what to do but its a rare gem who rolls up his sleeves like Cliff does and helps implement the strategy he recommends. A winwin for all!

Sue Spradley, CEO, Motion Intelligence, Board of Directors Avaya and Qorvo Corporations

Cliff Farrahs book is a must read for any business executive looking to grow. Cliffs intelligent insights culled from his 30 years of experience are boiled down to a growth framework that can be used for businesses of all sizes and industries. And it is a book that bankers should require their clients read!

Kevin Watters, former CEO Chase Card Services, JPMorgan Chase

In Growing the Top Line Cliff Farrah teaches how to think with an objective eye as you plan growth. He can seamlessly move from being an insider to an outsider. He understands how businesses operate and how to win in the marketa perfect and unique combination.

Sheri Dodd, Vice President and General Manager, Medtronic Care Management Services

A really excellent book. Growing the Top Line takes core concepts that are familiar but organizes them in a special way. It takes an important but murky concept and makes it simple, logical, and measurable. I recommend it for any strategist who is charged with ramping revenue, at any company.

David Maister, author of Managing The Professional Service Firm and The Trusted Advisor

Cliff and his team have built successful handcrafted growth strategies for many large companiesIm thrilled he is conveying that experience into this book so any business leader can apply his practical and proven methods to achieve their goals.

Rob Hays, Vice President and Chief Strategy Officer, Lenovo Data Center Group

Our longstanding partnership with Beacon has produced fantastic results for Qorvo. We have consistently grown faster than the markets we serve by implementing their growth framework.

James Klein, President Infrastructure and Defense Products at Qorvo

Cliff has built Beacon into a highly successful strategy consulting firm with a unique set of capabilities and attractive value proposition. In Growing the Top Line, he shares some of his secrets for success. Well researched and well written, it lays out for the reader a practical, robust, and comprehensive set of methodologies for driving profitable growth. Enjoy.

Pat Burns, COO, Gibraltar Industries

Cliff Farrah has developed and roadtested a powerful approach to planning growth. Four simple questions and a repeatable process force traditional and nontraditional leaders to examine the universe of growth paths and prioritize them based on business objectives and expected ROI. While this sounds simple, experienced strategists know just how difficult this is. With Growing the Top Line, we are all better equipped to achieve our growth objectives.

Nancy Lyons Callahan, Global Vice President Services Strategy, SAP

I have been living Cliffs growth framework for the last decade at Beacon and am thrilled to see it come to life in Growing the Top Line. Cliff is sharing his simple yet comprehensive process for driving growth that has been benefitting Beacons clients for years.

Oliver Richards, Chief Growth Officer and Senior Vice President Healthcare, The Beacon Group

With many years of strategy, innovation, and transformational growth work under my belt since Cliff introduced me to the Beacon Growth Framework, I am even more impressed with its comprehensiveness and utility in cutting through the fog of complexity to reveal actionable insight than I was in that first aha moment.

Rick Waldron, MOBE VP Strategy, Insights & Innovation

For the past 20+ years, Cliff Farrah has dedicated his immense talents to better understanding the dynamics of company growth strategies. He is recognized as a true pioneer in the field. And now hes sharing with you his proven blueprint to successfully teach and execute growth strategy development.

Don Scales, Global CEO, Investis Digital, author of How to Lead a ValuesBased Professional Services Firm and The M&A Solution

I 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 Cliffs agile approach and insights to my business challenges to be onpoint and actionable. Cliffs new book does an outstanding job of synthesizing their approach in a simple and usable way: a goto 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, coauthor, How Clients Buy

Cliffs strategy advice and business savvy are naturally in tune with human behavior, and he has an innate ability to understandand articulatehow systems, processes, and people come together within an organization to create culture and drive growthfocused outcomes. Needless to say, I highly recommend Cliff as a strategist, a teacher, and a friend.