Sanjay Khosla - Fewer, Bigger, Bolder: From Mindless Expansion to Focused Growth
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Fewer, Bigger, Bolder: From Mindless Expansion to Focused Growth: summary, description and annotation
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In company after company that Sanjay Khosla and Mohanbir Sawhney worked for or researched, they saw businesses taking on more products, more markets, more people, more acquisitionsadding more of everything except what really mattered: sustainable and profitable growth.
And in many of these companies large or small, from America to Europe to Asia every quarter became a mad dash to find yet another short-term revenue boost. There had to be a better way an alternative to the scramble for mindless expansion.
The answer lies in Fewer, Bigger, Bolder, a market-proven, step-by-step program to achieve sustained growth with rising profits and lower costs. The authors prove that given the right incentives, managers using this program can produce astonishing results in amazingly short time frames.
Thats exactly what Khosla accomplished as President of Krafts developing markets, which enjoyed eye-popping revenue growth from $5 billion to $16 billion in just six years, while profitability increased 50%. Sawhney, a professor at Northwesterns Kellogg School of Management, discovered a similar formula for stellar results when advising a portfolio of businesses, from Fortune 500 giants to technology start-ups.
No matter how big the company or how difficult the economic environment, managers who use this seven-step program (Focus7) will learn how to make fewer but bigger bets and to create a virtuous cycle of growth. Fewer, Bigger, Bolder crosses the usual boundaries of strategy, execution, people and organization. Its framework shows how you can drive growth by targeting resources against priorities, simplifying your operations, and unleashing the potential of your people.
By challenging the conventional wisdom about growth, Fewer, Bigger, Bolder is likely to ignite a vigorous debate throughout the business community. Its a game-changing book that couldnt be more timely. Or more needed.
Sanjay Khosla: author's other books
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Praise for Fewer, Bigger, Bolder
In Fewer, Bigger, Bolder, authors Mohanbir Sawhney and Sanjay Khosla challenge basic business assumptions and provide striking, counterintuitive ideas for winning high and sustainable revenue. They provide convincing case examples, and I expect this book to spark a major overhaul of business strategy thinking.
Philip Kotler, S.C. Johnson & Son Professor of International Marketing, Kellogg School of Management; author of
Market Your Way to Growth: 8 Ways to Win
Outstanding practical insights bringing together years of front-line business experience with academic research. Provides a powerful formula for driving success in any business.
Vijay Govindarajan, Coxe Distinguished Professor
at Tuck at Dartmouth and author of New York Times and
Wall Stree Journal bestseller Reverse Innovation
Writing with genuine concern, passion for leadership, and uncanny insight, Sanjay Khosla and Mohanbir Sawhney delve into the complicated subject of business growth in Fewer, Bigger, Bolder. This is a must-read for all those who want to grow their businesses successfully with purpose!
Marshall Goldsmith, author or editor of thirty-four
books including the global bestsellers MOJO and
What Got You Here Wont Get You There.
Sanjay Khosla and Mohanbir Sawhney have succinctly and powerfully created a strategy for focus. It is a fascinating read and a guidebook for anyone competing in 2014 and beyond. Applying the authors lessons will translate into profitable growth, competitive advantage, and bankable investments. They use their fifty-plus combined years of global experience to create a bible for management.
Michael Silverstein, senior partner, The Boston Consulting Group; co-author of The $10 Trillion Prize
If youre looking for pragmatic advice, profound focus, and exquisitely simple ideas, read this book. Sanjay Khoslas and Mohanbir Sawhneys wisdom is based on years of practical experience and success in growing businesses in the most competitive markets. They provide a true how to guide to getting it done.
Shelly Lazarus, chairman emeritus, Ogilvy and Mather
A very insightful and practical guide to getting to growth that counts by simplifying your business, focusing where you can win and avoiding the seduction of more. The ideas in the book really resonated with me. An essential read for growth leaders!
Diane H. Gulyas, president, DuPont Performance Polymers,
E. I. du Pont de Nemours and Company
Scale and scalability are important, but Mohanbir Sawhney and Sanjay Khosla challenge the corporate worlds relentless drive for growth. Instead, they encourage readers to consider an approach theyve honed over many years: stick to business essentials, be integrated and clear and simple in purpose and develop sustainable advantage. Their thesis chimes closely with the issues and opportunities faced in my daily work. Fewer, Bigger, Bolder is a thoughtful and action-provoking read.
Rita Griffin, COO, BP Lubricants and CMO, BP Group
PORTFOLIO / PENGUIN
Published by the Penguin Group
Penguin Group (USA) LLC
375 Hudson Street
New York, New York 10014
USA | Canada | UK | Ireland | Australia | New Zealand | India | South Africa | China
penguin.com
A Penguin Random House Company
First published by Portfolio / Penguin, a member of Penguin Group (USA) LLC, 2014
Copyright 2014 by Sanjay Khosla and Mohanbir Sawhney
Penguin supports copyright. Copyright fuels creativity, encourages diverse voices,
promotes free speech, and creates a vibrant culture. Thank you for buying an authorized
edition of this book and for complying with copyright laws by not reproducing, scanning, or distributing any part of it in any form without permission. You are supporting writers and allowing Penguin to continue to publish books for every reader.
Portions of this book appeared in somewhat different form in two articles in strategy+business, published by Booz & Company Inc.: Blank Checks: Unleashing the Potential of People and Businesses, by Sanjay Khosla and Mohanbir Sawhney, Autumn 2012. And Growth through Focus: A Blueprint for Driving Profitable Expansion by Sanjay Khosla and Mohanbir Sawhney, Autumn 2010. All rights reserved. www.strategy-business.com
LIBRARY OF CONGRESS CATALOGING- IN-PUBLICATION DATA
Khosla, Sanjay.
Fewer, bigger, bolder : from mindless expansion of focused growth / Sanjay Khosla, Mohanbir Sawhney.
pages cm
Includes index.
ISBN 978-1-101-60936-1
1. CorporationsGrowth. 2. Success in business. 3. Management. 4. Strategic
planning. I. Sawhney, Mohanbir S. II. Title.
HD2746.K47 2014
658.4'063dc23
2014004341
Version_1
To Neelu, Namita, and Nikhil, my three Nswho are my greatest strengths and help me focus on what really matters.
Sanjay Khosla
To my strongest supportersmy mother, Kuldeep, who can see no wrong in my flaws, and my children, Asha and Bundev, who may someday finally figure out what Dad does for a living.
Mohanbir Sawhney
IRENE ROSENFELD
CHAIRMAN AND CEO, MONDELZ INTERNATIONAL
(Former Chairman and CEO, Kraft Foods, Inc.)
This is a smart, practical book about how to bring a businessany businessto sustained success. Thats how most people will read it, and they will gain from it. But to me, this book will always be about that beloved cookie, the Oreo.
When Sanjay Khosla joined Kraft Foods in 2007, one of his first big challenges was what to do about Oreo. The cookie was coming up on its centennial celebration in the United States, where it had reigned for decades as one of Americas favorite treats, known for the signature twist, lick, dunk ritual. But despite repeated, expensive efforts, Kraft Foods had been unable to interest consumers outside the United States in the iconic cookie. The frustration at Kraft Foods was palpablefamilies around the world were spending more money and opening up to foreign tastes and products, and, still, they didnt seem to give a whit for this classic cookie.
Enter Sanjay and his disciplined, innovative system for getting on track. Oreo blossomed into one of the most popular cookies around the world, an enormous hit for Kraft Foods and a billion-dollar brand in developing markets, where revenues quintupled in just five years. I wont give away the steps that led to this transformationSanjay and Northwestern professor Mohanbir Sawhney set them out carefully in the pages that follow. But I can attest to the fact that the Oreo story is an apt metaphor for Focus7, the framework that the authors describe in this book, a formula for growth thats both profitable and sustainable. The point is to drive a Virtuous Cycle of Growth, which is a concept Sanjay developed and championed over the years.
As the name implies, Focus7 starts with focusfocusing on what works. And focus is a word Sanjay repeated around Kraft Foods like a mantra. Its one of those words that comes up so often that theyre easy to overlook or disregardright, focus, now lets get on with our strategy meeting. But when a business or organization genuinely applies focus as a guiding principle under a carefully managed system, the results can be remarkable.
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