Verne Harnish - Scaling Up: How a Few Companies Make It...and Why the Rest Don’t

Additional Praise for Scaling Up

There is no one in the business of the business world like Verne Harnish.

Unlike all too many authors and gurus who are obsessed by statistics, followers of the latest trends, and seekers of celebrity, Verne is firmly centered on the success and well-being of business leaders, who respect, trust, and benefit from the thinking, assistance, and advocacy of this passionate protagonist of our global business community.

Verne is genuinely devoted to the business challenges and ambitions of his vast population of loyalists. A day doesnt pass without his instant response to requests for help. He has an uncanny ability to connect businesses with reliable resources who can make invaluable contributions to their success.

Now, Verne has published a new book filled with timely insights about the benefits and problems associated with scalability. For everyone who is curious about barriers to growth; concerned about whats around the corner; or suffering from unrelenting 3 a.m. nightmares about their businesses sustainability and that urgent need for an aggressive new growth strategy, this is a got-to-read-right-now book from todays compulsive storyteller of business content, Verne Harnish.

Robert H. Bloom, strategist and author of The Inside Advantage and The New Experts

Scaling up is every entrepreneurs dream and nightmare. Hypergrowth is terrifying, and its most often success that kills great companies. This book goes way beyond advice, offering specific habits, processes, and outlines to ensure that growth is the beginning, not the end, of success. Nobody understands the day-to-day reality of hypergrowth like Verne Harnish, and his book is full of the tough love youd want from an outstanding mentor: fully aware of the challenges but determined to overcome, not duck, them. With great structured thinking and not a word wasted, highly appreciative of the value of time, and immune to sentiment, this book will help anyone determined and smart enough to follow its advice.

Margaret Heffernan, serial entrepreneur and author of Willful Blindness, Women on Top, and A Bigger Prize

Delivers the practical lessons that most B-schools dont. If you want to grow your business faster, buy Scaling Up, turn to , and read The Power of One. Not next week. Not tomorrow. Now.

John Mullins, professor of entrepreneurship at London Business School, and author of The Customer-Funded Business, The New Business Road Test, and (with Randy Komisar) Getting to Plan B

Scaling Up is a blueprint for building a growth company. With this book, Verne has pulled back the curtain on how the fastest-growing companies in the world fuel their growth. Scaling Up gives you an insiders view into the inner workings of the most successful companies on earth. A must-read for an ambitious entrepreneur.

John Warrillow, founder of The Sellability Score and author of The Automatic Customer: Creating a Subscription Business in Any Industry and Built to Sell: Creating a Business That Can Thrive Without You

I didnt think it possible to discuss Strategy and Cash in the same book or People and Execution in the same book, for that matter but Scaling Up deals with all four topics in a compelling way. Verne Harnish and team have found juicy examples and simple rules that will help any growing business avoid costly mistakes. A great read for entrepreneurs and anyone trying to be a personal engine for growth in any organization.

Richard A. Moran, CEO of Accretive Solutions and author of Navigating Tweets, Feats, and Deletes

How a Few Companies Make It...and Why the Rest Dont

Verne Harnish
and the team at Gazelles

SCALING UP: How a Few Companies Make Itand Why the Rest Dont
Copyright 2014 by Gazelles LLC. All rights reserved.

No part of this book may be used, reproduced, or stored in a retrieval system, or transmitted in any form or by any means electronic, mechanical, photocopying, recording, or otherwise without the express written permission of the publisher.

Published by Gazelles, Inc.
www.gazelles.com

First Edition
978-0-9860195-5-5

A city with scaleups, moves up; a country with gazelles excels.

To the leaders who scaleup companies and their families and teams that support them. You are the engines of our economies and the source of our freedom.

Thank You!

First, we want to thank the thousands of CEOs and executives who have utilized our open-source tools and provided input on how to improve them and their application to scaling up organizations. Your contribution to the community of gazelles is greatly appreciated.

Several of these leaders and their companies are highlighted throughout the book. Thank you for openly sharing your stories and lessons learned so that we might all benefit, specifically: Rob Banks, Jeff Booth, Gene Browne, Dwight Cooper, Fred Crosetto, John DeHart, Gunjan Doshi, Barrett Ersek, Mark Fullerton, Ben Godsey, Sam Goodner, Vishal Gupta, Roger Hardy, Jack Harrington, Alan Higgins, Nelson Jacobson, Mike Jagger, Kees de Jong, Rick Kay, Clate Mask, Henry McGovern, Lois Melbourne, Sanjeev Mohanty, Simon Morrison, Scott Nash, James Perly, David Rich, Stephen Roche, Alan Rudy, Ken Sim, Naomi Simson, Carey Smith, Jerry South, Adam Sproule, John Stepleton, Scott Tannas, and Graham Weston.

Two entrepreneurs went way beyond the call of duty to review the galley copy and provide extensive, critical, and detailed feedback, which resulted in significant changes to the style, approach, format, and design of the book: Kevin Daum, serial entrepreneur, author, and brilliant columnist for Inc. Magazine; and Jimmy Calano, founder of CareerTrack, who gave Verne his start as an author and was one of the early investors in Gazelles. Everything you like about Scaling Up, credit them. Everything you dont, its likely because we ignored their advice!

Weve always believed it takes a village of gurus to help a company scale up, and its no different for Gazelles and the content in this book. We would like to especially thank Jim Collins, the late W. Edwards Deming, Pat Lencioni, Tom Peters, Hermann Simon, and Jack Stack. Their pioneering contributions to the world of business have helped millions and shaped many of the ideas you find in this book. In addition, we would like to thank Greg Alexander, David Allen, John Assaraf, Laurie Bassi, Josh Bernoff, Bob Bloom, Travis Bradberry, Greg Brenneman, Mark Burton, Jim Cecil, Ram Charan, Robert Cialdini, Chip Conley, the late Stephen Covey, Stephen M.R. Covey, Aubrey Daniels, Peter Diamandis, Mohamed Fathelbab, Frances Frei, Seth Godin, Marshall Goldsmith, Mark Goulston, Vijay Govindarajan, Adam Grant, Brian Halligan, Brad Hams, Darren Hardy, Chip Heath, Margaret Heffernan, Sally Hogshead, Luke Hohmann, Tony Hsieh, Mark Johnson, Rick Kash, Eric Keiles, Dave Kerpen, Todd Klein, Jim Kouzes, Mike Lieberman, Giovanni Livera, Jim Loehr, David Marquet, Ron McMillan, James McQuivey, Ari Meisel, Youngme Moon, Geoffrey Moore, Richard Moran, Anne Morriss, John Mullins, Alexander Osterwalder, Bob Parsons, Daniel Pink, Joe Pulizzi, Fred Reichheld, Rich Russakoff, Tom Sant, David Meerman Scott, Robin Sharma, Brian Souza, Jim Stengel, Jeff Thull, Bill Treasurer, Lynne Twist, John Warrillow, Pat Williams, and Liz Wiseman all of whom have contributed to our various Growth Summits around the world and our continuing online course offerings.