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Cliff Farrah
Growing the Top Line
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Four Key Questions and the Proven Process for Scaling Your Business GROWING THE TOP LINE
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CLIFF FARRAH
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Praise for
Growing the Top Line
Four Key Questions and the Proven Process for Scaling Your Business GROWING THE TOP LINE
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Introduction
Growth Strategy: What It Is and Why Companies Fail at It
CHAPTER 1 The Growth Matrix and the Four Key Questions
Customers
All Money Comes from Your Customers
All Customers Are Not Equal
Customers Buy Differently
Goods and Services
Some Goods and Services Fill a Market Need: Many Fill a Want
Goods and Services Are Definable, Measurable Offerings
They Are Things That Can Be Valued
The Revenue Matrix
Defend and Grow
Quadrant 1: Discount/Commoditize
Quadrant 2: Develop New Products
Attack and Grow
Quadrant 3: Innovate
Quadrant 4: Grow Customer Base
The Four Key Questions: Customers
CHAPTER 2 Which CUSTOMERS Will I Serve?
CHAPTER 3 Which GEOGRAPHIES AND LOCATIONS Will I Serve?
Notes
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