December 2021

Fixing one facet of the business might have a huge impact, but rare is it the only answer to achieving sustainable growth. If it were, we could look into what worked in the past and apply those strategizes to today’s business world. In reality, companies have to reimagine how to grow. And to do that, you have to consider context, combination, and sequence.

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November 2021

Social change looks different for everyone and every company. Brands often drive change, challenge the status quo, or encourage conversation through bold interactions, storytelling or statements - think Gatorade, Mass Mutual or a few of the top SuperBowl sponsors. Today, doing well by doing good is rewarded, and in many cases expected to rise above. Take Lemonade Insurance for example. The founders dove into the insurance world to bring change to a business model that has a legacy of poor Customer Experience. They implemented a program where the consumers choose a charity and part of their insurance premiums are donated.

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October 2021

Successful businesses don’t operate in a vacuum. They build a team that thrives on ideation, execution, selling, and delivering. They also lean into others – including some competitors – to expand their ecosystem, relevance, and value to the customer. Opening up opportunities to partner or share ideas with others is CO-OPETITION, Path 9 in my book Growth IQ.It may seem contradictory to merge a competitor's ideas, IP, and goals with yours, but research has shown how valuable and successful Co-opetition really is.

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September 2021

Forward-thinking businesses are always looking for new and better ways to grow and keep their associates and customers engaged. Some may look to innovation and expansion, whereas others might intro new internal processes or training modules to upskill and cross-skill their teams. One area, or path to growth, we don’t focus on enough is PARTNERSHIP aka Path 8 in my book Growth IQ.

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August 2021

Looking back on the last three years as a first-time author, I’m humbled by the reception and inspired by all the readers’ feedback I’ve received, especially the pictures of my book with highlighter and notes all over the pages and the comments from people around the world who felt the book inspired them to try new things.

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July 2021

The innovation and resourcefulness required of companies to maximize growth and keep customers engaged and coming back for more is what business is all about. I’m oversimplifying, but safe to say most companies spend a lot of time doing three things; 1) they make stuff 2) they sell stuff 3) they try to get customers to buy more from them more often. When customers leave, become unhappy with a product or service – brands kick into ‘win-back’ mode.

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June 2021

I have often said that whatever you chose to do as a career, become a student of your profession. That single piece of advice has served me well over the years as I transitioned from an individual contributing sales role to leading sales, marketing and customer service at startups and Fortune 500 companies and eventually as a Distinguished Analyst at Gartner. At each opportunity came a learning curve that required me to do the work. I couldn’t wait for someone to show me or spend time teaching me, I had to do much of it on my own.

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May 2021

There is no question that this has been a tough fourteen months. Companies of all sizes were forced to rethink how they could continue to 'keep the doors open', service customers, and generate revenue. It was a black swan event that resulted in a growth stall happening in unison in all corners of the globe. However, it has also been a year filled with resilience, agility, and commitment. Without a playbook, many leaders were able to find a way forward - pushing themselves and their employees to dig deep, tap into new business models, products, and sales strategies. Some took the challenge as an opportunity to push into new customer segments nd product categories, otherwise known as Customer and Product Diversification [Path 5], reinventing themselves in real-time.

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March 2021

Growth is a verb, and change and adaptation are a normal part of the path. In business, our customers expect us to create new products, to form new relationships, and to give them an experience they didn't know they wanted. Adapting to new technologies and consumer behavior is a part of it all, especially when growth is part of the game plan!For many companies, growth comes by developing something new, better or different that holds and creates more value in the eyes of your customers.

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February 2021

Similar to Path 2: Customer Base Penetration, Market Acceleration calls on a company to get closer to the customer and really understand their wants, needs, and purchase preferences. It also pushes for a company to go where the competition isn’t and fill a gap or create a need. We've seen the impact of Market Acceleration at scale for small and large companies throughout the pandemic, and we saw it at play before in brands including Under Armor and The Honest Company.

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January 2021

The one thing about growing a business is growth never stems from just one thing. There’s no single blueprint or action you can take in isolation to build a successful business. Sustainable and meaningful growth is a combination of multiple growth paths that creates a flywheel to drive continued growth. Whether you’re looking to accelerate growth or recover from a growth stall in the New Year, you must first start by thinking forward and really understanding where you need to focus.

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November 2020

We’ve learned over the past decade that the customer experience is vital to how people assess value from an offering. It is much more than the 'soft stuff,' the way someone feels when purchasing a product or service. It involves every aspect of a business – from product design to sales and service – and how easily customers can engage with the brand across these touchpoints.

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