The document discusses the characteristics of high-growth companies. It finds that high-growth companies focus on unique practices to drive organic growth from within, such as having clarity on growth sources, understanding profit models, focusing on key initiatives, and having a culture of execution. The document also analyzes data from 175 companies, finding that "Growth Champions" outperform peers on revenue growth and deploy best practices to a greater extent, such as translating customer insights into actions and building leaders to grow the business. These high-growth practices include clarity on growth sources, focus, understanding profits, culture of execution, translating insights into actions, building leaders, aligning actions with strategy, and using strong metrics.

1. The characteristics of high growth companies.

2. Organic Growth
 Research confirms that high-growth,
high-profit companies are doing very
unique and different things compared
with their slower growth peers to grow
from within

3. Examples of
Participating Companies
 DHL
 FedEx
 General Mills
 Humana
 P&G
 Reebok
 Texas Instruments
 United Airlines
 Xerox
 IBM
 ING
 Lockheed Martin
 Mattel

4. The Growth
Wanabees
175 Companies from all sectors
 95% say organic growth is critical to success
 90% say they are doing a lot to create growth

5. The Seventeen
Growth
Champions
 Growth Champions do certain things to a much greater extent then others
 Their financial performance is significantly stronger on revenue, NOI and
cash flow

6. 0
25
50
75
100
125
2000-2001 2001-2002 2002-2003 2003-2004
Growth
Champions
Other
Companies
Identifying
Growth
Champions
Growth champions
versus other
companies on %
change in annual
revenue

7. Growth
Champions versus
Other Companies
% that say practice is
deployed in their
organisations
0
25
50
75
100
Clarity on
growth
sources
Understood
profit
models
Focus on
few
initiatives
Culture of
execution
Growth
Champions
Other
Companies
Strategy Culture

8. Growth
Champions versus
Other Companies
% that say practice is
deployed in their
organisations
0
25
50
75
100
Translate
customer
insights into
actions
Disciplined
execution at
all levels
Building
leaders to
grow
company
Alignment
on actions
to support
strategy
Growth
Champions
Other
Companies
Work People

9. Growth
Champions versus
Other Companies
% that say practice is
deployed in their
organisations
0
25
50
75
100
Effective
trade-off
decisions
Strong
metrics &
feedback
loops
Growth
Champions
Other
Companies
Formal Organization

10. The High Growth Practices
 Be clear on sources of growth
 Focus on a few initiatives
 Understand how you make money from them
 Have a culture of superb execution
 Continuously translate customer insight into action
 Build leaders who can grow the company
 Ferociously align actions with strategy
 Build strong metrics and feedback loops

11. People
•Build leaders who can
grow the business
•Sustain leadership
alignment
People
•Build leaders who can
grow the business
•Sustain leadership
alignment
Work
•Translate customer
insight into business
offerings
•Execute growth plans
with discipline
Work
•Translate customer
insight into business
offerings
•Execute growth plans
with discipline
Informal organisation
•Promote excellence in
execution
Informal organisation
•Promote excellence in
execution
These Practices
are Congruent
with one another
and mutually
reinforcing Formal
Organisation
•Make effective trade off
decisions
•Strong metrics and
feedback
Formal
Organisation
•Make effective trade off
decisions
•Strong metrics and
feedback