Delivering consistent, profitable growth is the #1 non-negotiable imperative facing today's business leaders. Many firms struggle to meet it. Only a rare few consistently achieve it. How do they do it? The answer lies in a tremendously potent but little-understood force: momentum. Momentum feeds on itself: if nurtured properly, it accumulates even more power from its own success, creating new value with unparalleled efficiency. In The Momentum Effect, INSEAD's Jean-Claude Larréché reveals exactly how to build and preserve business momentum, and use it to deliver growth that gets you noticed, year after year after year. Larréché begins by demonstrating the powerful, hidden role of momentum in value creation and why it's more important than innovation, marketing excellence, or even customer focus. Next, one at a time he introduces eight tightly linked "building blocks" of momentum strategy. You'll learn through dozens of case studies: surprising new insights into familiar companies like IBM and Toyota, as well as remarkable, under-recognized leaders like Rentokil and First Direct. Last but not least, Larréché demonstrates how to build the unique leadership competencies needed to implement and sustain a winning momentum strategy: not just for years, but for decades. Product Description
A few rare companies have discovered the secret to sustained high growth: momentum. They've learned how to create the conditions that lead to exceptional organic growth-which feeds on itself, continually accelerating the business forward. In The Momentum Effect, J.C. Larreche introduces a complete framework for gaining momentum, keeping it, and harnessing its power. Drawing on new research and powerful case studies, Larreche demonstrates the stunning role of momentum in value creation. He sets out the process for developing the "power offers" that lie at the heart of this powerful force. This book offers a systematic process for creating momentum that will work in any business, in any industry, and under any market conditions. You'll learn how to create new value through a momentum strategy and build the leadership competencies to deliver highly profitable growth over the next six months.five years.even decades.
.Pioneer or die: drive momentum and harness its stunning power
How momentum-powered firms create 80% more shareholder value
.Understand the drivers of momentum strategy
Craft power offers, mobilize for growth, and more
.Master the Momentum Process: design and execution
Eight specific steps to implement a long-term winning momentum strategy
.Climb the five-step Momentum Leadership Ladder
How leaders can systematically generate and direct momentum
This book shows you how to build momentum for growth and leave your competitors trailing far in your wake!
-Sir Richard Branson
J.C. Larreche's book, The Momentum Effect, is a must-read. It highlights why more marketing spend and further value extraction are not the key determinants for future growth. To create powerful momentum for exceptional growth, it is essential to offer innovative value to the marketplace. The Momentum Effect outlines just how to achieve this. The results are illuminating.
-W. Chan Kim & Renée Mauborgne, Authors of Blue Ocean Strategy
How can companies achieve exceptional and sustained growth? The Momentum Effect explores this challenge and reveals successful strategies for originating new sources of growth and value from customers with the power to unlock great potential."
-Dr. Daniel Vasella, Chairman & CEO, Novartis AG, Basel/Switzerland
Features + Benefits
How to build, harness, and maintain your #1 driver of growth and profitability: momentum.
Discover the real secret behind the rare companies that have successfully sustained exceptional growth rates.
A complete, start-to-finish framework for implementing winning momentum strategies and keeping the momentum going while your competitors fade.
Shows how to build the unique leadership competencies needed to build and sustain momentum for the long term.
Preface xxi
PART I Discovering Momentum 1
Chapter 1The Power of Momentum 3
Where's the Impetus? 3
What's Holding Us Back? 4
Pushers, Plodders, and Pioneers 5
Momentum-Powered Firms 9
The Power of Momentum in Action 11
Wal-Mart 11
Toyota 12
Join the Momentum League 14
Chapter 2 The Source of Momentum 15
The Day Gary Kildall Went Flying 15
The Source of Microsoft's Momentum 16
How Value Is Created 17
Where Is the Unlimited Potential? 19
Drivers of Momentum Strategy 21
Exploring the Customer's Space 21
Crafting "Power" Offers 22
Mobilizing for Growth 23
Momentum Strategy at Work: The iPod 24
How Momentum Growth Opens a New Efficiency Frontier 25
Moving from Compensating to Momentum Strategy 26
Less Is More, More for Less 27
Unlock Your Unlimited Potential 28
Chapter 3 The Road to Momentum 29
Vasella's Eureka Moment 29
The Momentum-Powered Firm in Action 30
The Results Momentum Can Deliver 31
The Twin Engines of Momentum 32
Momentum Design 34
Momentum Execution 36
Momentum Design at Skype 38
Momentum Execution at Skype 41
Making Momentum Systematic 44
PART II Designing Momentum 47
Chapter 4 Compelling Insights 49
IBM Is Listening Again 49
The Value-Origination Blind Spot 50
Virgin Atlantic 51
Customer Insights 52
3M: Post-it Notes 53
Alcoa Packaging: Fridge Pack 53
Dassault: The Falcon 7X Aircraft 54
The Systematic Discovery of Compelling Insights 54
The Knowing-Doing Discovery Path 57
The Listening Discovery Path 58
The Learning Discovery Path 58
The White Discovery Path 59
The Exploration Process 60
Guiding Exploration 60
Enabling Exploration 63
Explore the World for Insights 65
Chapter 5 Compelling Value 69
What Women Want 69
What Does a Customer Value? That Depends 70
Customer Myopia 72
The Customer Value Map 73
Delighting Customers 74
Abusing Customers 76
What's It Worth? How Customers See Value 77
The Customer Value Wedge 78
Financial Customer Value 80
Functional Customer Value 81
Intangible Customer Value 82
Emotional Customer Value 82
Let the Customer See Better Value 84
The Golden Pathway to Increased Customer Value 85
Go Deep, Be Compelling 87
Chapter 6 Compelling Equity 89
The Man Who Taught an Old Dog New Tricks 89
The Concept of Compelling Equity 90
Transaction My
A few rare companies have discovered the secret to sustained high growth: momentum. They've learned how to create the conditions that lead to exceptional organic growth-which feeds on itself, continually accelerating the business forward. In The Momentum Effect, J.C. Larreche introduces a complete framework for gaining momentum, keeping it, and harnessing its power. Drawing on new research and powerful case studies, Larreche demonstrates the stunning role of momentum in value creation. He sets out the process for developing the "power offers" that lie at the heart of this powerful force. This book offers a systematic process for creating momentum that will work in any business, in any industry, and under any market conditions. You'll learn how to create new value through a momentum strategy and build the leadership competencies to deliver highly profitable growth over the next six months.five years.even decades.
.Pioneer or die: drive momentum and harness its stunning power
How momentum-powered firms create 80% more shareholder value
.Understand the drivers of momentum strategy
Craft power offers, mobilize for growth, and more
.Master the Momentum Process: design and execution
Eight specific steps to implement a long-term winning momentum strategy
.Climb the five-step Momentum Leadership Ladder
How leaders can systematically generate and direct momentum
This book shows you how to build momentum for growth and leave your competitors trailing far in your wake!
-Sir Richard Branson
J.C. Larreche's book, The Momentum Effect, is a must-read. It highlights why more marketing spend and further value extraction are not the key determinants for future growth. To create powerful momentum for exceptional growth, it is essential to offer innovative value to the marketplace. The Momentum Effect outlines just how to achieve this. The results are illuminating.
-W. Chan Kim & Renée Mauborgne, Authors of Blue Ocean Strategy
How can companies achieve exceptional and sustained growth? The Momentum Effect explores this challenge and reveals successful strategies for originating new sources of growth and value from customers with the power to unlock great potential."
-Dr. Daniel Vasella, Chairman & CEO, Novartis AG, Basel/Switzerland
Features + Benefits
How to build, harness, and maintain your #1 driver of growth and profitability: momentum.
Discover the real secret behind the rare companies that have successfully sustained exceptional growth rates.
A complete, start-to-finish framework for implementing winning momentum strategies and keeping the momentum going while your competitors fade.
Shows how to build the unique leadership competencies needed to build and sustain momentum for the long term.
Preface xxi
PART I Discovering Momentum 1
Chapter 1The Power of Momentum 3
Where's the Impetus? 3
What's Holding Us Back? 4
Pushers, Plodders, and Pioneers 5
Momentum-Powered Firms 9
The Power of Momentum in Action 11
Wal-Mart 11
Toyota 12
Join the Momentum League 14
Chapter 2 The Source of Momentum 15
The Day Gary Kildall Went Flying 15
The Source of Microsoft's Momentum 16
How Value Is Created 17
Where Is the Unlimited Potential? 19
Drivers of Momentum Strategy 21
Exploring the Customer's Space 21
Crafting "Power" Offers 22
Mobilizing for Growth 23
Momentum Strategy at Work: The iPod 24
How Momentum Growth Opens a New Efficiency Frontier 25
Moving from Compensating to Momentum Strategy 26
Less Is More, More for Less 27
Unlock Your Unlimited Potential 28
Chapter 3 The Road to Momentum 29
Vasella's Eureka Moment 29
The Momentum-Powered Firm in Action 30
The Results Momentum Can Deliver 31
The Twin Engines of Momentum 32
Momentum Design 34
Momentum Execution 36
Momentum Design at Skype 38
Momentum Execution at Skype 41
Making Momentum Systematic 44
PART II Designing Momentum 47
Chapter 4 Compelling Insights 49
IBM Is Listening Again 49
The Value-Origination Blind Spot 50
Virgin Atlantic 51
Customer Insights 52
3M: Post-it Notes 53
Alcoa Packaging: Fridge Pack 53
Dassault: The Falcon 7X Aircraft 54
The Systematic Discovery of Compelling Insights 54
The Knowing-Doing Discovery Path 57
The Listening Discovery Path 58
The Learning Discovery Path 58
The White Discovery Path 59
The Exploration Process 60
Guiding Exploration 60
Enabling Exploration 63
Explore the World for Insights 65
Chapter 5 Compelling Value 69
What Women Want 69
What Does a Customer Value? That Depends 70
Customer Myopia 72
The Customer Value Map 73
Delighting Customers 74
Abusing Customers 76
What's It Worth? How Customers See Value 77
The Customer Value Wedge 78
Financial Customer Value 80
Functional Customer Value 81
Intangible Customer Value 82
Emotional Customer Value 82
Let the Customer See Better Value 84
The Golden Pathway to Increased Customer Value 85
Go Deep, Be Compelling 87
Chapter 6 Compelling Equity 89
The Man Who Taught an Old Dog New Tricks 89
The Concept of Compelling Equity 90
Transaction My