Feeling the pressure for more profitable organic growth, but unsure how to make it happen?

Our research verifies what every executive knows at heart – that organic growth is a prerequisite for top-tier performance over the long term, but it’s hard to find and even harder to sustain profitably.

Companies that succeed in this area make organic growth an organizational asset. They start by building deep customer insight and use this as the basis to target where their headroom for profitable growth is. They then set priorities to address their top growth opportunities, synchronize the organization behind these priorities and remove barriers to growth.

In our experience, success in doing this requires two key value disciplines. Customer value is the systematic ability to understand what customers value and are willing to pay for, and what types of marketing they will respond to best. Company value is the systematic ability to understand where and how to invest in customer value to create the maximum profitable and sustainable organic growth. By joining these two disciplines together, management can continuously identify which of their many growth alternatives will maximize customer and company value.

We help management link customer and company value to find the best sources of profitable growth. The benefits of our approach include:

  • Deeper customer insights with better and more integrated information on customer attitudes, behaviors and economics, and what they imply for accelerating growth
  • The identification of headroom for growth in new and existing customers and markets
  • More effective investment in organic growth across products, customers and markets
  • An organization more geared to driving growth and capable of surmounting internal and external barriers
  • More value from growth through acquisition, driven by the ability to accelerate the organic growth of acquired businesses