Grassroots Strategy: Cultivating B2B Growth from the Ground Up

Bennett, Jeff W; Fleming, Darrin W

Published by Amphora Consulting, 2019
ISBN 10: 0578550067 / ISBN 13: 9780578550060
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Accelerating profitable growth has been one of the long-standing challenges of business executives. Even today, with stock markets booming and M&A activity returning to record levels, organic growth is anemic for many companies. In our experience, the root cause is a lack of strategy in the organization’s thinking, planning, and marketing. Many successful business leaders have built their careers on execution and efficiency but have relatively little experience making the strategic decisions that drive the top line. Lean, Six Sigma, and other efficiency-focused methodologies are fantastic at answering questions around how to do things better, but they are not suited to answer strategic questions around what they should do and why.


Through our experience, we realized that there are a set of core principles and frameworks that can improve, sometimes dramatically, the selection and targeting of growth opportunities and importantly, turn good ideas into good businesses quickly and with more confidence. Over time we realized that there was nothing magical in the concepts we were using in our work. We do not claim to be mystical seers interpreting some strategy oracle that only we can understand. And that became our mission: to teach capable people at all levels of an organization how to apply strategic concepts themselves.


There are significant advantages to embedding strategic thinking capabilities throughout the organization.
1.    Some of the best organic growth ideas bubble up from lower levels of the organization. 
2.    Embedding strategic thinking skills creates a more discerning audience for top-down initiatives. 
3.    Leveraging this process over time will groom the next generation of general managers for success
4.    Building organizational strategic capabilities can be a real differentiator in the B2B world. 


To accomplish this we developed Grassroots Strategy, a seminar-based approach that teaches good strategic thinking by having the participants apply what they’re learning to actual challenges confronting their business.  This book walks through the approach and concepts that we teach and apply during those seminars. 
The title of this book speaks to our perspective on strategy. The best strategies are not dictated from an “ivory tower.” Rather, they are firmly rooted in the reality of the market and leverage the cross-functional experience and intelligence of the entire organization. And once they take root, these strategic principles not only lead to better targeted growth initiatives, they provide the healthy foundation that is needed for a growth culture to thrive.


Throughout this book we take readers from strategy apprentice to journeyman strategic thinker. We will show you how to apply proven strategy concepts and tools within a framework that enables their use. With diligence and discipline, this process will separate the best growth ideas from the also-rans. And it will enable you to redirect resources and accelerate the best ideas to deliver results more quickly. How do we know this works? Well, our clients give us credit for hundreds of millions of dollars of incremental operating profit, and that’s good enough for us. The number of companies that would benefit from our approach is far larger than those we can reach with our consulting practice. Although there is no substitute for the full, week-long Grassroots Strategy seminar experience, we created this book as a “do-it-yourself” guide for those who want to encourage strategic thinking within their organization from the ground up.


Whatever your situation, this book is a convenient way to share these concepts with all teams and individuals seeking strategic growth. We hope you enjoy the journey.

From the Back Cover: "Thisis the most powerful, yet practical, strategic growth framework that I haveencountered. Over the last decade, Jeff and the Amphora team have trained morethan 1,000 associates from my organization, and we have successfully leveragedthe market-back principles to transform existing businesses and enhance thelaunch of new products and services. Grassroots Strategy is the definitiveguide to strategic marketing."
-- Michael Stubblefield, President and CEO, Avantor®

"Grassrootsstrategy has created shareholder value in every business that I have led."
-- Pete Smith, Former CEO, Voltaix

"InGrassroots Strategy, Bennett and Fleming offer a practical guide to developingwinning strategies for B2B companies. Their framework for finding growth in thesweet spot between market needs and a firm's capabilities is compelling. Thisbook is brimming with excellent tools and techniques for the strategypractitioner."
-- Cesare R. Mainardi, Adjunct Professor, Northwestern University Kellogg Schoolof Management; Former CEO, Booz & Company; Author, The Essential Advantage:How to Win with a Capabilities-Driven Strategy

"Innovativeand proven pathways to driving organic growth in today's rapidly moving B2Bmarkets - building strategy around customer needs at the "grassroots level." Afocused set of practical frameworks, tools and principles - with cases andexamples distilled from thousands of hours of work with B2B companies. Become a"growth champion" for your business: buy, read, and use this great book!"
-- Ralph Oliva, Professor of Marketing, Penn State Smeal College of Business;Director, Institute for the Study of Business Markets (ISBM)

GrassrootsStrategy is practical and enlightening, and is a must read for every B2Bcompany. It shows how to get your teams thinking differently about the valuethey bring to the market, and how to price products and services to capture thatvalue for your company. I've had the pleasure of seeing Jeff and his team inaction, and his principles work!
-- Tanya Fratto, Former CEO, Diamond Innovations

 "I've read a lot of bookson strategy and this is definitely the only one that 'goes to eleven.'"
--Mike Foley, Retired Senior Executive, E*TRADE andBarclays

"Grassroots Strategy does a fantastic job of explaining aframework that I have used successfully at three companies.  Jeff and Darrin bring the concepts to lifewith great case studies and even manage to inject a little humor and wit alongwith their wisdom."         
--JoAnna Sohovich , CEO, Chamberlain Group

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Bibliographic Details

Title: Grassroots Strategy: Cultivating B2B Growth ...
Publisher: Amphora Consulting
Publication Date: 2019
Binding: Hardcover
Book Condition: VeryGood

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Book Description Amphora Consulting, United States, 2019. Hardback. Condition: New. Language: English. Brand new Book. A powerful yet practical guide to B2B strategic growth, it's like a mini-MBA.Accelerating profitable growth has been one of the long-standing challenges of business executives. Even today, with stock markets booming and M&A activity returning to record levels, organic growth is anemic for many companies. The root cause is a lack of strategy in the organization's thinking, planning, and marketing. Many successful business leaders have built their careers on execution and efficiency but have relatively little experience making the strategic decisions that drive both the top and bottom line. Lean, Six Sigma, and other efficiency-focused methodologies are fantastic at answering questions on how to do things better. Still, they are not suited to answer strategic questions around what they should do and why.Grassroots Strategy conveys what has historically been considered complex concepts in a simple to read and approachable way through stories, case studies, and a little humor. The book provides a framework for finding growth in the sweet spot between market needs and a company's capabilities. Bennett and Fleming present practical tools and principles that can unleash growth potential and prove that the myth that the right strategies must emerge from senior executives, consultants, and mystical seers in an ivory tower is debunked. With the proper training and environment, they can come from almost anywhere in an organization.The entire Grassroots Strategy process is designed to find a business' strategic optimal plan where profitable growth is most likely. Making the right decisions relies on a few critical pieces of information: Market and Customer Needs: What unmet and/or under-met needs exist within the market? Differentiation: What do we, or could we do to meet those needs uniquely? Customer Value: How much is it worth to meet those needs? Target Segment: Which potential customers have those needs the most? Business Model: What is the best mechanism to serve those needs and make money? Everything else in the book is designed to help answer those questions. Throughout these pages, Bennett and Fleming share years of experience and knowledge and take readers from strategy apprentice to journeyman strategic thinker. With diligence and discipline, this process will separate the best growth ideas from the also-rans. And it will enable you to redirect resources and accelerate the best approaches to deliver results more quickly. In the words of two of the many Grassroots Strategy customers, "Grassroots strategy has created shareholder value in every business that I have led." And "Grassroots Strategy is the definitive guide to strategic marketing." Whatever your situation, this book is a convenient way to share these concepts with all teams and individuals seeking strategic growth. Start working on your business growth now, and enjoy the journey. Seller Inventory # AAB9780578550060

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Book Description Amphora Consulting, United States, 2019. Hardback. Condition: New. Language: English. Brand new Book. A powerful yet practical guide to B2B strategic growth, it's like a mini-MBA.Accelerating profitable growth has been one of the long-standing challenges of business executives. Even today, with stock markets booming and M&A activity returning to record levels, organic growth is anemic for many companies. The root cause is a lack of strategy in the organization's thinking, planning, and marketing. Many successful business leaders have built their careers on execution and efficiency but have relatively little experience making the strategic decisions that drive both the top and bottom line. Lean, Six Sigma, and other efficiency-focused methodologies are fantastic at answering questions on how to do things better. Still, they are not suited to answer strategic questions around what they should do and why.Grassroots Strategy conveys what has historically been considered complex concepts in a simple to read and approachable way through stories, case studies, and a little humor. The book provides a framework for finding growth in the sweet spot between market needs and a company's capabilities. Bennett and Fleming present practical tools and principles that can unleash growth potential and prove that the myth that the right strategies must emerge from senior executives, consultants, and mystical seers in an ivory tower is debunked. With the proper training and environment, they can come from almost anywhere in an organization.The entire Grassroots Strategy process is designed to find a business' strategic optimal plan where profitable growth is most likely. Making the right decisions relies on a few critical pieces of information: Market and Customer Needs: What unmet and/or under-met needs exist within the market? Differentiation: What do we, or could we do to meet those needs uniquely? Customer Value: How much is it worth to meet those needs? Target Segment: Which potential customers have those needs the most? Business Model: What is the best mechanism to serve those needs and make money? Everything else in the book is designed to help answer those questions. Throughout these pages, Bennett and Fleming share years of experience and knowledge and take readers from strategy apprentice to journeyman strategic thinker. With diligence and discipline, this process will separate the best growth ideas from the also-rans. And it will enable you to redirect resources and accelerate the best approaches to deliver results more quickly. In the words of two of the many Grassroots Strategy customers, "Grassroots strategy has created shareholder value in every business that I have led." And "Grassroots Strategy is the definitive guide to strategic marketing." Whatever your situation, this book is a convenient way to share these concepts with all teams and individuals seeking strategic growth. Start working on your business growth now, and enjoy the journey. Seller Inventory # LHB9780578550060

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