One of the most frequent challenges that managers and executives face today is: 'How do I keep on growing and at the same time, make a profit?' Based on the author's extensive research on over 350 Fortune 1000 Firms, The Momentum Effect proves that the old method of spending big on marketing and slashing the manufacturing costs doesn't work anymore. Instead, it provides new evidence to show that in order to achieve profitable growth you have to create new value for customers through innovation, ingenuity and most importantly by seeing things from a customer perspective. This strategy generates a positive, reinforcing momentum which leads to further growth. Why limit your business growth? With Momentum, you won't have to.
J.C. Larreche is Professor at INSEAD, France, where he holds the Alfred H. Heineken Chair. It was as a student at Stanford that he was first nicknamed "J.C." by his friends. It was also there, in the midst of Silicon Valley, that he developed an interest in the way some firms achieve exceptional growth while others don't. Since then, his research, teaching, and consulting activities have focused on the discovery of systematic and practical ways to help businesses achieve quality growth that is not only exceptional but also sustainable. J.C. has always combined his academic life with a business career, and is particularly attuned to the practical day-to-day realities which executives have to deal with. He is a renowned consultant with leading global corporations, most of them listed in the global Fortune 500. Aged just 35 he was appointed a non-executive director of the multinational firm that became ReckittBenckiser, and he kept that position for the exceptionally long tenure of 18 years. He is the author and co-author of many books and articles, as well as Markstrat, the leading strategic marketing simulation used by more than a million executives worldwide.
AcknowledgementsPreface Part I: Discovering MomentumChapter 1- The Power Of MomentumChapter 2- The Source Of MomentumChapter 3- The Road To Momentum Part II: Designing Momentum Chapter 4- Compelling InsightsChapter 5- Compelling ValueChapter 6- Compelling EquityChapter 7- Power Offer Design Part III Executing Momentum Chapter 8- Power Offer ExecutionChapter 9- Vibrant SatisfactionChapter 10- Vibrant RetentionChapter 11- Vibrant Engagement Part IV : Total MomentumChapter 12- Internal MomentumChapter 13- Momentum LeadershipChapter 14 - Epilogue Endnotes Bibliography Index