Be the Elephant: Build a Bigger, Better Business

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Better Business Selling, 2006 - Business & Economics - 224 pages
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In business, there's no standing still. The trick is to become an elephant—big enough to make a difference, healthy enough to withstand financial currents, strong enough to influence your market—and smart enough to avoid the pitfalls of growth.

With Be the Elephant, bestselling author Steve Kaplan provides the business-growing playbook for every entrepreneur, CEO, sales professional, small business owner, and manager alike. The strategy, the process, the toolbox.

Written in a friendly, no-nonsense style, Be the Elephant takes the mystery and the fear out of growing bigger. It shows you how to address potential downsides, point by point, and provides a 25-question quiz to gauge your business's current health. There are lessons in strengthening sales, a business's front line. Vertical and horizontal growth. Risk versus reward. How to avoid the twin dilemmas inherent in growth—grow too slowly and wither, or grow too fast and lose control. And finally, how to chart it and start it, from developing an all-important USP—unique selling proposition—to avoiding the Five Killer Mistakes that can ruin a company.

And from there, how to go forth and Be the Elephant
 

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Contents

The Hard Work of Standing Still
3
On Solid Ground
13
The Guts of the Model
23
Four Statements to Live By
35
Whats the Downside?
47
Hows Your Health?
57
The Role of Sales
64
The Rule of Go
77
Risk vs Reward
127
Start It and Chart It
135
Creating Value
142
What Makes You So Special?
153
The Name Game
167
The Strategic Alliance Puzzle
173
Killer Mistakes
183
Neglecting Your Processes
195

Inside or Outside the Family?
87
As Big as You Can
95
Horizontal and Vertical Growth
109
The Growth Matrix
117
Corrupting the Culture
205
THE DIFFERENCE MAKER INC
215
INDEX
221
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About the author (2006)

Steve Kaplan is a serial entrepreneur and author of the national bestsellers Bag the Elephant! and Be the Elephant. He currently spends his time helping businesses and sales professionals grow. He is a highly sought-after public speaker and business consultant who has appeared on a variety of national media. His website is www.stevekaplanlive.com.

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