At the same time that new directions and resources are taking form and being put into motion to increase sales growth, all of the more routine elements of the business’s existing operations have to continue smoothly. And that continuance will likely involve a lot of additional pressure on your people, your organizational structures and your [...]

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Ihave made the point repeatedly that growth takes cash, and lots of growth takes lots of cash. For that reason, perhaps the only thing worse for a company than no growth is poorly planned-for growth. Such unplanned or poorly planned growth inevitably heightens the risk that unanticipated cash shortages will leave the enterprise stranded at [...]

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Designing For Ajax
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FOWD November 2007
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Around this same time, CD also began a closely related inhouse service bureau for computer-assisted design. Product, people, pricing, training, capital investment and a shift in channel strategy all underwent major changes in a short period of time. The cash-flow planning it took to make all this happen was particularly critical. The increased up-front cash [...]

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This software-business example involved what looked like an adjustment rather than a major reengineering of the marketing mix, such as Judy Nagengast attempted at Continental Design. There, too, the conditions held high levels of technological risk.

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Significant sales growth does not just happen. It is generally planned and brought about through some deliberate chain of analysis and decision making—what I call the management effect. Those decisions are then implemented and the result, hopefully, is sales growth. Think for a moment of some of the things that typically create major sales growth: [...]

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If you are in a high-fixed-cost business, the “growth takes cash” truism doesn’t kick in very much until you approach capacity. This is due to the fact that gross margins are quite high. A motel, for example, would be typical of this high-fixed-cost kind of business. The direct cost of renting out one additional room [...]

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Returning now to the purely proportional effects of sales growth, keep in mind that many line items and subtotals on the financial statements are likely to be affected. Balance-sheet changes are almost invariably driven by sales revenue. Changes in the income statement start at the first line—that is, revenue—and follow from there, generally in a [...]

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Facebook Study
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