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How to grow, no matter what: S&L interviews Michael Treacy

Daniel J. Knight (President, HP Strategy Associates, and a Strategy & Leadership contributing editor (

Strategy & Leadership

ISSN: 1087-8572

Article publication date: 1 December 2004



This article provides insights on how organizations can succeed when managers make organic growth a paramount focus of their organization. Consultant and author Michael Treacy strongly believes that many organizations, not just a few industry leaders, can achieve double‐digit growth year after year, if they become as disciplined about growth as they are about cost‐cutting. From his research on the growth strategies of more than 130 companies, Treacy found that those with the fastest and most profitable growth took disciplined approaches to tapping five fundamental sources of revenue: retention of existing customers; market share gains; market positioning; penetration of adjacent markets; and investments in new lines of business. To create a strategy for double‐digit growth, management needs to begin by adopting a common language system based on the five disciplines of growth. To build the capability to execute that strategy, management needs to develop both the talent for growth and a management control system that tells them where they are, what the potential for growth is, where the gaps are and what the action steps are. Combining the two, managers have an agreed upon language system and the talent, information and controls to make growth happen.



Knight, D.J. (2004), "How to grow, no matter what: S&L interviews Michael Treacy", Strategy & Leadership, Vol. 32 No. 6, pp. 4-10.



Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited

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