Verne Harnish

Scaling Up

Scaling Up by Verne Harnish is one of the most important books in my collection and is the keystone of everything we do at Team Dynamics. Buckminster Fuller said that if you want to teach people a new way of thinking, don’t bother trying to teach them. Instead give them a tool, the use of which will give them a new way of thinking. Throughout my years as a coach, and previously as an executive leader in organisations, I have never found a tool as simple and structured as the Scaling Up methodology.

Let’s start with some critical questions that this approach asks of us:

  • Are your core stakeholders – employees, customers and shareholders – happy and engaged in the business and would you ‘rehire’ all of them?
  • Can you state your company’s strategy simply and is it driving sustainable revenue and growth margins?
  • Are all your processes running without drama and driving industry-leading profitability?
  • As growth sucks cash, do you have consistent resources of cash, ideally generated internally, to fuel the growth of the organisation?

Scaling Up is a structured, practical and focused approach that addresses the four key levers of exponential growth: attracting and retaining the right people; creating a truly differentiated strategy; driving that strategy flawlessly through execution; and having plenty of cash to weather the storms.

In working with this approach, you can double your rate of cash flow, triple the industry average profitability, increase the value of your business relative to competitors and support your employees and other stakeholders to achieve their outcomes.

But, and yes there is a but, there are three main barriers before you can tap into these outstanding outcomes. The first is around leadership and the ability to staff and grow enough leaders in the organisation who have the capabilities to delegate and predict. The second barrier is the scalability of your infrastructure to handle the complexities in communications and decisions that come with growth. The third is the inability to scale up an effective marketing function that is capable of attracting new customers, new talent and other key relationships to the business.

For SMEs and entrepreneurial-led organisations, this book and its methodology can literally unlock the growth of your proven concept or get you out of the rut you have been stuck in.

We have built this approach deeply into every aspect of our Team Dynamics methodology, especially in our Pre-Scan journey, as we know it works. Our clients are smart, experienced and committed. Yet what they don’t have at first are the questions to ask on what they don’t know. This book provides so many resources to unpack these questions and dive in deeper, and so it naturally has pride of place in my must-read collection.

To find out more information about this book, visit Amazon HERE, or even better, order your copy at your local bookstore.


We have all the answers. It’s the questions we do not know.

Ann’s Favourite Quote From Scaling Up, by Verne Harnish