Growing Fast

Viewpoint by Chiaki Nishino, Partner

"When the going gets tough, the tough get going" is an old adage to which most people can relate. Many companies put this into practice by pushing harder when faced with challenges like achieving growth targets. The trouble is that simply pushing harder seldom works. The sustainable source of growth is to create pull, and pull is only achieved by running your business from the outside-in. Target your most valuable customers; Clarify your value proposition to those customers; Invest in your reputation. In other words, become the provider that your customers want to buy from, rather than pushing them to buy what you want to provide. Creating pull is not a short-term fix, but it is a catalyst for long-term sustainable growth.