Scaling up for Growth

Change is certainty One thing is clear

Grow
&
Grow
We have to

Grow

What is less clear

How will our

business grow???

Sustained abnormal growth with a clear vision &

focus is a necessity

Before you realize the market re-organizes

itself

Few players
build size
and teams

Others
participate in
consolidation
by selling out
or JVs /
Alliances

Need gap /
Idea gets
identified

Large
organized
players
entering to
market

Entry of
global majors

If market is growing
and we dont then our
Relative Market Share
will come down

Why should we grow our Business?

To be able to:
1.

Capitalize on Economies of scale, volume discounts

2.

Beat inflation and industry growth averages

3.

Utilize available spare capacity

4.

Attract and retain Top Professional Talent

5.

Increase Profit Volumes and Cash Chest for future Innovation

6.

Build Competitive Advantages and Entry Barriers

7.

Grab and Retain Market Share

8.

Increase Market Cap and Enterprise Value to reward Investors

9.

Build Fund raising capability and grow further

Where will growth come from???

Growth Strategy
Matrix

Market

Existing

New

Products
Existing

New

Current products to existing

customers

Product innovation
Market the new product to
existing customers

Find more customers for

existing product

Market new product to new

customers

Geographical expansion,
exports

Diversification into related or

unrelated business

Chicken & Egg Dilemma

Funding is required for
Executing the Business
Plan

However investor like to

fund to after generating
revenues

&
Hiring better people for
building a big organization

Large organization can

attract better Talent

In order to hire better people , motivate

them and give equity in the company
and its success

Action is the foundational key to all success

Pablo Picasso

Planning
o Roadmap

o Milestones
o Realistic targets
Understand
o Market
o Customer needs
o Competitors
o Issues and Challenges

Team
o Hire the best and pay professionals
o Import expertise and domain experts
Monitor performances

Build a culture of
execution capabilities
9

Important to get

Right People on the Right Seats

10

Transformation: Professionalism to Corporatization

Ownership

Operational

Independent Legal Entity

Accountability and Responsibility

Perpetual Succession

Attract better people

Limited Liability

Allow Business to grow beyond Capacities

Easy Transferability of Shares

Separation of Ownership and Management

Enabling the organization to smoothen the

operations

Valuation

Separation of Board responsibilities

individual responsibilities

Better Valuation
Greater Multiplier as company grows

Corporate Governance
Helps in building internal transparency

Easy access to Capital and Equity Market

Easy to raise the fund

and communication
Democratic way of doing business
Security of Share-holders money

11

from

Three Rings of Transformation

Mission
Fundamental Purpose
Core Values and Belief
Distinctive Capabilities

Management Processes

Vision

Architecture

Change

Expectation about the

future

Management Information
Systems

Performance Matrices
Performance Tracking Systems
Continuous Improvement
Responsibilities and
Accountabilities

Leadership

Vision Creation

Coherence/ Consistency
Change in Attitude
Motivation and Inspiration
12

Organization Structure

What is keeping us from growing our business to the next level?

Vision & Focus

Customer Acquisition

Strong Core Values

Brand Management

Market Knowledge & Customer Robust Processes

Insights
Ability to Execute- Team
Differentiated Products
Access to Funds
Effective Growth Planning

13

Another Hindrance to Growth

Expensive
regular
vacations
Good Quality
Education

2nd Home

Fine Dining

The
Lifestyle
Businesses
Expensive
Cars

Club
Memberships

Magnanimous
Weddings

Some Entrepreneurs are satisfied with their

lifestyle and there is little motivation for

growth.
14

Speak to Growth Strategy Consultants

We have extensive experience in building successful businesses in the areas of:

Consumption Story

Vendor + 1

Retail

Manufacturing

E Commerce and Internet

Construction Equipment

Hospitality

Capital Goods

Travel & Tourism

Power

Quick Service Restaurants

Machine Tool

Food & Food Processing

Automobile, auto
components

Media & Entertainment

Pharma, Wellness, Life

sciences
Textile

15

Building India
Infrastructure
Construction
Education
Agriculture

Healthcare

DEssence Consulting Services

DEssence Consulting is a Management Consulting, Business Strategy and M&A Advisory firm

Build

Grow

Remain
Competitive

M&A
Advisory

Services

Market Entry & Growth Strategy

Business Plans & Financial Projections

Start-up Acceleration Services

Feasibility Studies

Enterprise & Business Valuation

B2B Market/Consumer Insights

Transformation-Corporatization

Senior Level Talent (Executive Search)

+91 22 28347425

chandni@dessenceconsulting.com
www.dessenceconsulting.com

303, Aar Pee Center, 11th Road, MIDC, Andheri (E), Mumbai- 400093