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The Unified Theory of Profitability

Book Description

When we discuss accelerating top line growth and maximizing profitability, we often consider hiring more people, cutting expenses, or raising prices. What we should be doing is looking at different ways to effectively utilize what we already have. Rather than hiring new people, we need to improve the performance of our current employees. As an alternative to cutting costs, we need better invest the money we already spend. Instead of raising prices, identify ideal customers to market and sell to. This book will discuss strategies on how to do all of these things and more. The author provides 25 ways to accelerate revenue growth and increase profitability immediately, without making any new financial investments. That is the Unified Theory of Profitability.  It means looking at the organization and finding ways to better leverage what already exists and focusing on the activities or changes that will provide optimal results. Readers will become experts on executing on these strategies. It can be done! Find the solutions that work, commit to implementing them and results will flourish.

Table of Contents

  1. Cover
  2. Half Title Page
  3. Title Page
  4. Copyright Page
  5. Contents
  6. Acknowledgments
  7. Introduction
  8. The Foundations of Profitability
    1. Chapter 1 Why True Profit™ Is Like Unmined Gold
    2. Chapter 2 Developing a Low Center of Gravity
    3. Chapter 3 Creating Your Hydraulic Profit Jack
  9. Profitability Category #1–E Equals MC squared
    1. Chapter 4 Creating Growth Through Your Best Customers
    2. Chapter 5 Eliminating Zero-Margin and Low-Margin Products and Services
    3. Chapter 6 Transitioning Your Worst Customers to High-Margin Products and Services.
    4. Chapter 7 Implementing Customer Retention Strategies on the FrontLines.
  10. Profitability Category #2–Maximizing Power at the Point of Attack
    1. Chapter 8 Empowering and Engaging Different Types of Employees to Grow the Business.
    2. Chapter 9 The Champagne Pyramid Concept.
    3. Chapter 10 Setting the Right Expectations and Measuring Performance.
    4. Chapter 11 Determining Your Appropriate Turnover Rate.
  11. Profitability Category #3–Doing the High Jump, Not the Limbo
    1. Chapter 12 Increasing the Quality of Your Ideas.
    2. Chapter 13 Are You Innovative or Opportunistic?
    3. Chapter 14 Identifying Your One Priority
    4. Chapter 15 Prioritizing to Maximize the Financial Impact of Your Best Ideas
  12. Profitability Category #4–Taking Procurement out of the Basement
    1. Chapter 16 Turning Procurement Operations into a Revenue Generator.
    2. Chapter 17 Managing Supplier Relationships and Service Levels Effectively to Increase Profits.
  13. Profitability Category #5–The TAO of Cost Minimization
    1. Chapter 18 Minimizing Theft, Absenteeism, and Obsolescence in Your Organization.
  14. Profitability Category #6–Supply Chain Optimization
    1. Chapter 19 Profiting from Returns, Defects, and Waste.
    2. Chapter 20 Leveraging Your Supply Chain to Generate Profits.
    3. Chapter 21 Reducing the Number of Touch Points in Your Supply Chain.
    4. Chapter 22 Lowering Inventory by Anticipating Demand.
  15. Profitability Category #7–Operational Excellence
    1. Chapter 23 Finding Profit Increases in Areas You Don’t Normally Look.
    2. Chapter 24 Under-Promising and Not Over-Delivering.
    3. Chapter 25 Operational Transparency
    4. Chapter 26 Leveraging Technology to Achieve Your One Priority.
    5. Chapter 27 On Boarding New Customers More Quickly.
  16. Profitability Category #8–Your Crystal Ball
    1. Chapter 28 Shining Up Your Crystal Ball
  17. Final Thoughts: Pursuing Excellence, not Perfection
  18. Index