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Chapter13
Strategies For Growth And Managing The Implications
Of Growth
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Growth Strategies
Penetration Product Development
Market Development Diversification
Market
Product
Existing
New
NewExisting
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StrategiesPenetration- Growth By Selling More Of
Existing Product To Existing CustomersMarket Development
New Geographic MarketNew Demographic MarketNew Product Use
Product Development- Sell New Products To Existing Customers
Diversification- Sell New Product To New Market
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Product IntegrationRaw Materials Producer
Raw Materials Wholesaler
Manufacturer
Finished Goods Wholesaler
Retailer
Customer
Backward Integration
Forward Integration
Horizontal Integration
Horizontal Integration
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Pressures On Firm Growth1. Existing Financial Resources
2. Human Resources
3. Management Of Employees
4. Entrepreneur’s Time
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Overcoming Financial Resources Pressure•Manage Cash Flow- Budget vs. Actual
•Manage Inventory•Manage Fixed Assets•Manage Costs/Profits- Compare Actual vs. Standard Percentages
•Taxes•Record Keeping
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Inventory ValuationFIFO- First Items In Inventory = First Sold
LIFO- Last Items In Inventory = First Sold
Convert To LIFO When:Anticipate Increased Labor, Materials,
Production CostsBusiness/Inventory GrowingComputer-Assisted Inventory ControlBusiness Is Profitable
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Overcoming Human Resources Pressures
Prepare Job DescriptionsItemize SpecificationsOutsource HR Responsibilities
Recruiting Hiring Establish Benefit Programs Payroll Firing Permanent vs. Part-Time Corporate Culture
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Overcoming Employee Management PressureParticipative ManagementEstablish Team SpiritCommunicate- Open & Frequent
Provide FeedbackDelegateContinuous Training
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Overcoming Entrepreneur’s Time Management Pressure
Efficient Use of Time is Critical at Start-up and Growth
Increase ProductivityIncrease Job SatisfactionImprove Interpersonal Relationships
Reduce Time Anxiety/TensionBetter Health
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Time Management Principles
1. Desire- Willpower To Optimize Time;Recognise oneself as a time-waster.
2. Effectiveness- Focus On Important Issues3. Analysis- Determine How Time is currently
spent and Where Time Is Being Wasted4. Teamwork- Small Amount Of Time Can Be
Controlled5. Prioritize- Deal With Most Important Tasks
First, Plan Ahead and Focus on the Key Issues
6. Reanalysis- Review Process, Delegate
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Growth Categories
Unused Potential Actual Growth
Little Potential Constrained
Professional Management
Growth Aspirations
High
Low
YesNo