The unified theory of profitability : 25 ways to accelerate growth through operational excellence / Andrew Miller.

The foundations of profitability -- 1. Why true profit is like unmined gold -- 2. Developing a low center of gravity -- 3. Creating your hydraulic profit jack -- Profitability category #1: E equals MC squared -- 4. Creating growth through your best customers -- 5. Eliminating zero-margin and low-margin products and services -- 6. Transitioning your worst customers to high-margin products and services -- 7. Implementing customer retention strategies on the FrontLines -- Profitability category #2: Maximizing power at the point of attack -- 8. Empowering and engaging different types of employees to grow the business -- 9. The champagne pyramid concept -- 10. Setting the right expectations and measuring performance -- 11. Determining your appropriate turnover rate -- Profitability category #3: Doing the high jump, not the limbo -- 12. Increasing the quality of your ideas -- 13. Are you innovative or opportunistic? -- 14. Identifying your one priority -- 15. Prioritizing to maximize the financial impact of your best ideas -- Profitability category #4: Taking procurement out of the basement -- 16. Turning procurement operations into a revenue generator -- 17. Managing supplier relationships and service levels effectively to increase profits -- Profitability category #5: The Tao of cost minimization -- 18. Minimizing theft, absenteeism, and obsolescence in your organization -- Profitability category #6: Supply chain optimization -- 19. Profiting from returns, defects, and waste -- 20. Leveraging your supply chain to generate profits -- 21. Reducing the number of touch points in your supply chain -- 22. Lowering inventory by anticipating demand -- Profitability category #7: Operational excellence -- 23. Finding profit increases in areas you don't normally look -- 24. Under-promising and not over-delivering -- 25. Operational transparency -- 26. Leveraging technology to achieve your one priority -- 27. On boarding new customers more quickly -- Profitability category #8: Your crystal ball -- 28. Shining up your crystal ball -- Final thoughts: pursuing excellence, not perfection -- Index.

When we discuss accelerating top line growth and maximizing profitability, we often consider hiring more people or cutting expenses or raising prices. We don't always look at ways to better exploit what we already have. Instead of hiring new people, we need to improve the performance of our current employees. Instead of cutting costs, we need better invest the money we do spend. Instead of raising prices we need to identify our ideal customers and sell to them. This book will discuss strategies on how to do all of these things and more. It will give you 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 you look at your organization and find ways to better leverage what you already have. It means focusing on those strategies that can provide the best results. It means becoming an expert on executing on those strategies. You can do this. You just need to find the ideas that work for you and commit to implementing them.

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