Growth. Finance your expansion

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Getting Between the Balance Sheets
Palgrave Macmillan. 2010. 224 p.
ISBN 0230252869 

Transformarse o desaparecer: estrategias de la empresa familiar para competir en el siglo XXI
España: Ediciones Deusto, 2008. 306 p.
ISBN 978-84-234-2671 

  • Addressing the challenge of growth
    • How to Manage in Different Growth Contexts
      Prats Moreno, Mª Julia; Sosna, Marc; Velamuri, Rama 
      The challenges of generating growth in low-growth contexts are very different from those of managing growth in high-growth contexts. A new article by IESE's Julia Prats and Marc Sosna, together with R. Velamuri of CEIBS, offers a framework of four growth scenarios that firm units can use to map themselves, in order to identify the particular barriers they face and the actions needed to overcome them.
    • "For inventive impact, focus your experience"
      Ghosh, Anindya; Martin, Xavier; Pennings, Johannes; Wezel, Filippo
      Year: 2013
      This study analyzes the development of companies that were once innovative, but with the passage of time and the emergence of new technologies, were unable to take the right steps. Some companies even went out of business or went bankrupt, as occurred with Kodak. Companies that work with emerging or evolving products must learn how to overcome technological limitations.
    • "INES (A): How to Engineer Growth?"
      Prats Moreno, María Julia
      Year: 2011 
      INES Ingenieros Consultores, an engineering consulting firm, developed a niche by becoming the only Spanish engineering company to work on cultural heritage structures in a comprehensive way. The company did very well in its first years. It rapidly increased the number of engineering projects and staff members, as well as the amount of revenue it earned. Since its creation, INES developed a solid reputation, a highly qualified team and a strong brand name. INES's success was based on its highly qualified human resources, their specific knowledge, and comprehensive, focused approach.
  • Alliances
    • "The challenges of alliances for small firms"
      Reuer, Jeffrey J.; Ariño Martín, África; Ragozzino, Roberto
      Year: 2008
      Alliances are essential for small businesses, since they allow these firms "to access new markets and economies of scale by obtaining additional resources for value chain activities that have not yet been carried out, responding to the uncertainties of the environment and receiving support from established, widely acclaimed companies". África Ariño, Professor of Strategic Management at IESE, and professors Roberto Ragozzino (University of Central Florida) and Jeffrey J. Reuer (University of North Carolina) point out that these benefits are vital for the growth and success of small companies in "Alliance Dynamics for Small Firms". 
  • Venture capital, private investors and search funds
    • International Search Funds: Tracking Tomorrow's Trend
      Kolarova, Lenka; Dávila Parra, Antonio; Johnson, Rob; Kelly, Peter
      Invented in the United States, search funds are a growing phenomenon overseas. Partnering with Stanford Graduate School of Business, IESE is conducting a biennial study of international search funds. Its latest results show promise in Europe, Latin America, Asia and Africa.
    • Opportunities and Risks of Search Funds
      Nieboer, Ian; Carenzo, Mathieu; Dávila Parra, Antonio
      Many of today's MBA graduates could well be tomorrow's entrepreneurs. And they may not even need their own original ideas, thanks to the emergence of so-called "search funds," a new mechanism for acquiring small companies first developed in the United States and now reaching Europe. Ian Nieboer, Mathieu Carenzo and Antonio Dávila examine this new breed of investment vehicle.
    • "International Search Funds - 2013: Selected Observations"
      Kolarova, Lenka; Dávila Parra, Antonio; Johnson, Rob; Kelly, Peter
      Year: 2014
      First developed in the United States 30 years ago, search funds are investment vehicles that finance entrepreneurs' efforts to acquire a business and grow it. The entrepreneurs at the helm of search funds are usually newly graduated MBAs looking to put their knowledge into practice. Potential investors can be anyone interested in taking a risk on this new and growing asset class. Stanford Graduate School of Business (GSB) has studied and evaluated the performance of search funds since 1996. Its 2013 study found that the aggregate pre-tax internal return on 134 U.S. and Canadian search funds was 35 percent. To track the growing number of search funds located outside the United States and Canada -- called "international search funds" -- Stanford GSB partnered with IESE in 2011. In concert with the Stanford GSB biennial study, IESE now conducts its own biennial study of search funds found outside the U.S. and Canada.
    • "Opportunities and risks of search funds"
      Nieboer, Ian; Carenzo, Mathieu; Dávila Parra, Antonio
      Year: 2012 
      Original document: Ten questions to consider before making a business acquisition. 
      Language: Spanish
    • External financing of innovative early-stage companies: Constraints, market failures and the role of private investors
      Roure Alomar, Juan; Segurado Llorente, Juan Luis
      Year: 2010 
      Chapter in NEBTs2010, Madrid Emprende
    • "The venture capital cycle in Europe: Its management and value creation"
      Roure Alomar, Juan; Segurado Llorente, Juan Luis; San José, Amparo
      Year: 2005
      Financial Studies Foundation, Foundation Papers No. 10, 2005.
      ISBN 8460949036
  • Entrepreneurship in family-owned firms
    • Paths to Keep Wealth in Family HandsPremium
      Roure Alomar, Juan; Segurado Llorente, Juan Luis
      Interest is growing in family offices -- special entities designed to manage family businesses' portfolio of investments. Which factors ensure that wealth-creation activities happen in sustainable ways for generations to come?
    • "Perceptions of Entrepreneurship Across Generations in Family Offices"
      Welsh, D.; Memili, Esra; Rosplock, K.; Roure Alomar, Juan; Segurado Llorente, Juan Luis
      Year: 2013
      Family offices have been around for at least two centuries and have a considerable impact on the wealth and prosperity of the families behind them. However, despite their practical significance, family offices remain an under-researched area in studies concerning family-owned firms. This study looks at the perceptions of different generations (i.e., the founder or first generation and the second and/or subsequent generations) about the entrepreneurial spirit of the family-owned firm and its new investments, and how they influence its growth and prosperity. One of the conclusions that the article reaches is that two different generations working in the same family-owned firm may act in different ways.
  • International funding opportunities
  • The challenge of growth: people
    • "Variable pay and motivation: challenges and recommendations"
      Maella, Pablo
      Year: 2012
      Variable pay systems are management elements whose main purpose is to encourage people to do their jobs better and achieve better results. Often, however, after implementing a system at a significant cost to the company, the level of motivation among the employees does not increase and better results are not achieved. This article addresses the challenges of variable pay systems and suggests a number of recommendations to increase their incentivizing impact.
    • "Making your customer work. A good way to achieve excellent low-cost service?"
      Moscoso, Philip G.; Lago Esteban, Alejandro; Amorim, M.
      Year: 2012
      The proper design and management of customer contributions to the provision of a company's service have become a key source of competitive advantage, since this contribution offers both operational and strategic advantages.
    • "How to manage the dark side of growth"
      Prats Moreno, María Julia; Sosna, Marc
      Year: 2010
      Growth is not linear, but a rollercoaster of stomach-churning adrenaline highs and lows. To keep your businesses on the path of sustainable long-term growth, leaders must have nerve, but must also change their attitude whenever necessary. Over the course of five years, the authors followed the careers of 112 young and innovative company CEOs from more than 20 countries and various sectors. Their study suggests a major paradox in growth management: the attitudes that are necessary or beneficial for the growth of a company during good times can easily become a hindrance during bad times. The chances of success increase dramatically when companies are aware of this paradox and possess the skills to manage it.
    • "How to grow: the challenge of new companies"
      Roure Alomar, Juan; Segurado Llorente, Juan Luis
      Year: 2007 
      Why does the Netherlands not have more high-growth companies? Entrepreneurs aren't lacking and the country has a healthy rate of company creation. However, these newly created companies face a number of challenges that often prevent them from growing beyond a certain point. What are these challenges? How can they overcome them? How can they exploit opportunities for growth and optimize their chances of success? In the study"Entrepreneurship in the Netherlands: High growth enterprises; running fast but still keeping control", seven authors, including Juan Roure and Juan Luis Segurado from IESE Business School, pinpoint the challenges hindering the growth of Dutch companies and discuss what they can do to overcome them and put the economy on the road to growth. 
  • Innovate from within: digital transformation
    • "The era of the superinformed customer..."
      IESE Insight
      Year: 2013

      Companies are facing new challenges in the era of the superinformed customer. This issue of IESE Insight reviews some of the concepts and tools that managers can use to gear their organizations towards the customer without compromising their economic and operational viability. Peter Fader suggests that the customer must be positioned at the very heart of the business. That means concentrating on those that contribute the most in the long term, thus fostering a more personalized relationship with them. Julián Villanueva proposes formulas to calculate customer equity (the value of the client base) from the customer lifetime value and the variables involved in the process of acquiring and retaining customers. Using these elements, scorecards can be designed to monitor how and where value is created or destroyed in a language that is understandable to senior management and investors. Josep Tàpies and Lucía Ceja also look at how emotional ties can strengthen or undermine the smooth running of a family business and propose some good practices for generating positive "psychological ownership" in the new generations.
    • "Digitalization has reached business…"
      IESE Insight
      Year: 2013

      Digitalization has reached all levels of society, including business. This phenomenon involves changing business models, organization of work and management methods. This issue of IESE Insight helps us understand the different factors that managers need to consider when leading the digital transformation of their companies. Evgeny Káganer, Sandra Sieber and Javier Zamora analyze the five skills that managers need to deal with a digitally dense environment. Andy Rowsell-Jones proposes a model to rethink strategies and develop real competitive advantages by integrating various technologies. Paul M. Leonardi, Diane E. Bailey and Stephen R. Barley consider the pros and cons of the virtualization of certain activities and functions, and conclude that the added complexity can dilute the expected improvement in efficiency. In other sections, Kirstie McAllum analyzes three kinds of conflict-management systems. Jaume Ribera proposes a model for evaluating healthcare innovations to optimize their impact. Plus: an interview with Jane Fountain, the Managing Director of the Chinese luxury brand Harmony; the case of Vodafone Ghana and the benefits of gamification for capturing attention and motivating customers and employees. - See more at:
  • Control systems
    • Evaluation of Research Control Systems in Organizational Control
      Gómez Ardila, Ciro
      Year: 2012 
      In business life, control has always been a fundamental function of management. While control was initially understood to mean addressing economic aspects, and accounting in particular, modern organizational control has changed its definition to a more strategic control and one that involves people. This thesis analyzes this evolution of control and ends by proposing a specific definition. This definition, very briefly, states that control is about striving to achieve the expected results and ensuring that the members of the organization do what is expected of them.
  • Service processes
    • Customer Oriented Service Design in Multi-Channel Contexts
      Castro, M.
      Year: 2011 
      This dissertation addresses the integration of customer participation in the design of service processes. The primary goal of this research has been to contribute to the development of knowledge for informing the setup of service systems with multiple delivery alternatives, offering differentiated possibilities for customer participation.