Dark Horse

How Challenger Companies

Rise To Prominence

by Dan Mack

Everyone loves a dark horse—the come-from-behind winner that no one expects. We cheer for them, marvel at their tenacity, and hope for their victory over stronger, better-known competitors. But why do dark horses win? They aren’t favored to win, and often for good reason. They usually don’t have big money invested in them; they have no history of winning, and not many people have heard of them. The usual formula for winning the race just isn’t there. Yet they win anyway.

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Whether you lead a small business, a consulting practice, a sports team, or a not-for-profit enterprise, this book will reveal the clues left behind by winning organizations. The best leaders and companies bring more than unique products or services to the market; they consistently tap into the ten growth enablers outlined in this book including:

Their business is personal, it’s an extension of their identity and it’s about more than profit.
They listen well and stay in alignment with top customers.
They use their organization’s hidden assets to create differentiating value.
They create a clear, vibrant business blueprint and share it openly with employees.
They carefully and wisely pick their customers and their partners.
They co-create innovation with customers.
They move quickly to meet consumer shifts to create new experiences.
They influence the influencers who help build their brand.
They are very agile, nimble and seize new opportunities much faster than competitors.
Corporate culture operates with a spirit of grace and honor.

Meet the Author: Dan Mack

Dan Mack brings 25 years of strategic sales, business development, and industry insights to his clients. He is the founder and leads the prestigious Elevation Forum executive group that provides counsel and insight to many of today’s growth companies. His consulting practice offers executive counsel, training and growth strategy to emerging companies. Mack started his career with GlaxoSmithKline, served as VP of Sales and Customer Marketing at GOJO Industries, helping to build the PURELL brand and assisted with the corporate turnaround of Dentek Oral Care. Mack is an expert in driving sales alignment and elevating how companies engage with their top customers.

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