1. Grow to Greatness:
Smart Growth for Private Businesses
Part I
INTRODUCTION
Ed Hess
ehess@darden.virginia.edu

2. Focus of the Course
 First, this Course is NOT about starting a business.
 This Course is about the common challenges of growing a business.
 It’s a Course about learning to scale a business—making it bigger and
better.

3. Why is this Course important?
 Growing a business presents challenges that are different than starting a
business. If not properly managed, those challenges could destroy the
business.
 This Course is based on my research of 54 high growth, private, U.S.
businesses—the challenges they faced as they grew.
 From these examples, you will learn how to prepare for your own business
growth challenges.

4. Purpose of the Course
 To help you prepare for and grow a business. To learn the meaning of
SMART Growth.
 To give you a better appreciation for and a researched-based approach to
business growth.
 To help you understand the risks of growth.
 This Course is not anti-growth. The aim is to present a realistic view of the
challenges of business growth.

5. Course Themes
 Business growth is like Mother Nature: She can be kind or she can be
destructive.
 Too much growth too soon, or growth that’s not properly managed, can
overwhelm a business.
 As a business grows, it needs more people, processes and controls.
 As a business grows, the entrepreneur must “grow” too.

6. Course Themes
 Growth requires scaling.
 Growth rarely is smooth, predicable or linear.
 Growth is a learning journey—one that has ups, downs, zigzags, and
mistakes.
 Growth is change, and change is constant as the business grows.

7. Course Logo
 I chose this logo because it reflects that growth:
• Requires caring hands
• Small businesses are fragile, just like young plants.
 To grow a small business successfully, you need the right amounts of the
right ingredients at the right times.

8. Course Format
 All of the business cases and workshop examples we will read about and
discuss are true stories. This Course brings real-life business growth
challenges to you.
 You will also hear directly from real, private business builders who will
share their experiences and knowledge with you through short video
interviews.

9. How will you learn?
 This Course is based on the principle that one learns by doing.
 You will have both required and optional readings.
 You will be asked to apply concepts in the Workshop exercises.
 You will gauge your understanding of concepts through in-video quizzes.
 Through the Discussion Forums, you will learn from each other.

10. Creating a Course Community
 This Course is an opportunity for you to learn and grow together. I
encourage you to participate in the Discussion Forums and create your
own Study Group Forums based on geography, your type of business or
profession or any other attributes you wish.
 Please carefully read the instructions on our Course page regarding
posting comments on the Discussion Forms and creating your own Study
Groups.
 You may also choose to get together with your Study Groups through
Meetups.

11. A Few Course Ground Rules
 This Course is offered by the Darden Graduate School of Business at the
University of Virginia for free because of the school’s mission to positively
impact society.
 I expect that everyone taking this Course will act respectfully toward
classmates. Everyone is here to learn.
 During the Course, you will have the opportunity to raise questions and
offer feedback. My goal is to make this a great learning experience for you.