Scaling Up Excellence: Getting to More Without Settling for Less

Scaling Up Excellence: Getting to More Without Settling for Less Hardcover

by Robert I. Sutton  (Author) , Huggy Rao


In Scaling Up Excellence, bestselling author Robert Sutton and Stanford colleague Huggy Rao tackle a challenge that determines every organization’s success: scaling up farther, faster, and more effectively as a program or an organization creates a larger footprint.  Sutton and Rao have devoted much of the last decade to uncovering what it takes to build and uncover pockets of exemplary performance,  to help spread them, and to keep recharging organizations with ever better work practices.  Drawing on inside accounts and case studies and academic research from a wealth of industries – including start-ups, pharmaceuticals, airlines, retail, financial services, high-tech, education, non-profits, government, and healthcare — Sutton and Rao identify the key scaling challenges that confront every organization.  They tackle the difficult trade-offs that organizations must make between “Buddhism” versus “Catholicism” — whether to encourage individualized approaches tailored to local needs or to replicate the same practices and customs as an organization or program expands.  They reveal how the best leaders and teams develop, spread, and instill the right mindsets in their people — rather than ruining or watering down the very things that have fueled successful growth in the past.  They unpack the principles that help to cascade excellence throughout an organization, as well as show how to eliminate destructive beliefs and behaviors that will hold them back.
Scaling Up Excellence is the first major business book devoted to this universal and vexing challenge.  It  is destined to become the standard bearer in the field.Editorial Reviews Review

Author One-on-One: Robert Suttonand Huggy Rao talk about Scaling Up Excellence

Robert Sutton: Why don’t we start off with why we wrote this book?

Huggy Rao: We wanted to give the executives we teach and advise better answers. In 2006, we launched an executive education program at Stanford called Customer-focused Innovation. Executives in the program kept asking us different versions of the same question. Their companies all had a pocket or two where people were customer focused. The problem was that there just wasn’t enough of it. They asked how they could spread such excellence and do it fast. We scoured academic research and practical books on leaders and teams. We found a lot on topics such as leadership and innovation. But we couldn’t find a single business book devoted to this problem, which we started calling “the problem of more” or the challenge of “scaling up excellence.”

We spent the next seven years studying and writing about it. I believe that this is the first major business or leadership book on scaling. We worked hard to write an approachable and useful book, but also one that digs into this vexing challenge in some depth. We offer much hard won advice, but no instant and easy cures.

Bob, why don’t you tell people about our research? It was quite an adventure.

RS: We started by doing interviews and case studies, and digging up the most rigorous studies we could find on scaling. But we also wanted to reach out to people who were in the thick of scaling challenges. So we checked repeatedly with senior leaders such as Kaiser Permanente’s Louise Liang (who led a successful information technology rollout in the largest U.S. private healthcare system), Facebook executive’s Chris Cox and Mike Schroepfer (who grew the engineering organization), and JetBlue Airlines pilot and executive Bonny Simi (who led a bottom-up effort to create and scale up a better system for dealing with operational challenges caused by bad weather). We wanted to make sure that the challenges we discussed, the stories we told, and advice we offered rang true to these and hundreds of other scaling up veterans we talked to during those seven years.

HR: What do you say when people ask you “what do you mean by scaling?”

RS: I tell them that we fixed our focus on a simple, but tough, question: If your organization has a bit of excellence, a pocket of goodness, how do you spread it? Early on in the project, I saw an interview with the famous folk singer Pete Seeger. He said something like “Sometimes the only thing wrong with it is there isn’t enough of it.” A lovely way to describe the main problem we tackled.

HR: I was struck by how similar the scaling challenges were that different organizations faced. The challenges of growing Google, of opening 180 highly standardized Bridge International Academy schools for poor children in Africa, and spreading practices for preventing infections to over 3000 hospitals sound quite different on first blush. But they turned out to be remarkably similar in many ways once we looked closely.

RS: How so?

HR: In every case, successful scaling didn’t mean just creating as big a footprint as possible, as fast possible – it required spreading a shared mindset that guided how people thought and acted. We learned that, especially in cases of fast and effective scaling, the teams that guided these efforts often slowed down at key junctures – to think about what they are doing and to develop true excellence – so they could move faster later. Scaling takes both patience and persistence, in concert with an obsessive focus on making progress toward long term goals every hour of every day.

RS: We also learned that the key decisions and scaling principles were remarkably similar across different kinds of organizations. For example every organization and project gets more complex as it expands. More processes, layers, locations, and people are required. As a result, scaling nearly always adds “cognitive load” — increased demands — on people and teams. If it is not dealt with well, people feel overwhelmed. It becomes hard to get simple things done. In the best organizations, to paraphrase Twitter’s head of engineering Chris Fry, leaders use the hierarchy to destroy bad bureaucracy — to make things easier rather than harder for people. Fry’s advice holds in every scaling case we studied.

RS: Let’s end with the question that EVERYONE asks me about you. Is your name really Huggy?

HR: My real name is Hayagreeva, but my family and friends have always called me Huggy. I thought “Huggy” would be easier for people to pronounce and remember.

RS: It’s been quite a collaboration. Huggy was relentlessly optimistic during even the toughest days. Huggy is among the smartest and most imaginative organizational researchers on the planet. The rate at which he generates ideas astounds me. One minute he might be talking about “linking hot causes to cool solution,” the next “scaling is about going from bad to great, not so much good to great.”

We worked with so many terrific people facing scaling challenges, from entrepreneurs and startups, to senior executives at big corporations, to leaders and teams in nonprofits and large healthcare systems. But we stayed focused on one goal: Writing a book would ring true and be useful to anyone who strives to develop excellence in organizations and spreading it to others.


“A great read that provides real, practical advice whether you’re a team of 5 or 50,000.  Sutton and Rao find just the right stories to show how almost any team can get bigger and better.” –Laszlo Bock, senior vice president of People Operations, Google

“Scaling Up Excellence is one of the finest business books you’ll ever read. It is rich with vivid examples, deep research, and practical advice on the toughest challenge organizations confront: how to spread success from a few small pockets of an organization to its entire fabric. Whether you’re an entrepreneur who wants to get big, a CEO who wants to avoid stagnation, or a non-profit executive who wants make a deeper difference, Scaling Up Excellence is an essential read — a playbook that belongs on the desk of every leader.” -Daniel H. Pink, author ofDrive and To Sell Is Human

“Innovation at scale and speed is our goal.  Robert Sutton and Huggy Rao show us how to do it more often and better, knowing that scale matters.”  –Beth Comstock, Senior Vice President and Chief Marketing Office, GE

“The Internet creates new possibilities for scaling, but scaling rarely happens because of technology alone. This insightful book shares the methods and strategies that successful leaders rely on to spread the beliefs and behaviors that can accelerate an organization’s growth while simultaneously improving its processes.” -Reid Hoffman, co-founder/chairman of LinkedIn and co-author of the #1 NYT bestseller The Start-up of You
“Growth and reinvention are key to winning, especially in tech. In Scaling Up Excellence,  Sutton and Rao outline a real-world view of the challenges leaders face, and provide wisdom and practical tips about how to master them. I loved the insights.” –Shantanu Narayen, CEO, Adobe Systems

“Startups sow the seeds of their culture from the very first day. Yet their ultimate success depends on knowing when and how to scale.  Drawing on first hand accounts from a wide range of industries, Scaling Up Excellence is the first book to offer a detailed examination of the best practices needed to successfully scale without diluting the very qualities that made a company successful in the first place. An important book for corporations and entrepreneurs alike.” -Eric Ries, bestselling author of The Lean Startup

“Maintaining excellence while growing is full of pitfalls and pain, and requires a great deal of thoughtfulness.  Scaling Up Excellence gives us a well-crafted framework for thinking about and addressing the nitty-gritty problems on the ground without getting derailed by lofty goals.  Sutton and Rao keep us focused on the personal actions required for tackling this leadership challenge.”  –Ed Catmull, President of Pixar Animation and Disney Animation Studios

“One of the challenges faced by any complex organization is how to improve performance by sharing best practices within the organization. Too often, scaling is done as an art. To be done well, it needs to be a science. ‘Scaling Up Excellence’ elevates scaling to a core competency instead of a talent. This is a worthwhile book to read.”  -George Halvorson, chairman of the board, Kaiser Permanente 

“A must-read. Renowned experts Robert Sutton and Huggy Rao are the first to tackle a pervasive problem that every leader faces: spreading and multiplying success. This landmark book is full of rich examples, powerful studies, and actionable insights for anyone who cares about making groups or organizations more effective.” – Adam Grant, Wharton professor and bestselling author of Give and Take

“Sutton and Rao provide an illuminating perspective that is particularly useful for leaders and teams about to embark on their own challenging journey to scaling excellence. The stories and studies shared by the authors provide valuable strategic and practical advice, which will increase your odds of success when they are combined with the real “grit” required to make improvements.”   -Ann L. Lee,  senior vice president, Genentech and Global Head of pharma technical development, Roche

“We are all searching for new ways to build more effective teams, startups, and organizations that will stand the test of time. Through compelling research, stories, and narrative, Scaling Up Excellence will show you how to help your best ideas reach a much wider audience. If you want to have a big impact . . . make sure your entire team reads this book.” –Tom Rath, bestselling author of Strengthsfinder 2.0

“An engaging exploration of a powerful and frequently neglected source of competitive advantage: Finding ways to spread and sustain the best ideas and practices we already know how to do. Packed with inspiring examples of how to make it happen –or miss out.” -Martin Riant, Group President Baby, Feminine and Family Care, Procter & Gamble Co.
“If you want your organization to expand and grow without losing what makes you special, this is the book for you.  Sutton and Rao have written a must-read handbook for scaling.” -Chip and Dan Heath, authors of Decisive, Switch, and Made to Stick

Scaling Up Excellence offers a strong antidote to the common pap–the delusions, impatience and incompetence– that too often frustrate reforms and keep many good ideas from achieving their goals.  Through engaging accounts of both organizational successes and colossal failures, Sutton and Rao offer practical wisdom for scaling improvements in  complex institutions.  Anyone involved in the work of improvement should hold this book close at hand.” -Anthony S. Bryk, president, Carnegie Foundation for the Advancement of Teaching

“Rather than a one size fits all recipe for what to do in scaling up your company,  Robert Sutton and Huggy Rao offer  guidelines for action in easy to read terms, based on case studies and research conducted over the last seven years.  If you are interested in excellence using the principle of Less is More, this is the book to read.” –Riccardo Illy, Chairman, Grupo Illy, S.p.A

Scaling Up Excellence is the best book I’ve ever seen on making an organization’s vision come true. Sutton and Rao have created a deeply practical guide that is also a great read, grounded equally in astonishing stories and rigorous research. No matter what you do for a living, read this book to figure out how to link your “short-term realities to long-term dreams.” – Teresa M. Amabile, professor, Harvard Business School and coauthor, The Progress Principle

 “Taking a small, manageable organization and making it into a big, successful enterprise is a major challenge in healthcare or any other industry. Robert  Sutton and Huggy Rao take the mystery out of ‘going large’ with memorable mantras and fascinating case studies. Scaling Up Excellence shows the high roads – and the pitfalls – on the way to bigger and better.  Delos M. Cosgrove MD, CEO and President, Cleveland Clinic

“Inspiring stories, compelling research, and actionable ideas masterfully woven together and immediately usable by any entrepreneur or manager.” –Clara Shih, CEO and Founder of Hearsay Social, member of Starbucks Board of Directors

“Sustaining exceptional performance in growing organizations is critical in today’s world.  Sutton and Rao bring a wealth of knowledge and experience to identifying best practices in a straightforward and accessible way.  If you want to grow your business, you need this book.” –Keith Ferrazzi, author of Never Eat Alone

“Rao and Sutton have hit on an important challenge for leaders in every organization – companies, social sector and government: how do you scale what works, and do it faster. The challenge of finding pockets of excellence and changing mindsets and behavior so that success becomes the norm not abnormal is very real for those who want to make excellence stick. Scaling up Excellence is a useful roadmap for today’s change leaders” –Lenny Mendonca, Director Emeritus, McKinsey and Company, Founder, Half Moon Bay Brewing Company

“Robert Sutton and Huggy Rao’s book provides insights on the key principles of scaling for excellence. For entrepreneurs or business leaders at the forefront of organizational growth, “Scaling up excellence” is a treasure trove of case studies and industry showcases.” -N. R. Narayana Murthy, Executive Chairman, Infosys Limited

Scaling Up Excellence is a masterpiece. I have been wrestling with the same conundrum for 30 years, and I simply marvel at the way Bob Sutton and Huggy Rao have disentangled this supremely important Gordian knot.”-Tom Peters, bestselling author of In Search of Excellence

About bambooinnovator
Kee Koon Boon (“KB”) is the co-founder and director of HERO Investment Management which provides specialized fund management and investment advisory services to the ARCHEA Asia HERO Innovators Fund (, the only Asian SMID-cap tech-focused fund in the industry. KB is an internationally featured investor rooted in the principles of value investing for over a decade as a fund manager and analyst in the Asian capital markets who started his career at a boutique hedge fund in Singapore where he was with the firm since 2002 and was also part of the core investment committee in significantly outperforming the index in the 10-year-plus-old flagship Asian fund. He was also the portfolio manager for Asia-Pacific equities at Korea’s largest mutual fund company. Prior to setting up the H.E.R.O. Innovators Fund, KB was the Chief Investment Officer & CEO of a Singapore Registered Fund Management Company (RFMC) where he is responsible for listed Asian equity investments. KB had taught accounting at the Singapore Management University (SMU) as a faculty member and also pioneered the 15-week course on Accounting Fraud in Asia as an official module at SMU. KB remains grateful and honored to be invited by Singapore’s financial regulator Monetary Authority of Singapore (MAS) to present to their top management team about implementing a world’s first fact-based forward-looking fraud detection framework to bring about benefits for the capital markets in Singapore and for the public and investment community. KB also served the community in sharing his insights in writing articles about value investing and corporate governance in the media that include Business Times, Straits Times, Jakarta Post, Manual of Ideas, Investopedia, TedXWallStreet. He had also presented in top investment, banking and finance conferences in America, Italy, Sydney, Cape Town, HK, China. He has trained CEOs, entrepreneurs, CFOs, management executives in business strategy & business model innovation in Singapore, HK and China.

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