Inside Nudging: Implementing Behavioral Science Initiatives to be released in June 2016
Steve Shu Consulting
APRIL 15, 2016
My new book, Inside Nudging: Implementing Behavioral Science Initiatives , will be released in June 2016.
2016 Development Sales 
Leading Management Principles of the World’s Top Shipbuilders
Epicflow
NOVEMBER 8, 2024
This is almost 10% higher than in 2016. To improve their project management practices, C-levels at HHI developed a sustainable management policy. Management at HHI has developed an improvement plan with quality and technology as their top priorities. billion in revenue by 2022.
Management 
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Successful Independent Consulting
JULY 16, 2019
My colleague Nancy says that someone in an area like talent management may not be specialized enough to get many project requests; they’d do better if they specialized in a subset of talent management like sales compensation or talent management software. How can I sign up to become a Council Member?
Talent 297
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The End-of-Quarter Sales Rush Costs Companies Money
Harvard Business
AUGUST 25, 2017
Ask any organization what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. Sales teams are closing deals, at all costs. million sales transactions from the anonymized data of 151 U.S. companies over nine consecutive quarters (Q1 2014 through Q1 2016).
Sales 71
71 
Two Priorities to Build Up Russia’s Auto Industry: Exports and Innovation
BCG
OCTOBER 5, 2016
Article Wednesday, October 05, 2016. We analyzed the factors affecting Russia’s automotive market and developed three potential scenarios. In the most likely of these, the market recovers slowly by 2020 but annual sales still do not exceed 2 million automobiles. million automobiles (cars and light trucks) sold in 2012.
Industry 98
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Desperate Times Call for Effective Turnarounds
BCG
NOVEMBER 11, 2016
Article Friday, November 11, 2016. Sales numbers may be stable, or even growing, yet profitability has begun to decline. Sales are now stagnating or declining, while profit margins turn markedly negative. Based on BCG’s experience working with clients, we have developed a three-part transformation framework.
Turnaround 105
105 5 Ways to Help Employees Keep Up with Digital Transformation
Harvard Business
SEPTEMBER 27, 2017
Unilever has acquired Dollar Shave Club , a young startup, for $1 billion in a move to introduce a new model of subscription sales. One of Rochet’s first tasks was to create a leadership development program that equipped executives with the knowledge, mindset, and ways of working the company would need to grow in the digital age.
Media 136
136 
How Companies Are Already Using AI
Harvard Business
APRIL 14, 2017
Even the near-term outlook has been quite negative: A 2016 report by the Organization for Economic Cooperation and Development (OECD) said 9% of jobs in the 21 countries that make up its membership could be automated. Four years ago, an Oxford University study predicted 47% of jobs could be automated by 2033.
Company 167
167 
Even Life-Saving Innovations Don’t Sell Themselves
Harvard Business
FEBRUARY 16, 2017
adults were at risk of developing type 2 diabetes in 2015. At the same time, some 1,000 nonprofits and community-based organizations were offering a drug-free solution to help avoid developing diabetes, but they weren’t sufficiently publicizing it or engaging users to sell the service. Consider that 86 million U.S.
Nonprofit 118
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Importance of CRM Systems for Modern Businesses
Tom Spencer
FEBRUARY 2, 2019
This term was coined by Robert Hoffman to describe the process of achieving rapid growth in large global markets, and is a tactic utilised in some of the world’s most admired companies (Sullivan, 2016). Increases speed of sales processes. Customisable CRM platforms eliminate these tasks by automating everyday processes. Conclusion.
System 95
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Optimizing Portfolio Profit through DIPP-guided Resource Allocation
Epicflow
OCTOBER 9, 2024
If we are undertaking the project scope because of the value (contract price, sales revenue, market visibility, productivity improvement, mortality reduction, etc.) If we are undertaking the project scope because of the value (contract price, sales revenue, market visibility, productivity improvement, mortality reduction, etc.)
Resources 130
130 
Startups Are Turning Customers into Lobbyists
Harvard Business
OCTOBER 24, 2017
In Minnesota, a baker named Shelley Erickson mobilized customer support through two petitions on Change.org to challenge “cottage laws” that prohibited the sale of food made by independent bakers in their homes. Small businesses and entrepreneurs have also effectively deployed online petitions. Partner organizations. In the U.S.,
Government 122
122 What Creativity in Marketing Looks Like Today
Harvard Business
MARCH 22, 2017
Customers today are not just consumers; they are also creators, developing content and ideas — and encountering challenges — right along with you. Brocade, a data and network solutions provider, created a “customer first” program by identifying their top 200 customers, who account for 80% of their sales.
Marketing 134
134 
How to Motivate Frontline Employees
Harvard Business
AUGUST 30, 2018
In 2016 the leadership team of a national retail organization asked us to help boost their frontline performance. To ensure this front line could focus on learning, we eliminated high-pressure motivation tactics, including sales commissions, high-pressure conversations, sales-based promotion criteria, and public shaming.
How To 131
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This Program Uses Lean Startup Techniques to Turn Scientists into Entrepreneurs
Harvard Business
MARCH 7, 2017
When Subra Suresh was tapped to lead the National Science Foundation (NSF), in 2010, he saw that many of the pathbreaking discoveries developed through the agency’s grants weren’t finding their way to the marketplace, so he sought to foster better links between government and industry. Cat Yu for HBR. The Future of I-Corps.
Government 140
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Top 10 Consulting Firms In New York
Management Consulted
FEBRUARY 5, 2017
McKinsey’s New York office recently received a perfect score for the 10th year in a row for the Human Rights Campaign Foundations 2016 corporate equality index, which focuses on the best places to work with regards to LGBT equality and gender equity for women. The office at NYC has grown quite a bit the past ~7 years.
Consulting 157
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Why Microsoft Is Willing to Pay So Much for GitHub
Harvard Business
JUNE 6, 2018
To put this in perspective, Microsoft acquired LinkedIn for $26 billion in 2016 (7.2x It’s about multiples of revenue or earnings, sales growth, profit margins, and management theory. Microsoft’s $7.5 GitHub was acquired for close to 30x annual recurring revenue (an astronomical multiple). So why the difference?
Financial 134
134 How Organic Wine Finally Caught On
Harvard Business
APRIL 3, 2018
Whole Foods Market, which by 2010 accounted for over one half of organic food sales in the United States, did little to promote organic wines. As organic wine standards were being developed in Europe and the U.S., While 6% of the wine sold at Systembolaget in 2011 was organic, by 2016 it was over 20%. What changed?
Chemicals 129
129 
New Home Sales Near Post Crisis High
MishTalk
APRIL 25, 2017
New homes sales rose at a seasonally-adjusted annualized rate(SAAR) of 621,000 in March vs. an Econoday expectation of 588,000. All elements are kicking in for housing right now with prices showing strength, permits moving up, and also sales on the climb. percent for sales, offers room for further price gains ahead. months vs 5.4
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ZS Associates Firm Profile
Management Consulted
NOVEMBER 6, 2016
Today’s emphasis is on ZS Associates (pronounced Zee S in the USA) – a premier boutique firm focused on sales force and marketing optimization. Upon realizing that their findings were highly applicable to the problems of sales force sizing and resource allocation, they decided to investigate further. sales force teams.
Case Interview 100
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When AI Becomes the New Face of Your Brand
Harvard Business
JUNE 27, 2017
These include customer service (39% of companies), marketing and sales (35%), and even the managing of noncustomer external relationships (28%) where brand power is key, such as in attracting top talent into the organization’s recruiting pipeline. In Hong Kong Hanson Robotics is developing robots with human features.
Ethics 129
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Why Aren’t Black Employees Getting More White-Collar Jobs?
Harvard Business
FEBRUARY 28, 2018
My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company. When I joined the company, my branch sales manager — someone I considered a field office general — was black, as were many of my instructors.
Metrics 118
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It’s Time to Tie Executive Compensation to Sustainability
Harvard Business
AUGUST 17, 2017
Most plans have fewer than six: one or two financial metrics, such as sales growth or earnings per share, and two or three nonfinancial metrics, in areas such as quality or innovation. Coca-Cola devotes many resources to creating cleaner water supplies in developing countries. Having any more than that risks diluting executive focus.
Metrics 134
134 Sanctions Starting to Bite the Hands That Promoted Them
MishTalk
JULY 31, 2014
Volkswagen, Europe’s biggest carmaker by sales, reported an 8 per cent decline in sales in Russia in the first half of the year, compared to the same period a year earlier. Metro, the eurozone’s second-largest retailer, said events in Russia were creating risks for the group as it revealed sales had declined sharply in Ukraine.
Sales 72
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What Multinationals Need to Do to Succeed in Africa
Harvard Business
DECEMBER 7, 2018
The beer maker started as South Africa’s national champion, snapped up global brands such as Pilsner Urquell, Miller Lite, and Peroni, and ended up on the London Stock Exchange’s FTSE 100 list before being acquired by rival Anheuser-Busch InBev for $103 billion in late 2016.
Case Studies 71
71 How Investors React When Companies Announce They’re Moving to a SaaS Business Model
Harvard Business
JANUARY 12, 2017
Yet by April 2016 Adobe’s stock price had nearly tripled from its value four years earlier. But the move to SaaS comes with considerable challenges: Firms will need to change their structure , sales culture, and incentives , and convince existing as well as new customers of the new offering’s value.
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70 Why the Best Internal Candidate Might Be from an Unlikely Part of the Company
Harvard Business
MARCH 8, 2018
To use a sports analogy, you’re not going to ever be a really great tennis player unless you stop relying on your forehand (your strength) so that you can develop your backhand, which is inherently weaker. We all need to develop skills that don’t come naturally. Call it baptism by fire. Greater diversity of perspectives.
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How India Is Moving Toward a Digital-First Economy
Harvard Business
NOVEMBER 8, 2017
On November 8, 2016, India’s government did something that had no other government had attempted before at the same scale: it decided to remove 86% of the country’s currency notes by value from circulation. Ashima Narula/EyeEm/Getty Images. Using Technology to Go From Identity to Financial Inclusion.
Government 134
134 Recessions Push People to Buy Cheap Things, Which Just Makes Everything Worse
Harvard Business
MAY 12, 2017
In 2016, an influential study by Nir Jaimovich and Henry Siu showed that jobless recoveries occur because routine jobs are permanently eliminated during recessions. Whole Foods, an upscale supermarket, employs six workers per million dollar of sales. It took seven years for employment to return to its 2007 level. In the U.S.
Sales 71
71 
Fighting Uncertainty in Organizations, Including Matrix Ones
Epicflow
OCTOBER 16, 2023
“When Dr. Goldratt came to me and asked, ‘Eli, how long will it take you to develop a new feature’, I hesitated. TOC has fully developed methodologies for determining the right location of buffers in projects as well as in manufacturing. 2] The TOC contribution to Healthcare , Eli Schragenheim (2016). [3]
Resources 130
130 
Tesla: Leading the Charge Toward Sustainability
Tom Spencer
JANUARY 27, 2023
Tesla has also implemented a unique direct-to-consumer sales model , bypassing the traditional franchise dealership system. In 2016, the company acquired SolarCity , a solar panel manufacturer and installer, and subsequently introduced the Solar Roof , a system that integrates solar panels into the structure of a building’s roof.
Energy 88
88 
Nearly Half of Companies Say They Don’t Have the Digital Skills They Need
Harvard Business
JULY 28, 2017
Compare that with 67% and 66% in 2016 and 2015, respectively. Information that used to be siloed between email, social, point of sale, and other platforms can now be consolidated, allowing employees to make smarter decisions. On a global basis, companies are losing faith in their digital smarts.
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Good Cybersecurity Can Be Good Marketing
Harvard Business
SEPTEMBER 23, 2016
In fact, one of the keys to creating a successful online business in 2016 was to “ show people your site is secure and trustworthy.” Developing deeper knowledge of your organization’s consumers may be the best way for you to simultaneously secure their online touchpoints while providing a better customer experience.
Marketing 70
70 3 Ways M&A Is Different When You’re Acquiring a Digital Company
Harvard Business
JULY 11, 2017
They’re also likely to be paying an even higher premium for the acquisition, betting on a fast—although uncertain—development. In March 2016, Thales purchased Vormetric, the growing cybersecurity firm, for $400 million, which was 5.7 times Vormetric’s sales.
Company 71
71 
Friday Fusion: August 21, 2020
Tsavo Neal
AUGUST 21, 2020
Web Design • WordPress • Conversion Rate Optimization • HTML • CSS • SEO • Google Analytics • Content Marketing • Copywriting • New Business Development • UX Design • Project Management • Email Marketing • Marketing Automation. Tsavo Neal Consulting – Founder & Digital Marketing Consultant (OCT 2016 – PRESENT).
Resumes 78
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The lowdown on Retail Week Live 14th-18th March 2016
freshminds
MARCH 22, 2016
Sponsored by digital software developer Oracle, the glittering event took place in the Ballroom of the Grovesnor House Hotel on Park Lane as the champagne flowed and live bands headlined. As an 'etailer', 40% of their sales already go through mobile and this app aims to create a social shopping community to play to this trend.
Retail 41
41 
How Pharma Companies Can Keep Winning in China’s Changing Market
BCG
NOVEMBER 22, 2016
Focus Tuesday, November 22, 2016 Big shifts are underway in China’s pharmaceutical market. They will shape the marketplace for more than 90% of drug sales for the next decade for multi-national corporations and domestic players.
Marketing 40
40 
The 3 Essential Jobs That Most Retention Programs Ignore
Harvard Business
JANUARY 5, 2018
But over and over again in our three decades of experience as talent development and retention specialists, we’ve seen that companies consistently overlook half of them. These are jobs in R&D, technology, and other areas vital to a firm’s strategic direction, product development, and process efficiency.
Talent 73
73 Why Adding More Products Isn’t Always the Best Way to Grow
Harvard Business
AUGUST 28, 2018
But sales hardly budged. Finally, in 2016, it took a new tack. Sales finally jumped, with same-store revenue up 6% in 2017, and the stock rose by 40%. Since speed had always been a competitive differentiator, this effect was especially important, and probably canceled any sales gain from the greater choice.
Productivity 70
70 The Right Way to Use Analytics Isn’t for Planning
Harvard Business
JUNE 16, 2016
In July 2015, Novartis launched its new heart failure drug, Entresto, which Forbes in 2014 predicted would be a blockbuster — with expected sales of $10 billion annually — as the potential market in the US exceeds 5 million people with a heart failure condition. Maggi’s sales accounted for quarter of Nestlé’s $1.6
Two Ways to Break into India’s Consumer Market
Harvard Business
OCTOBER 10, 2016
However, recent developments have opened new doors for consumer product companies to expand their presence and sales in India, at much lower risks. When a new foreign entrant signs up a single distributor, often it does not even move the needle for substantial sales. This is a niche that American companies can fill.
Marketing 70
70 The Factors Behind China’s Growing Strength in Innovation
Harvard Business
JULY 2, 2018
In 2017, DJI’s sales were around $2.7 In 2016, DJI had 1,500 people in R&D , or 40% of a workforce of 4,000 – a luxury only available to a company that can tap into low-cost engineering talent. A prototype that takes two weeks to develop in Silicon Valley can be created overnight in Shenzhen. Unlike in the U.S.,
Engineering 71
71 Asian Americans Are the Least Likely Group in the U.S. to Be Promoted to Management
Harvard Business
MAY 31, 2018
When we were tech executives in Silicon Valley, our corporate responsibility was to grow the business by building a highly skilled and motivated workforce through hiring, developing, and promoting the best talent. of the federal professional workforce in 2016 , they are only 4.4% These issues aren’t confined to the tech industry.
Groups 71
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Five Selling Secrets of Today’s Digital B2B Leaders
BCG
APRIL 5, 2016
Article Tuesday, April 05, 2016. A quiet revolution has been happening in sales over the past several years. While many companies have continued to adhere to sales models developed a decade ago, “digital attackers” have been busy reinventing selling.
B2B 40
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