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.
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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?
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The Most (and Least) Empathetic Companies, 2016
Harvard Business
DECEMBER 1, 2016
As the newly released 2016 Empathy Index demonstrates, empathy, which is about understanding our emotional impact on others and making change as a result, is more important to a successful business than it has ever been, correlating to growth, productivity, and earnings per employee. billion) in the year to end-March 2016. billion ($1.39
Company 70
70 
Leading Management Principles of the World’s Top Shipbuilders
Epicflow
NOVEMBER 8, 2024
This is almost 10% higher than in 2016. As stated in the report, between fiscal years 2010 and 2016, MHI successfully secured a cumulative free cash flow of nearly $14.4 Nearly 56% of survey respondents believe they cannot demonstrate improvements in on-time project delivery, organizational efficiency, or profitability.
Management 222
222 
Early Lessons from India’s Demonetization Experiment
Harvard Business
MARCH 14, 2017
When the policy change was announced, people were given until December 30, 2016, to return 500- and 1,000-rupee notes to banks, or else risk losing the value of them. Arguably, the surge in business for mobile wallets was natural, at least for the 17% of the population that owned a smartphone in early 2016. instead of 7%.
Banking 128
128 
How AI Is Streamlining Marketing and Sales
Harvard Business
JUNE 12, 2017
The company collects thousands of sales leads from the businesses it serves, and it wishes to interact with them in the intimate, personal manner consumers have come to expect. Wentworth told me that Drift is generating qualified leads for the sales team by making customers. Analytics are critical to companies’ performance.
Sales 71
71 
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 
You Can Make Your Sales Data a Lot Better with a Little Discipline
Harvard Business
JUNE 13, 2017
economy in 2016. Too many sales teams (and other departments) enter data by hand but create fresh entries instead of searching their systems and updating existing accounts, which muddies their data sets. You can take a similar approach by arming sales with valuable information for engaging with prospects.
Sales 71
71 
More Trapped Homeowners: Pending Home Sales Decline Again, Index Below 2016 Level
MishTalk
MAY 31, 2017
The pending home sales index, an estimate of existing home sales, has accurately provided the direction of the monthly home resale reports. The survey is down for the second month, providing further evidence of a housing slowdown. more…).
Sales 48
48 
Two Priorities to Build Up Russia’s Auto Industry: Exports and Innovation
BCG
OCTOBER 5, 2016
Article Wednesday, October 05, 2016. In the most likely of these, the market recovers slowly by 2020 but annual sales still do not exceed 2 million automobiles. This level of sales represents a “new normal” for the industry, and it is far below the industry’s current production capacity.
Industry 98
98 
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. Companies with a Formal Sales Process Generate More Revenue. 2016, April).
System 95
95 
The 2016 Value Creators Rankings
BCG
OCTOBER 24, 2016
Article Tuesday, October 25, 2016. The 2016 rankings are based on an analysis of TSR at approximately 2,000 companies worldwide from 2011 through 2015. We also show TSR performance from January 1 through June 30, 2016. The global and industry rankings are based on five-year TSR performance from 2011 through 2015.
Insurance 40
40 
Architect Your Business Joy with Jodee Peevor
Consulting Matters
AUGUST 25, 2022
I decided to expand in 2012 and opened another business, focusing on the complete package, with Marketing Agency "Online & Totally Fabulous," which builds, launches, grows, and scales online businesses initially with WordPress and Joomla, and in 2016 I started specializing in Kajabi.
Interviews 156
156 
Thank you to our 2016 Silent Auction Donors & Volunteers!
Women in Consulting
SEPTEMBER 27, 2016
By: WIC Blog Admin. :: We are so grateful to everyone who contributed to the success of this year’s silent auction on September 15, 2016! Thank you to our awesome team of volunteers, who helped make the 2016 Silent Auction possible: Jen Berkley Jackson, The Insight Advantage ; www.theinsightadvantage.com.
Banking 48
48 
A Study of 46,000 Shoppers Shows That Omnichannel Retailing Works
Harvard Business
JANUARY 3, 2017
Retail sales through digital channels (including mobile sales) increased by a massive 23% in 2015. Amazon is the biggest beneficiary, now accounting for 26% of all online retail sales. We studied the shopping behavior of just over 46,000 customers who made a purchase during the 14-month period from June 2015 to August 2016.
Retail 134
134 
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. Other companies occupy a separate category of transformation because they are in the midst of immediate, urgent crises.
Turnaround 105
105 
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.
Government 121
121 
One Size Does Not Fit All
Harvard Business
DECEMBER 20, 2017
The shift of in-store retail sales to online sales gets all the buzz these days, but according to the U.S. Commerce Department online retail sales were just 8.1% of the retail total in 2016. Like it or not, the holiday shopping season is officially here!
Retail 72
72 
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
Sales 42
42 
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 160
160 What Creativity in Marketing Looks Like Today
Harvard Business
MARCH 22, 2017
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. Like many retailers, Macy’s has traditionally spent 85% of its marketing budget on driving sales. These members are 2.6 The results?
Marketing 134
134 How Managers Should Respond When Bribes Are Business as Usual
Harvard Business
NOVEMBER 16, 2018
When the front-line salesperson raises the possibility that the bribe demand may cause delays, management will actually pay any accrued bonus as if the sale had been completed, drawn from the bonus pool. “That’s enlightened management.”
Management 129
129 
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 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. This shift gives CPGs an opportunity to gain rich insight into the tastes and habits that drive their sales. Coca-Cola recently reshuffled its leadership team to focus on growth, innovation, and digital.
Media 135
135 
Even Life-Saving Innovations Don’t Sell Themselves
Harvard Business
FEBRUARY 16, 2017
Develop and fund a sales and marketing capability from the outset. It served close to 4,000 people in 2014, its first full year in the market, and expected enrollment to top 100,000 in 2016, five times the number enrolled by all other diabetes prevention program (DPP) providers combined in 2015. Let’s look at each of these.
Nonprofit 115
115 
K-Pop’s Global Success Didn’t Happen by Accident
Harvard Business
NOVEMBER 10, 2016
In July 2016, the mega-hit “ Gangnam Style ” by South Korean singer PSY surpassed 2.6 Instead, the company blanketed social media in the weeks preceding the album’s release, propelling Solar to number two on the American iTunes R&B sales charts and number one on the Canadian equivalent. billion views on YouTube.
Talent 129
129 The Best Retailers Combine Bricks and Clicks
Harvard Business
MAY 30, 2016
Sure enough, the Census Bureau just released data showing that online retail sales surged 15.2 percent between the first quarter of 2015 and the first quarter of 2016. More than 20 years after the internet was opened to commerce, the Census Bureau tells us that brick and mortar sales accounted for 92.3 Looking only at that 15.2
Retail 70
70 
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
131 
Writing Your Résumé When Your Job Title Doesn’t Reflect Your Responsibilities
Harvard Business
MAY 16, 2017
Described by faculty as “the Hope Diamond among the many gems on staff” when received 2016 and 2013 Staff Excellence Awards. Establish functions from scratch — Finance, Accounting, Marketing, Sales, and HR. Function as Administrative Officer, well beyond Administrative Assistant job description.
Transportation 134
134 Is Tesla Really a Disruptor? (And Why the Answer Matters)
Harvard Business
AUGUST 16, 2017
In Hong Kong and Denmark, for example, announcements that the subsidy would be withdrawn collapsed Tesla sales by 90% or more, leading Danish officials to extend the rebate period. But as Apple learned from the muted success of the iWatch, early enthusiasm for a new product may not suggest a long tail of future sales.
Automotive 132
132 
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
157 
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
100 If Retailers Want to Compete with Amazon, They Should Use Their Tax Savings to Raise Wages
Harvard Business
JANUARY 11, 2018
There were 662 bankruptcy filings in retail, according to bankruptcydata.com, up 30% from 2016. In 2016 the average employee turnover in retail was 65%. In 2016 the median hourly wage of the country’s nearly 9 million retail workers was $10.37, below the poverty threshold for a family of four.
Retail 71
71 
Survey: Female Founders Are (Finally) Paying Themselves More
Harvard Business
JUNE 26, 2018
Nashville-based entrepreneur Sherry Deutschmann built her company, LetterLogic, into an enterprise with $40 million in revenue before selling it to a private equity firm in 2016. Her board encouraged her to finally take a pay hike.
Survey 123
123 
The Swedish CEO Who Runs His Company Like a CrossFit Gym
Harvard Business
MARCH 12, 2018
” Whether in marketing or sales, it often feels like jobs are contingent on external circumstances, the whims of executives, strategic pivots, and shareholder demands. The brand lacked identity and the books for the previous year showed a decline in net sales and a dive in profits.
Company 71
71 
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. And retailers like Sweden’s Systembolaget, the state-owned alcohol monopoly, aggressively expanded the sale of bottles of organic wine by prominently displaying them in shops.
Chemicals 126
126 How Blockchain Can Help Marketers Build Better Relationships with Their Customers
Harvard Business
OCTOBER 1, 2018
Vendors using eBay and Shopify pay listing and sales fees, and consumers pay transaction fees on payment portals like PayPal. In 2016, HubSpot published a research study showing that a majority of Internet users dislike most forms of pop-ups and mobile ads and see online advertisement as intrusive and negatively disruptive.
Marketing 129
129 
China’s Consumers Stay the (Slightly Slower) Course
BCG
JUNE 20, 2016
Article Monday, June 20, 2016. China’s economy continues to make global headlines, with each uptick or downtick in GDP growth, industrial output, retail sales, or other measure pored over like tea leaves for what it portends.
Course 69
69 
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 116
116 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
72 WalMart Margins Set to Plunge? Will Rest of Retail Follow? What About Jobs?
MishTalk
OCTOBER 16, 2014
Retail sales reports on Wednesday have me thinking about the strength of the economy, commercial construction, jobs, and profit margins. Let''s start with a look at retail sales. Retail Sales Falter Amid Signs of Global Slowdown. Similarly, Bloomberg reports Weaker Retail Sales Signal Smaller Spending Boost.
Retail 70
70 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.
Company 70
70 
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.
Company 133
133 
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