Tom Spencer

AUGUST 18, 2015

Value Chain Analysis is another tool that may prove useful during the consulting case interview. It can be used to analyse the cost structure of a company as part of a declining profitability case, or to analyse the supply chain as part of an operations case. (Source: Flickr ).

Analysis 60

Analysis Case Interview Interviews Operations 60

Steve Shu Consulting

MAY 18, 2017

When I got into the weeds, the problem was essentially an operations strategy and planning project. I brought a little rigor to the analysis, and I worked with the manager to break down scenarios and workflows and applying Little’s Law (i.e., Along with process recommendations, I presented the analysis results to the executive team.

Consulting 150

Consulting Analysis Operations Management 150

Tom Spencer

JUNE 9, 2023

In the digital age, businesses are constantly seeking innovative ways to gain a competitive edge and streamline their operations. From enhancing customer experiences to optimizing decision-making processes, AI is reshaping the way businesses operate and opening up new possibilities for growth.

Data 147

Data Operations Efficiency System 147

Harvard Business

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art. Why does this happen in so many companies?

Sales 70

Sales Data Enterprise Operations 70

Harvard Business

NOVEMBER 1, 2018

Poor data is the norm — fouling operations, adding cost, and breeding mistrust in analytics. FAM can also point out which data attributes have the biggest error rates, suggesting where improvements can be made, using root cause analysis, described next. They should initiate a root cause analysis to figure out why.

Data 132

Data Analysis Sales Exercises 132

Consulting Matters

SEPTEMBER 30, 2020

I asked my partner Jen Hamilton - our community Chief Operating Officer to be my guest today and share all the deets on the what you'll need and how much it all costs so that you can plan in advance for both the startup and ongoing costs. Basically, this is where the lifeblood of your business is because these are where sales happen.

Consulting 296

Consulting How To Insurance Insurance 296

Steve Shu Consulting

MAY 20, 2018

As an example, for one of my first clients as an independent consultant, I got in the door through the referral of an IT systems consultant (met at a local lunch talk) who needed to help their client do an operational analysis. gave them some management one-pagers I wrote on their topic).

Marketing 150

Marketing Case Study Case Studies Consulting 150

Harvard Business

APRIL 26, 2016

For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Compared to professions like engineering or business disciplines like Finance or Operations, the concept of a dedicated salesperson is relatively recent.

Sales 70

Sales Education Training Training 70

Harvard Business

MARCH 13, 2017

Companies wind up in trouble and squander the time, talent, and energy of their workforce when they lose focus, spend money on things that don’t make a difference to employees or the future of the business, and use operating models that are out of whack. redesign the operating model. Redesign the Operating Model.

How To 147

How To Energy Operations Bain 147

Harvard Business

OCTOBER 13, 2017

Many leaders look at profit margin, which measures the total amount by which revenue from sales exceeds costs. You might think of this as the portion of sales that helps to offset fixed costs. Variable costs are those expenses that vary with the quantity of product you produce, such as direct materials or sales commissions.

How To 134

How To Boston Consulting Group Sales Productivity 134

Harvard Business

DECEMBER 17, 2018

Companies are beginning to utilize their employees’ behavioral data — generally known as people analytics — to better understand and improve their sales operations , with strong results. Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value.

Sales 71

Sales Data Enterprise Analysis 71

Harvard Business

OCTOBER 31, 2016

For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. Somewhere else?

Sales 70

Sales Marketing Survey Finance 70

Asamby Consulting

JANUARY 13, 2023

ChatGPT can be used in a variety of ways to enhance business operations, such as: Customer service ChatGPT can be integrated into a chatbot system to provide automated customer service, answering frequently asked questions and resolving common issues. Written by ChatGPT ?.

Operations 52

Operations Analysis Data Media 52

Harvard Business

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. This danger is prevalent in sales. Denver Post/Getty Images.

Sales 71

Sales Case Interview Recruitment Recruiting 71

Harvard Business

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. This danger is prevalent in sales. Denver Post/Getty Images.

Sales 71

Sales Case Interview Recruitment Recruiting 71

Harvard Business

SEPTEMBER 12, 2016

The typical approach to gathering customer feedback involves a once-a-year survey that produces a wave of analysis and reports, but usually is based on too many of the wrong questions to too few of the right people. These are not sales conversations, but rather a chance to probe for specific complaints, priorities and desires.

B2B 70

B2B Sales Data Automotive 70

Markovitz Consulting

MAY 1, 2019

The authors state that companies adopting business process reengineering are so focused on the future state that they ignore a thorough analysis of the current state. What kind of current state analysis only has interviews with no observational data? I hardly know what to say about this argument. How do you define “too much time”?

Software 124

Software Chemicals Analysis Process Analysis 124

Harvard Business

AUGUST 8, 2018

For Tesla, adding more human labor to the mix means extending traditional jobs with additional responsibilities that would help ensure the smooth and efficient operation of the Alien Dreadnought. The worker must also possess robotics and controls engineering skills, according to our analysis of Tesla’s recent recruiting efforts.

Engineering 130

Engineering Training Training Analysis 130

Tom Spencer

APRIL 17, 2014

The profitability framework can help executives, consultants and entrepreneurs to diagnose and respond to falling prices, declining sales volume, or rising costs. Revenue can come from various sources including advertising and product sales, but is normally thought of as being a function of price per unit and units sold.

Sales 104

Sales Balance Sheet Examples Productivity 104

Harvard Business

SEPTEMBER 11, 2017

Along the way, I’ve talked to hundreds of founders, sales and marketing leaders, customer success VPs, and front-line reps about how to build a customer-first SaaS organization. Err on the side of over-inclusivity by inviting customer teams to engineering events, sales rallies, and shutting down customer support for company events.

Metrics 132

Metrics Engineering Efficiency Operations 132

Tom Spencer

OCTOBER 8, 2013

The four alternative growth strategies are: Market Penetration: a strategy to increase sales without departing from the original product-market strategy. This involves increasing sales to existing customers and finding new customers for existing products. The Four Growth Alternatives. the firm has a strong R&D team.

Productivity 113

Productivity Transportation Development Marketing 113

Harvard Business

FEBRUARY 16, 2017

Cleaning up data downstream is expensive and not scalable, because data is a byproduct of business processes and operations like marketing, sales, plant operations, and so on. This requires close collaboration with the operating units and IT. High-quality data can reduce the cost and risk of IT projects.

Data 102

Data Company Operations Enterprise 102

Management Consulted

AUGUST 1, 2013

After building a successful model in financial services, Oliver Wyman expanded to offer pure strategy consulting services to non-financial services groups and now has 2 internal divisions that operate relatively independently. Strategic Information Technology and Operations. Oliver Wyman became own firm again. Mercer buys Oliver Wyman.

Oliver Wyman 201

Oliver Wyman Interviews Mercer NERA Economic Consulting 201

Harvard Business

FEBRUARY 8, 2018

The complex calculations of the field known as Operations Research were enabled by mainframe computing. Key to the new system are rapid data collection and analysis, followed by over the air changes to product software. Theories and practices of management often spring from the opportunities created by new technologies.

Change Management 134

Change Management Management Software Productivity 134

Harvard Business

NOVEMBER 6, 2018

Decision scientist: Dashboards, presentations, memos, new metrics, predictive models to inform decision-making, opportunity analysis to determine what to invest in or prioritize, reports on the results of experiments including recommendations. In larger and more sophisticated data operations, more fine-grained roles are necessary.

Data 132

Data Engineering Software Metrics 132

Harvard Business

JANUARY 4, 2017

By one analysis , 88% of companies appearing on the Fortune 500 list in 1955 were not on it in 2014 (having merged, gone bankrupt, or fallen off the list). And the most-successful managers must change similarly as they assume additional or different responsibilities through their careers, moving from head of sales to COO or from CFO to CEO.

Agile 147

Agile Course Operations Exercises 147

Management Consulted

APRIL 2, 2017

The firm’s main capabilities include: actuarial, business & organization transformation, digital, marketing and sales, operations & technology, risk management, and strategy & value sourcing. The firm has four offices in the region: in Abu Dhabi, Doha, Dubai, and Riyadh. The firm is wholly owned by 220 partners.

Oliver Wyman 160

Oliver Wyman Consulting Deloitte Real Estate 160

Harvard Business

MARCH 29, 2018

In study after study for over a decade, operations researchers have found that retailers understaff during peak hours. Increasing staffing, they found, could increase sales and profits. Receiving additional staffing during understaffed periods, which were identified based on analysis of store traffic and conversion rate data.

Retail 71

Retail Sales Productivity Research 71

MishTalk

JULY 30, 2013

Trend Analysis. Retail Sales Rise in Germany and France, Decline in Italy; Margin Squeeze in Germany and France. Italy: Sharpest drop in retail sales since April. In Italy, Markit reports Sharpest drop in retail sales since April. Rate of decline in retail sales accelerates for second straight month. Advertisers.

Retail 67

Retail Sales Real Estate Financial 67

MishTalk

JULY 14, 2013

Trend Analysis. Clearly the pace of sales is very far below the business plan. With estimated operating costs of 1.7 you take as a result of information, analysis, or advertisement on this site is ultimately your responsibility. Global Economic. Advertisers. Sitka Pacific. Recent Posts. Featured Links. with the author(s).

Banking 75

Banking Analysis Trends Real Estate 75

Tom Spencer

NOVEMBER 14, 2020

We relied on marketing professors to learn current market analysis techniques and tools, online retail platforms for data, and customer surveys to generate a majority of our insights. With a team of five, we delved into 3+ years of sales data and operational costs to create an effective final presentation.

Consulting 142

Consulting Recruiting Recruitment Sales 142

Harvard Business

NOVEMBER 12, 2018

Product marketing: For this, the CMO pulls all of the analysis and insights from all of the customer-facing resources of the organization to support and co-design specific solutions with the product organization. Sales support: This has sometimes not been the purview of the CMO at all, but has been taken up and led by the sales team alone.

How To 129

How To Sales Marketing Productivity 129

Harvard Business

MAY 23, 2016

Operations in a Connected World. In the future vision where the factory only produces a product when there is customer demand or an operation is only performed when there is a “data” signal, we shift to a different paradigm: event-triggered control. Insight Center. Sponsored by Accenture.

Data 124

Data System Engineering Operations 124

Harvard Business

JULY 8, 2016

Executives are usually taught that data is an objective and critical input for strategic planning and operations. Applying this, however, is much easier said than done — especially among companies operating in emerging markets. To understand a product’s sales potential, executives want industry-specific indicators.

Data 121

Data Marketing Sales Government 121

Tom Spencer

MAY 31, 2012

Bain operates in 47 offices across 30 countries. In Ausralia, Bain operates out of Sydney, Melbourne and Perth. Founded in 1963 by Bruce Henderson, BCG operates in more than 75 offices worldwide. In Australia, BCG operates out of Sydney, Canberra, Melbourne and Perth. McKinsey operates in 98 locations worldwide.

Oliver Wyman 122

Oliver Wyman Strategy Strategy Strategy& 122

Markovitz Consulting

OCTOBER 28, 2020

But if you want to thrive in the post-COVID world, you’ve got to start working on operational improvements now. Selling and merchandising Value stream mapping revealed an additional drag on the company: the sales process. As with most companies, the sales team would take dress samples on the road to visit accounts.

Sales 113

Sales Meeting Operations Video 113

Effective Managers

MARCH 31, 2023

The most common usage of those words in that order are replicated based on the analysis of the data in which the AI draws. Think unskilled and technical work: taxi driver, labourer, mechanic, baker, assembler, bookkeeper, brick layer, carpenter, call centre operator, receptionist, and so on. This is Level 1 work.

Ethics 148

Ethics Training Training Data 148