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5 Ways to Help Employees Keep Up with Digital Transformation

Harvard Business

Unilever has acquired Dollar Shave Club , a young startup, for $1 billion in a move to introduce a new model of subscription sales. At L’Oréal, CEO Jean-Paul Agon signaled the company’s digital transformation when he recruited Lubomira Rochet to be the chief digital officer and a member of the executive team.

Media 135
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ZS Associates Firm Profile

Management Consulted

Today’s emphasis is on ZS Associates (pronounced Zee S in the USA) – a premier boutique firm focused on sales force and marketing optimization. Founded in 1983 by Kellogg School of Management marketing professors Andris A. sales force teams. Where did ZS Associates begin, and what are they known for?

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Selling Your Competitive Advantages in Consulting

Tom Spencer

Looking back to consulting recruiting in graduate school, I always think about how interesting it was that so much of the conversation among candidates was about getting an offer from a top consulting firm. During the recruiting process, firms screen candidates for potential to succeed given the firm’s business portfolio and culture.

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Changing Company Culture Requires a Movement, Not a Mandate

Harvard Business

The role of sales representatives in Russia was recast to act as knowledge hubs for physicians, since better physicians lead to healthier patients. Leaders should not be too quick or simplistic in their translation of social movement dynamics into change management plans. Practices for Leading a Cultural Movement.

Culture 134
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The Right Way to Use Analytics Isn’t for Planning

Harvard Business

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

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Leading Effectively When You Inherit a Mess

Harvard Business

Recruited from outside the organization, she faced multiple problems: The business was losing money, costs were bloated, customer loyalty was fading, and key talent was defecting. Juan Díaz-Faes for HBR. An executive I work with recently stepped into the biggest challenge of her career.

Data 132
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How AIG Moved Toward Evidence-Based Decision Making

Harvard Business

The Science Team intentionally refrains from using the words “data” or “analytics,” as the team’s capabilities stretch far beyond these two disciplines: behavioral economists, psychologists, engineers, and change management experts work hand-in-hand with data scientists, mathematicians, and statisticians.