Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Refining Sales Team Structure and Roles. At the highest level, Workplace Analytics can provide a factual foundation for decisions on sales structure and roles.

Sales 133

Sales Software Productivity Data 133

Management Consulted

JULY 22, 2013

Plus, financial advisory schools aren’t hyper-focused on recruiting the president of the class – they more realistically focus sales efforts on a fraternity vice president with a great volunteer record, a strong major, great quant scores and a really good GPA who is great with people. Aggressively pursue responsibility.

Financial 194

Financial Consulting Strategy& Strategy 194

Harvard Business

JUNE 30, 2016

Such high-profile exposure has prompted more companies to view ZBB as a fresh “wonder diet” for achieving radical corporate leanness. Yet for all the promise of ZBB, many companies that try it soon grow disenchanted. It was apparent that others in the company shared this view. We have tried. Nothing worked.

Company 118

Company Benchmarking Travel Policies 118

Management Consulted

JANUARY 1, 2017

These cases can be some of the scariest, because they test things like finance principles, but on the other hand, they’re really easy to recognize. All acquirers will want to increase cash flow, but the length of their investment in the company will differ, depending on the type. They will own 100% of the target company.

Case Interview 154

Case Interview Interviews Intellectual Property Cash Flow 154

Steve Shu Consulting

FEBRUARY 17, 2010

The introduction of new product or service lines into an existing customer base is a challenge that companies often face with new business development. As an example of a project on the right side, that same software company may be looking to introduce new platform capabilities such that indirect, 3rd parties can develop applications (e.g.,

Strategy& 150

Strategy& Strategy Strategy Software 150

Management Consulted

AUGUST 1, 2013

Like Mercer, Oliver Wyman is a subsidiary of parent company Marsh & McLennan Companies, who also own Lippincott, NERA Economic Consulting, and other businesses. Mercer took after its parent company and began building and acquiring its own businesses. Corporate and Finance and Advisory. Oliver Wyman was one of those.

Oliver Wyman 201

Oliver Wyman Interviews Mercer NERA Economic Consulting 201

Harvard Business

NOVEMBER 2, 2018

Some company executives had begun to fear they were in for their own “Kodak moment” – a fatal disruption that could redefine their business and eliminate overnight advantages accumulated over decades. At the time one of us, Niklas, a data scientist for ZF, was pursuing a PhD part-time at the University of Freiburg.

Company 129

Company Data Automotive Energy 129

Harvard Business

MARCH 31, 2017

If you’re not a numbers person, finance is daunting. ” If you’re unable to contribute to a discussion on the company’s performance, you’re unlikely to advance. Stop avoiding finance because you’re afraid of numbers. Think of it this way, “Finance is the way businesses keep score.

Finance 70

Finance Balance Sheet How To Metrics 70

Harvard Business

DECEMBER 20, 2018

Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. The result?

Sales 132

Sales How To Metrics Tools 132

Management Consulted

OCTOBER 3, 2012

Recently, Mayer Laboratories sued Church and Dwight, Trojan’s parent company, for illegally monopolizing the market. I had an opportunity to interview senior managers and department heads of Japan’s multinational manufacturing companies. My group chose to examine the U.S. market for latex condoms.

Consulting 204

Consulting Case Interview Interviews Engineering 204

Management Consulted

OCTOBER 18, 2013

The history of IBM GBS is one of our very favorite business stories of all time, and one that reminds us that even the most enormous, boring and troubled companies can re-invent themselves. IBM touts its sustainability and relevance as a global services leader by pointing to historical times the firm re-invented itself as a company.

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

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

MishTalk

DECEMBER 28, 2013

RT reports French broadcasting watchdog CSA eager to tax YouTube, Facebook, Dailymotion France''s Superior Council of Audiovisual, an independent broadcasting authority, wants to impose taxes on media giants like YouTube, Facebook and Dailymotion to force them to contribute to financing French culture. billion ($1.8

Finance 77

Finance Culture Film Advertising 77

Harvard Business

MARCH 15, 2018

These stereotypical notions, which cast men as having traits better suited to starting successful companies, don’t hold up when compared with venture performance data from annual reports. ” “She is extremely cost aware — this is not how you grow a company.” That shows some guts to grow.” Risk-taking.

Data 133

Data Real Estate Finance Financial 133

Successful Independent Consulting

OCTOBER 22, 2017

“Catalant connects the world’s leading companies with over 40,000 experts and firms to meet on-demand business needs.” Formerly HourlyNerd, the company claims to have 650 client companies in 120 countries. The company prefers to pay on a 1099 tax basis, although some clients still insist on a W-2 payment to the consultant.

Talent 150

Talent Finance Consulting Development 150

Harvard Business

MARCH 22, 2018

A recent global survey of almost 1,300 IT and business leaders found companies are keenly aware of the importance of agile. Most companies report that while there is some use of agile practices throughout the organization, implementation is not broad or deep. Sales (78 percent). HR, finance, and administration (78 percent).

Agile 91

Agile Survey Company Data 91

Tom Spencer

JUNE 9, 2023

As a result, businesses are able to provide recommendations that simultaneously enhance customer satisfaction and increase sales revenue. By analyzing the sentiment expressed in customer feedback a company can identify common pain points or areas of praise. Supply chain management is another area where AI is revolutionizing operations.

Data 147

Data Operations Efficiency System 147

Harvard Business

JUNE 23, 2017

Why does a salesperson lose a sale? The research project goals were to understand how customers perceive the salespeople they meet with, explore the circumstances that determine which vendor is selected, and learn how different company departments and vertical industries make buying decisions. Steven Moore for HBR.

Sales 72

Sales Fashion Real Estate Engineering 72

Management Consulted

JANUARY 29, 2017

Here are 6 ways to prepare for consulting as you wait for the next chance to drop that resume: 1) Go work for a brand name company, but do something that is sales, operations, or strategy related. 4) Get a job in finance, but not personal finance (financial advisory consulting or in an internal finance department of a company).

Consulting 100

Consulting Finance Resumes Healthcare 100

Harvard Business

OCTOBER 13, 2017

When you run a company, it’s obviously important to understand how profitable the business is. 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. How Do Companies Use It?

How To 135

How To Boston Consulting Group Sales Productivity 135

Steve Shu Consulting

MARCH 21, 2014

For those unfamiliar with the term “behavioral economics”, I generally describe behavioral economics as a combination of psychology and a traditional science like economics or finance. Behavioral Economics Business Development General Management Innovation Management Consulting Professional Services Sales And Marketing Technology'

Consulting 150

Consulting Finance System Sales 150

Tom Spencer

FEBRUARY 10, 2023

Investment bankers work on behalf of both individual and institutional clients to raise capital by issuing securities, as well as to advise clients on financial matters such as mergers, acquisitions, and other corporate finance activities. How would you value a company with negative historical cash flow?

Banking 88

Banking Industry Finance Cash Flow 88

MishTalk

APRIL 23, 2014

Please consider French Company Does Biggest Junk Bond Sale Ever. Numericable will use the proceeds to finance its acquisition of rival cable company SFR. Overall, the deal represents the largest sale of high-yield debt on record, according to Dealogic. billion debt sale in September. Altice issued $2.9

Sales 57

Sales Company Media Finance 57

Management Consulted

FEBRUARY 4, 2009

Internalize feedback about your shortcomings (“you were unstructured in your approach to the case…you had an insufficient understanding of the underlying business drivers…we didn’t feel that you were a good fit for our company culture”). Explore alternatives such as grad school, finance, and entrepreneurship.

Resumes 147

Resumes Consulting Case Interview Interviews 147

Harvard Business

JULY 20, 2016

Most sales models include a conversion funnel in which reps try to convert a marketing-generated lead into a prospect and then a customer through sequential steps. Along with improving sales results, research has shown that incremental commitments can boost charitable giving, increase show rates for blood drives, and reduce smoking.

Sales 70

Sales Research Productivity Data 70

Consulting Success

DECEMBER 4, 2017

Description: John Murphy is the man behind John Murphy International, a France-based business that is focused on helping global companies create winning teams. He began as a door-to-door salesman, and progressed to sales manager, sales director, and eventually marketing director before becoming a CEO for a finance company.

Consulting 150

Consulting Leadership Sales Company 150

The Fearless Marketer

JULY 1, 2019

Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. Why a sales letter is absolutely essential. However… What should go into your sales letter?

Sales 63

Sales How To Guidelines Case Studies 63

Harvard Business

FEBRUARY 16, 2018

companies spend more than $37 billion dollars a year on them. Employees in American companies spend more than one-third of their time in them. At the consumer product company, many of the standing meetings were of groups that had been formed years prior, but as the organization evolved and shifted strategies, were never dissolved.

Meeting 135

Meeting How To Government Finance 135

Harvard Business

JUNE 21, 2017

Alice, an outstanding 24-year-old engineer working for a top technology company, wants to launch her own startup within the next five years, but she doesn’t yet have a venture concept. In later-stage ventures, important skills include recruiting specialist employees, communicating vision to new employees, and managing company culture.

Engineering 135

Engineering Survey Finance Recruitment 135

Consultant Journal

MARCH 5, 2020

It’s a question on the minds of many entrepreneurs, as Fortune 500 companies announce new protocols for travel, meetings and even use of coffee cups. Think about what’s actually needed for your sales and marketing : Wave or nod instead of shaking hands. Prepare your company for the possibility of a shut-down.

Small Business 114

Small Business Cash Flow Policies Sales 114

Tom Spencer

FEBRUARY 1, 2020

This might include advice on asset management, tax structuring, or capital structuring to reduce financing costs and sources of risk (e.g. Sales, Marketing, Production) and secondary functions (e.g. Finance, HR, Supply Chain, ICT, Legal). For instance, financial consultants provide advice to organizations on financial matters.

Consulting 135

Consulting Operations Financial Real Estate 135

MishTalk

MARCH 11, 2014

Finance reports U.S. Wholesale Inventories Rise, but Sales Drop Sharply. wholesale inventories rose more than expected in January, as companies built up stocks of autos and machinery, though sales posted their largest decline in nearly five years. Sales at wholesalers fell 1.9 Sales of nondurable goods were down 3.2

Sales 60

Sales Report Finance Productivity 60

Harvard Business

OCTOBER 18, 2018

Lance Best, the CEO of Barker Sports Apparel, was meeting with Nina Kelk, the company’s general counsel, who also oversaw human resources. It had been a long day at the company’s Birmingham, England, headquarters, and in the early evening the two were going over the evaluations of each of Lance’s direct reports.

Case Study 132

Case Study Case Studies Study Sales 132

Harvard Business

OCTOBER 6, 2016

The post-scandal scrutiny of Wells Fargo’s culture has so far focused on the high-pressure sales environment that drove employees to create as many as two million fake accounts. The bank has since fired 5,300 employees for the illegal behavior and eliminated retail bank sales goals entirely. But the fallout is far from over.

Leadership 132

Leadership Banking Ethics Culture 132

Harvard Business

JULY 11, 2017

Companies acquire to accelerate their overall strategy and digital transformation, as Publicis Groupe did when it acquired Sapient for $3.7 billion in 2014 to help it make the leap from a traditional advertising company to a digital one. Let’s start with financing the deal. How the best companies get up to speed.

Company 72

Company Finance Advertising Tools 72

CaseInterview.com

SEPTEMBER 9, 2021

If someone I work with is fabulous at sales but terrible at finance, when we work together, I benefit from their talent in sales, and they benefit from my talent in finance. Second, companies often promote individuals who are not technically exceptional in their functional area.

Finance 98

Finance Engineering Talent McKinsey 98

Harvard Business

SEPTEMBER 19, 2016

One day in December 2014, Sergey, the Russia general manager for a multinational consumer goods company, was up early in the morning, watching the ruble’s value slide by the minute. In a survey of 77 of my company Frontier Strategy Group’s global clients, 88.3% in anticipation of interest rate hikes by the U.S.

Marketing 70

Marketing Agile Company Sales 70