Consulting Matters

AUGUST 4, 2022

Today I'm talking with Lee Cockerell, the former Executive Vice President of Operations for Walt Disney resort and currently a consultant, author, and speaker. In this episode, you'll hear: How Lee evolved as a leader by shedding defensiveness and operating in trust. Why you need to create a system to be a person of your word.

Operations 156

Operations Leadership Hotels Sports 156

Harvard Business

AUGUST 30, 2018

One question that has long plagued organizations is how to improve performance among frontline workers, the people who actually drive customer experience. To show how it works, we’ll walk you through an example. The retail organization wanted to see how this applied to its stores. Shana Novak/Getty Images.

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Consulting Matters

NOVEMBER 3, 2022

For consultants and coaches, traditional sales don’t work. A pitch is about sales. Links: Download my free guide on how to clarify and own your unique position in the crowded consulting and coaching market: [link]. Related Blog, Video, or Podcast Episode: How to Conduct A Market Scan And Find Your Niche.

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Consulting Matters

OCTOBER 6, 2022

How to approach networking strategically so you get better results. In this unique on-air coaching session, you will see how to create your own networking strategy to help you achieve your goals. Links: Download my free guide on how to clarify and own your unique position in the crowded consulting and coaching market: [link].

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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 you calculate it?

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Tom Spencer

OCTOBER 25, 2024

By reducing the time spent on mundane tasks, small businesses can allocate resources more effectively to increase productive capacity by enhancing productivity and scaling operations, increase consumer demand by refining product offerings, and develop other competitive advantages. AI tools can also revolutionise customer service.

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Consulting Success

JANUARY 15, 2018

The greatest marketing tool you have is your network — here’s how to make it work for you. This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager.

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Management Consulted

DECEMBER 16, 2008

I seriously considered sales & trading (in fact, I spent a summer at Credit Suisse First Boston in NY), and was tempted to continue in that line of work post-graduation. This expertise may be as broad as “operations turnaround” and as specific as “benchmarking for insurance companies.” 5 EXIT OPPORTUNITIES.

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Banking Consulting Boston Consulting Group Management 272

Johanna Rothman

APRIL 22, 2025

Notice any organization's three big numbers: Revenue, all the operating expenses, and net earnings. Do you know how to link those numbers to your team's measures? Sometimes, in startup mode, managers think they can lose money on each sale and “make it up” in volume. That's a fast way to reduce operating expenses.

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Metrics Management How To Agile 97

Harvard Business

SEPTEMBER 1, 2016

Gallup focused on six outcomes: sales, profit, customer engagement, turnover, employee engagement, and safety. 10%-19% increase in sales. The study examined the effects those interventions had on workgroup performance. It included 49,495 business units with 1.2 Even at the low end, these are impressive gains.

Development 132

Development Sales Talent Study 132

Harvard Business

NOVEMBER 12, 2018

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. This area is measured by the generation of leads and the support of the field marketing organization, which in turn directly supports and enables the sales organization. I don’t care.

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How To Sales Marketing Productivity 129

Harvard Business

MAY 30, 2017

After discussing Jacobi’s sales woes, Shani, suggested he try out Albert, Adgorithm’s AI-driven marketing platform. It was almost twice his all-time summer weekend sales record of eight. Did this keyword generate sales? It wasn’t enough. Jacobi decided he’d give Albert a one-weekend audition.

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Sales Tools ROI Advertising 134

Consulting Success

OCTOBER 2, 2017

He started out as a MBA/chemical engineer with years of experience in the design field and great success in operations, but decided that his talents and passions could truly be put to use when he pursued his dream of helping companies achieve success. He knows how to critically evaluate a program to make it more efficient and streamlined.

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Consulting How To Company Chemicals 164

Consulting Matters

APRIL 24, 2020

And through both of those processes, I served as an Operator, and then also as a Project Manager, and then a Master Black Belt Lead Sig Sigma process improvement black belt. Now, all of a sudden their operations are getting very sophisticated. And that was something that that big box consultancy didn’t offer.

Interviews 156

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Consulting Matters

AUGUST 6, 2018

You may have found your way to consulting as a result of developing an expertise within a specific functional area like marketing, sales or operations and now are being invited to contribute towards projects that affect the entire enterprise. just what you might want to put into a project plan!).

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Consulting Matters

SEPTEMBER 16, 2020

Then you're going to love this tutorial video because it will reveal to what the true purpose is for the consultant's role and how to fulfill your potential in this role. I am so excited to share with you my secret strategies around how you position yourself as a strategic partner. I don't know how to break up the content.

Consulting 156

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Progressus

DECEMBER 20, 2024

They rely on the latest generation of cloud technology for day-to-day operations. But how effectively are they utilizing that technology? For many sellers, the answer is not enough.

Sales 52

Sales How To Operations 52

Harvard Business

DECEMBER 2, 2016

Many organizations today are wondering how to get into machine learning, and what it means for their existing analytics operation. The company needed to target sales and marketing approaches to each company and potential buyer. There are many different types of machine learning, and a variety of definitions of the term.

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Operations Construction Sales Data 70

Consulting Success

AUGUST 6, 2018

A lot of times, what we see for new product companies are you’ve got a couple of founders where one knows the product well because that started the idea, and then one knows how to market and sell the product. Once you have those two things together, the next piece is the ecommerce operations piece. That’s typically where.

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Engineering Consulting Operations Sales 113

Harvard Business

APRIL 25, 2018

Ultimately, though, the goal is for your employee to operate more autonomously, says Burris. ” Your objective, according to Burris, is to “coach your employees on how to leverage their strengths by reminding them of times they excelled and felt competent.” ” Give specific feedback.

Management 133

Management How To Case Studies Case Study 133

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?

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Sales Data Enterprise Operations 70

Harvard Business

JUNE 22, 2016

Fourth, begin to operate a pilot of your network business by shifting small amounts of capital (including time, talent, and money) to the new initiative. Consider also the digital platform that would enable this collaboration, but to remember to start with a small investment and plan on iteration as you learn.

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How To Metrics Pharmaceuticals Hotels 124

Johanna Rothman

MARCH 14, 2024

Staff jobs only offer intangible and peripheral value, as I briefly discussed in Unemployed Agilists: How to Show Your Value to Support What Managers Want, Part 1. You should see SGA: Sales and General Administration—overhead. Tools and technology: Operating systems, languages, anything specifically technical.

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Agile How To Metrics Productivity 116

Harvard Business

APRIL 12, 2018

However, when gaffes happen across cultures, they can leave you at a loss for what to do and how to respond. This is admittedly difficult — especially for perfectionists and those who have a lot on the line, like a member of a global sales team trying to close a deal. Ditch your obsession with performance. Erin Meyer.

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Culture How To Case Interview Examples 121

Consulting Matters

AUGUST 25, 2022

She and I worked together years ago when I first got on Kajabi, and she taught me so much about how to use this amazing platform for my website, courses, email, and more. If you are wondering how to have it all, as you define "it all," this interview will give you a boost of inspiration on exactly how to make it happen!

Interviews 156

Interviews Operations Consulting Video 156

Harvard Business

MAY 4, 2017

How to Use Your LinkedIn Profile to Power a Career Transition. Consulting projects have long sales arcs. The university you teach at seems to operate without urgency. You and Your Team Series. Career Transitions. Free Yourself from What You “Should” Be Doing. Andy Molinsky. Jane Heifetz. Dorie Clark.

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Management Consulted

JANUARY 1, 2017

They often plan to operate it for a period of time; many choose to integrate the target with their current operations. How to use the Mergers and Acquisitions framework: Remember, most interviews are going to be focused in on due diligence strategy as to whether or not one company should buy another. – Risks and benefits.

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Case Interview Interviews Intellectual Property Cash Flow 154

Rick Conlow

FEBRUARY 22, 2021

Without consistent feedback a manager operates blindly. One sales executive told me he had an open-door policy. Later that week, I noticed a sales manager go in his office. He is also a leader in his market every year in sales, profit, and customer service. If you cannot handle it, I will find someone who can.”

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How To eBook Leadership Sales 84

Harvard Business

MAY 31, 2016

Operations in a Connected World. Because these innovations can have a major impact on how people work, it’s essential to anticipate people’s concerns and build a persuasive case for the new approach. ” Insight Center. Sponsored by Accenture. The technologies and processes that are transforming companies.

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Operations Data Engineering Software 70

Harvard Business

MAY 15, 2018

How to make your company more nimble and responsive. In one study, we found discrepancies in connections between headquarters and affiliates, and poor collaboration between engineering and sales. This story is not unique. Insight Center. Competing in the Future. Sponsored by Accenture Strategy.

Agile 135

Agile How To Groups Efficiency 135

Harvard Business

MAY 18, 2018

The second problem: Movie theater operators don’t want MoviePass to succeed because they fear its model will permanently devalue ticket prices. Ticket sales don’t cover the costs of operating a theater.) Work together to understand why superconsumers go so much, so you know how to optimize your offer.

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Harvard Business

SEPTEMBER 12, 2016

They view the process of collecting direct and more frequent feedback from these stakeholders as the first step in supporting sales representatives, account managers, operations teams and service agents in solving customers’ problems and earning more of their business. How is this different from relying on anecdote and myth?

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B2B Sales Data Automotive 70

Chad Barr

FEBRUARY 5, 2025

For those ready to lead the charge, this article reveals the essential truths about AI, how to implement it strategically, and ways to harness it for lasting business success. Think of AI like a calculator for business operations. This allows you to personalize marketing, sales, and service interactions at scale.

Tools 52

Tools Data Ethics Metrics 52

Harvard Business

JULY 20, 2018

In retail organizations, for example, marketing and sales has often provided significant value. Our research shows that using AI on customer data to personalize promotions can lead to a 1-2% increase in incremental sales for brick-and-mortar retailers alone. In advanced manufacturing, by contrast, operations often drive the most value.

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Sales Data Retail Insurance 132

Consulting Matters

APRIL 24, 2020

I’m not a strict operator. The majority of my successes in my career have been in getting those two groups to kind of talk together and to take the engineering vision, and kind of bound it with the operational limitation, and make sure everybody is on the same page. Sometimes it’s not operational capacity.

Interviews 156

Interviews Company Marketing Operations 156

Johanna Rothman

OCTOBER 20, 2022

The managers had already tightened the operating expenses, such as eliminating coffee in the break rooms. Worse, when companies have record sales and cut bonuses or salaries for regular people, but keep the money in place for the senior leaders. How to Approach the Layoff Conversation with Respect and Congruence, Part 2.

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How To Insurance Insurance Recruitment 116

Harvard Business

OCTOBER 10, 2017

In Precision’s case, good tactical performance required developing rules, checklists, and standard operating procedures and then following them closely. Essentially, tactical performance is how well you stick to your plan, and adaptive performance is how well you diverge from your plan. Every high performer needs both.

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