Tom Spencer

NOVEMBER 14, 2011

Economies of scope exist where a firm can produce two products at a lower per unit cost than would be possible if it produced only the one. If properly understood, economies of scope could be used by SMEs to drive profit growth and reduce the risk associated with product failure. Importance. burgers, fries, sundaes and salads).

Cash Flow 118

Cash Flow Consulting Productivity Telecommunications 118

Management Consulted

NOVEMBER 20, 2013

You are measuring the existing market of an item in total units or totals sales ($) – it’s important to clarify up front which one it is. The framework should be in 2 levels , and beyond revenues and costs it could highlight a potential internal company or product problem, competition or a global market issue, etc.

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Markovitz Consulting

JULY 30, 2020

The reorgs didn’t address the real problems with our products and pricing. People who study system dynamics refer to “ fixes that fail.” But over the long run, machines begin to break down more frequently, product quality declines, and total costs eventually increase. They want good products and services at fair prices.

Productivity 124

Productivity Research Sales Operations 124

Harvard Business

JULY 1, 2016

This magic zone is what John Kotter referred to as the “Productive Range of Distress.” Watch for people who are too comfortable with the status quo — either resisting the need to change, referring incessantly to the “way we used to do it,” or generally not applying themselves to get the job done (i.e.,

How To 132

How To Automotive Sales Productivity 132

Tom Spencer

OCTOBER 8, 2013

THE Ansoff Matrix (referred to by some commentators as the Product/Market Expansion Grid) was developed by a Russian-American mathematician named Igor Ansoff , and first explained in his 1957 Harvard Business Review article entitled Strategies for Diversification. What is a Product-Market Growth Strategy? Background.

Productivity 113

Productivity Transportation Development Marketing 113

Consulting Matters

APRIL 9, 2019

So it was a very significant role and we did very unique things and new to the world type products. So three different legs of a business type of knowledge from product development to high level sales to post sale services, and at a high level managing all of those things. Betsy Jordyn: Wow.

Interviews 208

Interviews How To Engineering Productivity 208

Harvard Business

AUGUST 9, 2018

I call this approach nonprofit judo , a reference to the martial art that emphasizes how an apparently disadvantaged player can succeed through a strategy that turns weaknesses into strengths. Product: Build on openness, goodwill, and the wisdom of crowds. Product: Build on openness, goodwill, and the wisdom of crowds.

Nonprofit 131

Nonprofit Strategy Strategy Strategy& 131

Consultant Ninja

SEPTEMBER 18, 2008

Timmys search for competitive intelligence on a CPG competitor to the client has been found out, and his ear was chewed out over the phone by the VP of the target firms sales & marketing organization. Timmy did the only thing he could do; refer him to his engagement manager. Productivity. (6). Consulting. (88). Analysis. (40).

Oliver Wyman 100

Oliver Wyman Consulting Airlines Bain 100

LSA Global

JANUARY 20, 2025

Kick Off a Sales Call with a New Prospect in 120 Seconds in 5 Steps Starting a sales call with a new prospect is a delicate balancing act that sets the tone for the entire conversation in two minutes or less. Be Prepared Sales pre-call planning is the foundation of a successful sales call especially when selling to senior executives.

Sales 52

Sales Training Training Finance 52

Steve Shu Consulting

MAY 10, 2010

This part also frames open strategy in terms of four objective areas (applicable to company/brand/product) of learn, dialog, support, and innovate and increasing levels of engagement with constituents. The use of checklists and case examples makes for a nice reference and workbook to drive an organization’s development process.

Leadership 150

Leadership Media ROI Guidelines 150

Harvard Business

JUNE 7, 2017

By contrast, companies with strong basic analytics — such as sales data and market trends — make breakthroughs in complex and critical areas after layering in artificial intelligence. For example, online retailers can adjust product prices daily because they have automated the collection of competitors’ prices.

Company 134

Company Telecommunications Data Retail 134

Harvard Business

MAY 25, 2016

The first use case involves predicting demand for consumer products that are in the “long tail” of consumption. Aggregated total sales is a poor proxy because firms need to distribute inventory geographically, necessitating hyperlocal forecasts. Improved pricing.

Data 132

Data Advertising Operations Case Study 132

Harvard Business

DECEMBER 13, 2017

Because I teach a course on Product Management at Harvard Business School, I am routinely asked “what is the role of a Product Manager?” ” The role of a Product Manager (PM) is often referred to as the “CEO of the Product.” Aron Vellekoop Len/Getty Images. Core Competencies.

Productivity 71

Productivity Management Engineering Case Interview 71

Consulting Matters

APRIL 9, 2019

So it was a very significant role and we did very unique things and new to the world type products. So three different legs of a business type of knowledge from product development to high level sales to post sale services, and at a high level managing all of those things. Betsy Jordyn: Wow.

Interviews 189

Interviews How To Engineering Productivity 189

Women in Consulting

APRIL 10, 2014

If we want customers and prospects to feel something for our products other than boredom and disaffection, we cannot aim our content solely at their “logic” brains. Stories that illustrate how your products and services have made a difference for customers are a huge sales advantage. Think of Martin Luther King, Jr.’s

B2B 127

B2B Marketing Examples Sports 127

Epicflow

AUGUST 12, 2024

How can manufacturers ensure production efficiency and competitiveness? One of the effective solutions is digital transformation — the implementation of innovative technologies into every manufacturing aspect helps production companies enhance their capabilities, shorten products’ time to market, and satisfy customers’ demands.

Examples 130

Examples Efficiency Data Automotive 130

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. Traversing The Value Pyramid.

How To 162

How To Sales Consulting Education 162

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. Where were you always interested in sales?

How To 145

How To Sales Consulting Training 145

Harvard Business

JUNE 5, 2018

This refers to the notion that organizations also compete against consumers’ abilities to satisfy their own needs and their jobs-to-be-done. Interestingly, customers have varied preferences for retailers depending on the product category. Competition for dependence. Therefore, the retail market is actually several markets.

Retail 127

Retail Examples Accenture Productivity 127

Harvard Business

OCTOBER 4, 2018

While companies and employees believe they should refer to themselves as “we” when talking to customers, and actually do so in practice, our research shows this practice is less than ideal. Here are a few tips based on the latest research: Speak as an individual, not part of a team. Share the same words. must, confirm, action).

Analysis 132

Analysis Retail Research Airlines 132

Consulting Success

OCTOBER 30, 2017

Adam is one of over 5,000 consultants around the world that have used our products to land more clients, earn a greater income, and streamline their consulting businesses to enjoy more time-off. Second, Adam refers to an exercise that he and I worked on together, to help him identify the most valuable activities that he could be focusing on.

Construction 162

Construction Consulting System Exercises 162

Management Consulted

MAY 29, 2016

Bruce introduced strategic competition in 1980s to the market and it has since transformed business productivity and has the same impact that the industrial revolution had on individual productivity. You get to see what would happen if you could churn up new products 3X faster than your competitors. competition. competition.

Boston Consulting Group 100

Boston Consulting Group Groups Strategy Strategy 100

Harvard Business

NOVEMBER 15, 2017

In an online experiment, we showed one group of study subjects images of one, two, or three loose beers with no product packaging, and then asked how many additional bottles they’d want to buy. How many friends should we refer? To explore the “why,” we turned to a common real-world scenario: beer purchases.

Productivity 71

Productivity Research Study Groups 71

Tsavo Neal

JANUARY 20, 2022

For me, I can pick up the phone and my sales process from that point onwards is about qualification and some negotiation, but you’ve got to start with lead generation. In fact, my website is my secret 24/7 sales agent. Nigel Green – Sales Consultant Writing is a window to the mind. My site has a lot of videos.

Consulting 167

Consulting Case Study Case Studies Media 167

Consulting Matters

JANUARY 13, 2020

Clear strategy - with identified ideal client, marketable and differentiated expertise, compelling products/services that are profitable and scalable and so on. In this case I am referring to the reason for why they were born and their highest potential.

Development 194

Development Training Training Examples 194

Johanna Rothman

SEPTEMBER 5, 2018

Flow efficiency can help create and reinforce a product culture.). A cross-functional team who manages the project portfolio for their part of the business, for a product line, for an organization. As part of product value teams. As part of a sales team. Let’s change how we refer to people.

Efficiency 84

Efficiency Culture Agile Management 84

Harvard Business

MAY 5, 2017

More and more people are working remotely, and many say it improves their productivity and satisfaction — while also saving them time and money. “They refer to it as ‘shirking from home’ or ‘working remotely, remotely working. Stephen Smith for HBR. What arguments or evidence should you use? .

How To 140

How To Case Study Case Studies Productivity 140

Harvard Business

JUNE 28, 2016

A second set of entrepreneurs focus on information goods and think of IT as the product. But today there is a third approach, one that will become the dominant path for most entrepreneurs, especially those building information products. APIs and platforms reduces the time-to-market for products and services.

Construction 119

Construction Airlines Data Travel 119

Harvard Business

OCTOBER 28, 2016

For reference, one zettabyte is 1,000,000,000,000 gigabytes.). I run an enterprise technology company, and we’ve seen just how consistently data can be used to help improve sales. What if sales reps benefited from suggested next actions, the way that drivers and shoppers do? What if CRM as we’ve known it is dead?

Enterprise 70

Enterprise Sales Data Software 70

Consulting Matters

JANUARY 29, 2020

The presence of money fears can be good if they act as alerts to be strategic about investments and with marketing and sales. They may ask you to coach a leader who is interfering with the happiness of the production team. Money fears are totally normal and should be expected. After all, profits are a part of business.

Consulting 177

Consulting How To Talent Training 177

Consulting Matters

JANUARY 7, 2019

This helps discern where to focus your time, money and efforts and keeps you from being busy but not productive. Call up former clients and ask them to refer you to clients. Your marketing messages and tactics still need to be grounded on how to offer a solution to THEIR wants and needs. Actively Pursue Referrals.

Consulting 224

Consulting Strategy Strategy Strategy& 224

Harvard Business

JUNE 20, 2016

Applying them broadly without reference to your talent strategy could make it impossible to source or retain the people you need to achieve goals. Obviously, no one wants to miss a short-term forecast or sales goal. Let’s take pay.

Company 126

Company Benchmarking Balance Sheet Intellectual Property 126

Harvard Business

JULY 13, 2016

The New York Times recently reported that Amazon is scaling back in mentioning list prices for products it sells. Even on Prime Day , Amazon resisted noting list prices — which would have made the deals appear even more attractive — on most of its sale items. A high list price creates an anchor in consumers’ minds.

Retail 70

Retail Sales Comparison Advertising 70

Tom Spencer

AUGUST 18, 2015

To understand which activities provide a company with a competitive advantage, either through cost advantage or product differentiation, it is helpful to separate operations into a series of value-generating activities referred to as “the value chain”.

Analysis 60

Analysis Case Interview Interviews Operations 60

Harvard Business

MAY 19, 2016

After the study was published, media reports began to refer to Modafinil as the world’s first safe smart drug. ADHD medication sales are growing rapidly, with annual revenues of $12.9 In other words, smart drugs could be used to alleviate stress while also making us more productive. billion in 2015. The Big Questions.

Ethics 133

Ethics Exercises Study Policies 133

CaseInterview.com

DECEMBER 16, 2022

The term “T-shaped skills” seems to have been popularized by IDEO, the world-renowned product design company. I’ve also seen some sporadic references to McKinsey people using the term to describe the kind of people that make good consultants.

McKinsey 105

McKinsey Financial Development Engineering 105

Consulting and Organizational Management

JANUARY 21, 2011

The initial phase has been referred to by a variety of names, for example, Start-Up and/or Entry. NOTE: The client might refer to the need for the project as an “issue,” if there is a current, major problem, or as a “goal,” if the project is to make good things even better. Read more.]. Read more.].

Consulting 90

Consulting Nonprofit Organizational Development Ethics 90