Harvard Business

MAY 25, 2016

Sales reps are most effective when they have the right amount of support staff, but exactly how much support staff does a company need, and how should it be structured? Call it a Goldilocks quandary: Too little support, and your sales people can’t do their jobs well; too much, and you’re wasting money.

Sales 34

Sales ROI Efficiency Operations 34

The Fearless Marketer

DECEMBER 7, 2020

I’ve had clients who earned $100K on the sale of one client engagement. They can help your clients do things faster and better, improve productivity and effectiveness, increase sales, shorten cycle times, turnaround cultures, etc., So, these programs are not cheap.

Turnaround 62

Turnaround Methodologies Sales Marketing 62

Progressus

NOVEMBER 10, 2023

The Power of Unity Firms need real-time insights into the entire business – finance, project accounting, sales, everything – otherwise multiple versions of the truth will start showing up in budgets, estimates, and forecasts. Are project operations, sales, customer service, etc. directly integrated with core financials?

Agile 52

Agile Tools Data Talent 52

Martinka Consulting

JANUARY 17, 2017

John Martinka, as one of Seattle’s most successful, knowledgeable, & experienced buyer’s brokers, and I, as the President of IBA, the Pacific Northwest’s oldest business brokerage firm, have collaboratively completed a significant number of transactions involving the purchase & sale of privately held companies, including one already in 2017.

Turnaround 40

Turnaround How To Sales Company 40

Prudent Pedal

JANUARY 28, 2020

If you’re a managing partner, practice leader, sales leader, or chief administrative officer in a professional services firm, you probably have responsibility for “managing” marketing. In the Productivity School, Marketing’s emphasis is put on sales support and brand policing. Our managers (and HR) to strengthen our culture?

Marketing 52

Marketing How To Turnaround Meeting 52

Harvard Business

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. The result: wasted time and unnecessary frustration. SOURCE Michael Watkins. ©

Turnaround 33

Turnaround Talent Groups Meeting 33

Consultant Ninja

NOVEMBER 11, 2008

After seeing so many markets down, my cousin in the hunting business informed me that gun sales have been surging, due to Obama winning the presidency. The other sector Im long on is turnaround consulting: 10-13-08. Finally, two counter-cyclical markets. Who knew he could stimulate the economy so quickly? bankruptcy Sept.

Oliver Wyman 100

Oliver Wyman Marketing Consulting Management 100

CaseInterview.com

MARCH 26, 2019

A source of irritation for many interviewers is when the candidate says, " We faced a $10 million drop in sales, and we fixed this by landing three new clients for $3.3 Did you find and close all $10 million in sales? Did you just show up at the sales meeting? Did you cheer the sales team on from the sidelines?

Case Interview 81

Case Interview Interviews Resumes Retail 81

1 to 1

JANUARY 26, 2016

The world's largest restaurant company has suffered disappointing sales growth and declining margins. Even Burger King has been posting impressive same-store sales growth in recent years. As one of the world's most iconic brands, McDonald's has fallen on some hard times in recent years.

Turnaround 20

Turnaround Trends Sales Company 20

Harvard Business

JULY 13, 2018

Brad was leading a difficult turnaround of his company and had decided to fire his head of sales, who was a nice guy but wasn’t performing. Not firing his head of sales sent a mixed message to his team — was he really serious about the firm’s success? Pat LaCroix/Getty Images. I asked him why. His answer?

Sales 53

Sales Turnaround Course Energy 53

Martinka Consulting

JULY 6, 2015

One of the most interesting comments was: “To help pay back debt amassed in the deal-one of the biggest-ever overseas transactions by a Japanese company-Suntory is trying to double global spirits sales by 2020. Sears was in the headlines because they are running out of cash as their turnaround is failing. Conclusion.

Small Business 40

Small Business Turnaround Sales Guidelines 40

Martinka Consulting

SEPTEMBER 24, 2015

When the son took over the business they shed operations that were half of their sales and staff. They invested in their remaining divisions and within four years sales are up 50%. Once stagnation hits it may not be a turnaround but it sure is a fixer-upper, and that is something all sellers need to avoid.

Small Business 40

Small Business Turnaround Journal Sales 40

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.”

Banking 272

Banking Boston Consulting Group Consulting Management 272

Wakeman Consulting Group: Dave's Blog

JANUARY 1, 2023

This matters because ticket sales, merchandise, etc. This uncertain work environment is hurting ticket sales for a lot of places because the traffic patterns are different. There is a lesson for all of us in Barnes and Nobles’ turnaround: “If you want to sell music, you have to love those songs.”.

Sports 59

Sports Marketing Travel Turnaround 59

Harvard Business

MAY 5, 2016

While I was researching my new book, How to Get a Meeting with Anyone , I asked the top 100 sales thought leaders in the world, “When you absolutely must reach someone who is very important but nearly impossible to reach, how do you do it?” But his core business is turnaround consulting. Include the executive assistant.

Meeting 28

Meeting Turnaround Sales Marketing 28

1 to 1

AUGUST 18, 2021

At-home hiring lets retailers dip into a wide talent pool of a diverse and highly skilled workforce when needed to support customer service and sales inquiries. Intelligent automation solutions such as these improve CX and drive bottom-line results, reduce average turnaround time, and resolve issues anytime.

Retail 26

Retail Strategy Strategy Strategy& 26

1 to 1

JUNE 1, 2021

RPA lets associates focus on more worthwhile tasks: improving customer experience , driving bottom-line results, and reducing turnaround time – all with the capability of completing processes and requests around the clock and eliminating human error. Well thought out business process automation benefits the entire organization.

Software 26

Software Turnaround Automotive ROI 26

Management Consulted

FEBRUARY 15, 2015

FTI expanded into investigation and research capabilities as well as turnaround, restructuring, bankruptcy and forensic accounting with the moves. Restructuring/Turnaround Services. However, US-based clients still account for the vast majority (around 75%) of sales. Honored with Seven M&A Advisor Turnaround Awards.

Interviews 100

Interviews Culture Consulting Case Interview 100

freshminds

MARCH 5, 2018

Operational Cases: Operations Case, Increasing Sales, Reducing Costs, Improving the Bottom Line, Turnarounds. To get it right, here is the top line method for structuring your case study: 1) Summarise the question: often the interviewer we give you a lot of excess verbiage to test your ability to see into the heart of the problem.

Case Study 53

Case Study Case Studies Study Case Interview 53

Harvard Business

JUNE 10, 2016

Whatever they ask for, you deliver with your best team and best turnaround — even if it’s unreasonable or unprofitable. No wonder a recent study showed that salespeople worry more about the price conversation than any other part of the sales cycle. ” You can’t afford to lose them.

Turnaround 28

Turnaround Training Training Sales 28

Management Consulted

JUNE 14, 2015

Founded in 1995 by former Bain consultants and headquartered in New York City, they focus on developing airline strategy and implementing major operational turnaround. In fact, in terms of firms we profile, they are truly one of the new kids on the block. As far as the firm’s history, that’s about as in depth as it gets.

Groups 100

Groups Interviews Culture Case Interview 100

Consulting and Organizational Management

OCTOBER 26, 2011

Instead, I’ve been more successful with, e.g., ”turnaround specialist” or “business developer.” My experience of the differences of between OD in small and large is that in small organizations: It rarely works to market myself as “guiding change” or “change agent,” etc.

Consulting 76

Consulting Organizational Development Nonprofit Small Business 76

Harvard Business

DECEMBER 14, 2018

These include manufacturing, budgeting, planning, sales and marketing, and customer service. For an example of digitally-enabled business model transformation, consider Domino’s Pizza, which has experienced a massive turnaround since 2010.

Advertising 44

Advertising Turnaround Resources Comparison 44

SkillQuo

AUGUST 16, 2017

In fact, ‘supertemps’ – highly qualified freelance individuals who work on short-term contracts for companies have been growing not just in the C-suite, but in many various business departments – some carry out niche, specific jobs, like managing large turnarounds or sales while some just fill a much needed managerial space.

SMB 60

SMB Enterprise Talent Efficiency 60

Harvard Business

APRIL 3, 2018

Whole Foods Market, which by 2010 accounted for over one half of organic food sales in the United States, did little to promote organic wines. The Turnaround. Even as organic supermarkets grew in scale and popularity, they were reluctant to stock organic wine. What changed?

Chemicals 32

Chemicals Retail Case Interview Turnaround 32

Harvard Business

JUNE 29, 2018

In the fall of 2017 under Flannery, MA&D unsurprisingly became GE’s turnaround strategy tool. During the Immelt era, the dominant mode had been of strategy by way of mergers, acquisitions, and divestitures (MA&D), including most recently the disastrous merger of the GE oil and gas business with Baker Hughes in 2016.

Company 31

Company Healthcare Turnaround Strategy 31

Harvard Business

NOVEMBER 30, 2017

These returns were sustained by improvements in both profit margins and sales growth, and they were notably higher than those posted by large manufacturers headquartered in Western Europe, South Korea, Japan, and China. These costs are significantly higher for U.S.

McKinsey 28

McKinsey Turnaround Pharmaceuticals Benchmarking 28

Harvard Business

NOVEMBER 22, 2016

Improved operational efficiency: AI-based needs analysis systems allow insurers to not only improve their probability of lead-to-quote conversion but also re­duce turnaround time conversions. Assess readiness.

Insurance 28

Insurance Insurance Industry Turnaround 28

Harvard Business

DECEMBER 16, 2016

No one who listens to Alan Mulally describe Ford’s remarkable turnaround escapes his rendition of One Ford , One Team , and Working Together. “Those are more than just words,” he passionately declared. Ford employees were expected to carry their CEO’s “one-ness” message with them on laminated cards.

Enterprise 28

Enterprise Turnaround Leadership Examples 28

Confessions of a Consultant

APRIL 30, 2017

It offered a ‘turnaround’ challenge. The Coalface: He quickly moved into the field – completing store checks in Chicago and Philadelphia with the sales force. The event, in part consciously designed to win the ‘hearts and minds’ of the sales team, had an immediate impact.

Management 40

Management Pharmaceuticals Groups Turnaround 40

Tom Spencer

SEPTEMBER 29, 2011

Its expertise includes branding, corporate finance, corporate responsibility, financial & risk effectiveness, IT, manufacturing, marketing, organization, real estate management, research and development, restructuring, sales, strategy, and supply chain management. Seabury Group. Website: www.seaburygroup.com. Address: Seabury Group.

Oliver Wyman 107

Oliver Wyman Strategy Strategy Strategy& 107

Harvard Business

APRIL 12, 2018

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend.

Sales 29

Sales How To Turnaround Trends 29

CaseInterview.com

SEPTEMBER 9, 2022

Given historical competitive behaviors, how will sales likely change after the price reduction? For example, when working with clients who have suffered a decline in profits, it is important to recognize there is a mathematical relationship between profits, sales, and expenses. A client reports that company profits have been decimated.

McKinsey 52

McKinsey How To Data Strategy 52

Harvard Business

MAY 4, 2016

He noted his accomplishments in several areas: strategy development and execution, branding and marketing, sales, partnerships, and IP. At Axion, I created—from scratch—the commercial infrastructure and sales strategies that led to a 23X growth in customers and a greater than 90% YOY retention rate. 75M to more than $14.5M

Resumes 28

Resumes Interviews Cover Letters Recruiting 28

Harvard Business

APRIL 4, 2016

He had spent his entire 14-year career at the company, had worked hard, and had rapidly climbed the ranks in sales and marketing. The culmination was his promotion to business unit leader for Plastic Resins, one of the company’s best-performing units. He inherited a strong team with a proven track record.

Turnaround 28

Turnaround Chemicals Study Company 28

Harvard Business

MAY 20, 2016

The New York headquarters housed over a third of its workforce, including developers, the sales team, operations, and leadership. The developer teams realized that they were more interactive than they initially imagined, but also needed quiet space to churn out quick turnaround projects.

Exercises 33

Exercises Meeting Real Estate Survey 33

Harvard Business

JULY 18, 2016

Doug identified “Inspiring Trust” as his number one mission in his 10-year turnaround of Campbell Soup Company, where his efforts resulted in cumulative shareholder returns in the top tier of the global food industry, and among the highest measured employee engagement levels in the Fortune 500, particularly with his leadership team.

Financial 28

Financial Culture Leadership Report 28