A Leader’s List for 2017

Does Your Supply Chain Risk Management Strategy Hold Water?

Economic Conditions Snapshot, December 2016: McKinsey Global Survey results

In the face of political transitions and concerns over trade, executives expect improvements at home and a stable global economy—with some regional divergences.
Economic Conditions Snapshot, December 2016: McKinsey Global Survey results

The 20 Most Popular MIT Sloan Management Review Articles of 2016

Rethinking the oil and gas organization

Organizational choices made during a time of resource scarcity need reexamination when the cycle turns.
Rethinking the oil and gas organization

Badges & benefits: You're missing the loyalty points

In the digital age, the loyalty game is all about making emotional connections at scale.
Badges & benefits: You're missing the loyalty points

Healthy, wealthy and (maybe) wise: The emerging trillion-dollar market for health and wellness

Consumer demand for things that make people feel better and healthier is already a very big deal—and it is about to get much bigger. Here is how to succeed in this burgeoning market.
Healthy, wealthy and (maybe) wise: The emerging trillion-dollar market for health and wellness

Amazon's Secret Sauce

Fanatical attention to customer needs and smart tech investments underpin e-commerce excellence and customer loyalty.
Amazon's Secret Sauce

Loyalty: is it really working for you?

Just because you have a loyalty program doesn’t mean it's generating value.
Loyalty: is it really working for you?

India’s fast-growing apparel market

In India’s high-growth, fast-changing retail clothing market, we see significant new growth opportunities for foreign and domestic players.
India’s fast-growing apparel market

Branding in the digital age: You're spending your money in all the wrong places

The internet has upended how consumers engage with brands. For marketers, the old way of doing business is unsustainable.
Branding in the digital age: You're spending your money in all the wrong places

Finding profits and growth in emerging markets

Over the next 10 years, consumer spending in emerging markets is expected to grow three times faster than in developed nations, reaching a total of $6 trillion by 2020. Consumer-goods companies must understand and address these changing patterns—by both geography and category. This report suggests how.
Finding profits and growth in emerging markets

How luxury brands can create a sense of lifestyle

Real luxury lifestyle must be rooted in authenticity. If luxury brands stray too far from their roots, they will be reduced to little more than faded labels. Here is how companies can infuse their luxury brands with a sense of lifestyle—and substance, too.
How luxury brands can create a sense of lifestyle

eBook: Big Data, Analytics, and the Future of Marketing & Sales

The goldmine of data available today represents a turning point for marketing and sales leaders.
eBook: Big Data, Analytics, and the Future of Marketing & Sales

TV or not TV: Making the most of your marketing dollars in Brazil

Relying too heavily on television advertising may mean you're missing out on cost effective brand building opportunities.
TV or not TV: Making the most of your marketing dollars in Brazil

Five facts: How customer analytics boosts corporate performance

A McKinsey survey reveals how—and how much—customer analytics can improve profits and growth.
Five facts: How customer analytics boosts corporate performance

Follow the customer decision journey if you want B2B sales to grow

B2B organizations must focus on the people and moments that matter so that marketing spend turns into real sales.
Follow the customer decision journey if you want B2B sales to grow

B2B business branding

A deeper understanding of branding’s role in decision making is critical if B2B companies want their brands to drive value.
B2B business branding

Word of mouth: Social networking and online sales success in Brazil

Social networking is the number-one online activity among Brazilian iConsumers.
Word of mouth: Social networking and online sales success in Brazil

Invest in technology for innovation, not productivity

Will Forrest and Kara Sprague, McKinsey partners, spoke recently at the Cloud Connect conference about the need for companies to focus on technology investments that innovate business models, not improve IT productivity.
Invest in technology for innovation, not productivity

The new CMO

Jo Coombs, Managing Director at OgilvyOne London, shares her observations about how the CMO is becoming an agent for change and what makes a successful CMO today.
The new CMO

South Korea: Living it up in luxury

South Korea is different.
South Korea: Living it up in luxury

The beauty of Brazil

Direct sales of cosmetics are thriving in the world's most beauty-conscious country. Here's what you need to know.
The beauty of Brazil

What German consumers want tomorrow

Five trends will characterize German consumer behavior in the coming years. Here is how to use this knowledge to find a competitive edge.
What German consumers want tomorrow

The Smart Way to Deal With Messy Data

Cheaper, simpler, better for customers: Outsourcing without trade-offs

Instead of “insourcing” or “reshoring,” a revamped approach to outsourcing can improve customer experience, explains Vodafone Spain’s Carmen López-Suevos Hernández in an interview.
Cheaper, simpler, better for customers: Outsourcing without trade-offs

From hardware to software: How semiconductor companies can lead a successful transformation

Many semiconductor companies struggle when attempting to transition from hardware to software. How can they improve the process?
From hardware to software: How semiconductor companies can lead a successful transformation

Omnichannel, not omnishambles

Providing an omnichannel customer experience requires companies to become more flexible and responsive.
Omnichannel, not omnishambles

The promise of digital finance

Digital technologies, starting with mobile phones, can rapidly fix problems encountered when savings are stored outside the financial system and foster faster, more inclusive growth, write Laura Tyson and Susan Lund in Project Syndicate.
The promise of digital finance

Most industries are nowhere close to realizing the potential of analytics

For all the hype, most industries have still not come close to realizing the full potential of data and analytics, write Nicolaus Henke, Jacques Bughin, and Michael Chui in Harvard Business Review
Most industries are nowhere close to realizing the potential of analytics

Agile compendium

Getting agile right reduces time to market, increases customer satisfaction, and delivers many efficiency improvements. Yet too many companies still get it wrong. This collection brings together some of our recent insights on how companies in all industries can successfully implement an agile approach.
Agile compendium

Nokia’s next chapter

The Finnish giant has exited mobile phones and doubled down on its networking business. Chairman Risto Siilasmaa explains why—and how.
Nokia’s next chapter

Buried treasure: Advanced analytics in process industries

The full power of advanced analytics requires not only acquiring new technology and analytics solutions, but also helping people improve their expertise and adopt new ways of working.
Buried treasure: Advanced analytics in process industries

How We Sell Our Attention

O&G looks to align an expected price rise with today’s realities

Many oil and gas companies are currently spending more than they earn, anticipating higher oil prices. If prices do not continue to recover, 2017 could be a year of reckoning in the industry.
O&G looks to align an expected price rise with today’s realities

McKinsey Quarterly 2016 Number 4: Overview and full issue

This issue of the Quarterly, available here as a PDF download, explores how executives can ensure they’re putting their data to good use, the future of China’s business environment, the art of transforming organizations, and why leadership requires reason and emotion.
McKinsey Quarterly 2016 Number 4: Overview and full issue

Simpler is (sometimes) better: Managing complexity in consumer goods

Here’s how consumer-goods manufacturers can master complexity—and even turn it to their advantage.
Simpler is (sometimes) better: Managing complexity in consumer goods

The hidden toll of workplace incivility

Research shows that hurtful workplace behavior can depress performance, increase employee turnover, and even mar customer relationships.
The hidden toll of workplace incivility

Unlocking the power of data in sales

Analytics plays an increasingly important role in B2B sales—and high-performing sales organizations take it to a new level to differentiate themselves from the also-rans.
Unlocking the power of data in sales

Moneyball for Professors?

What’s stalling progress for women at work?

Corporate America’s gender-diversity programs are falling short. Companies need to think differently to ignite change.
What’s stalling progress for women at work?

What slowing additions to refining capacity will mean to the industry

Announced refining capacity additions remain high relative to recent history, but will be lower than previously forecast. Conversion investments continue to exceed distillation and will increase complexity in the refining industry with potential opportunities for refiners, traders, suppliers, shippers, and the EPC industry.
What slowing additions to refining capacity will mean to the industry

Here’s how to get the US economy to grow 3.5 percent or more

The new administration can make a fresh start.
Here’s how to get the US economy to grow 3.5 percent or more

Sustainability Reporting: One Size Fits Nobody

How to Be a Strategic Leader

Strategy is something leaders are doing every time they make a decision, and what’s important is that they do it consciously. In this short video featuring Stanford Graduate School of Business Professor Jesper Sørenson, strategy is presented as an ongoing, iterative process that leaders are engaging in all the time. “We’d do better to demystify strategy,” Sørenson comments.

Learning to build a strategic organization involves not just turning a plan into coherent action, but paying attention to organizational culture. A strategic leader knows how to translate an action plan into a “sensible way of thinking about the world” that a group can align with. That in turn helps build a community that is willing and able to work from a shared sense of purpose.

Sørenson, who specializes in the dynamics of strategic change and its implications for individuals and their careers, believes everyone has the potential to be a good leader — especially if they are willing to assess their own strengths and weaknesses and learn from others.

How to Be a Strategic Leader

What Executives Get Wrong About Cybersecurity

Are today’s CFOs ready for tomorrow’s demands on finance?

Survey results show that as their role expands to include ever more nonfinancial demands, CFOs know they must build new skills to lead.
Are today’s CFOs ready for tomorrow’s demands on finance?

Sustainability Lessons From the Front Lines

The Next Wave of Business Models in Asia

From the Archives: Managing in a Time of Uncertainty

The age of analytics: Competing in a data-driven world

Big data’s potential just keeps growing. Taking full advantage means companies must incorporate analytics into their strategic vision and use it to make better, faster decisions.
The age of analytics: Competing in a data-driven world

Video meets the Internet of Things

Video-analytics technology is transforming the Internet of Things and creating new opportunities. Are companies prepared to capture growth?
Video meets the Internet of Things

How Blockchain Will Change Organizations

Being patient-centric in a digitizing world

A Danish pharma company’s strong customer focus and determined digital drive have important lessons for other businesses.
Being patient-centric in a digitizing world

Unleashing the power of entrepreneurship in science

A partner of venture-capital firm Atlas Venture, Bruce Booth, explains how investment assists pharmaceutical innovation.
Unleashing the power of entrepreneurship in science

The next acronym you need to know about: RPA (robotic process automation)

RPA is a promising new development in business automation that offers a potential ROI of 30—200 percent—in the first year. Employees may like it too.
The next acronym you need to know about: RPA (robotic process automation)

Your Digital Talent Needs May Not Be What You Think They Are

Using Analytics and AI, Subscription E-Commerce Has Personalized Marketing All Boxed Up

Productivity: The route to Brexit success

The United Kingdom’s post-Brexit future is uncertain. But one thing is clear: boosting economic growth will depend heavily on addressing long-standing productivity challenges.
Productivity: The route to Brexit success

Rewiring Citi for the digital age

Citigroup’s Head of Operations and Technology describes the bank’s efforts to accelerate its digital transition, as well as the importance of having the right talent and agility to pull it off.
Rewiring Citi for the digital age

Oil-field services sector gears up for a recovery … but is not there yet

Stabilizing oil prices stimulated activity in some areas, which fed through to the OFSE sector, helping support the market. Emerging consensus amongst OPEC countries is likely to position the market for recovery; however, execution remains a challenge.
Oil-field services sector gears up for a recovery … but is not there yet

Commoditization in chemicals: Time for a marketing and sales response

Most chemical companies are grappling with increasing commoditization. Rethinking the commercial operating model can help protect margins.
Commoditization in chemicals: Time for a marketing and sales response

Mastering the Market Intelligence Challenge

Why Your Company Needs Data Translators

Engaging With Startups in Emerging Markets

Organizing for New Technologies

Warding Off the Threat of Disruption

Using agile to accelerate your data transformation

Data-management issues can undermine companies’ ability to create value from analytics. Some businesses are using agile principles to make sure data are available when and where they are needed.
Using agile to accelerate your data transformation

Technology, jobs, and the future of work

Automation, digital platforms, and other innovations are changing the fundamental nature of work. Understanding these shifts can help policy makers, business leaders, and workers move forward.
Technology, jobs, and the future of work

The state of fashion

After a tough 2016, growth in the $2.4 trillion industry may accelerate next year, according to the first joint report from McKinsey and the Business of Fashion.
The state of fashion

The next act in healthcare private equity

Corporate divestitures can help private investors keep the good times rolling.
The next act in healthcare private equity

Is Your Company Ready for HR Analytics?

A road map for integrating Europe’s refugees

A surge of refugees and asylum seekers has strained the continent. Managing the asylum procedure and integrating those refugees well could not only mitigate risks but also benefit the economy.
A road map for integrating Europe’s refugees

The beginning of system dynamics

Modeling afforded a number of insights about why high-technology companies fail. It is much harder to change decision-making procedures than we realized when system dynamics started. Whether in school or management education, the focus will be on “generic structures.”
The beginning of system dynamics

Global migration’s impact and opportunity

Migration has become a flashpoint for debate in many countries. But McKinsey Global Institute research finds that it generates significant economic benefits—and more effective integration of immigrants could increase those benefits.
Global migration’s impact and opportunity

The board perspective

The board perspective

Rethinking work in the digital age

Digitization and automation are upending core assumptions about jobs and employees. Here’s a framework for thinking about the new world taking shape.
Rethinking work in the digital age

Winning the Digital War for Talent

Which Features Increase Customer Retention?

The sales practices of Europe’s leading consumer-goods companies

Our survey of more than 100 sales executives reveals best practices in customer and channel management.
The sales practices of Europe’s leading consumer-goods companies

‘Either play or shut up’: An interview with FrieslandCampina’s CEO

Under the leadership of CEO Roelof Joosten, one of the world’s largest dairy companies has made bold investments in sustainability, innovation, and digital channels.
‘Either play or shut up’: An interview with FrieslandCampina’s CEO

Three more reasons why US education is ready for investment

Shifts in the education landscape are opening doors for investment.
Three more reasons why US education is ready for investment

Free Webinar, Dec. 1: IoT and Developing Analytics-Based Data Products

Connected devices and the data and analytics that drive them are fundamentally changing how companies think about and plan for product development. In fact, many companies are establishing new revenue streams by capitalizing on the huge demand for analytics-based data products. And this new category of products requires a reworking of the traditional phases of product development.

On Dec. 1 at 11 a.m. EST, join MIT SMR coauthors Thomas H. Davenport and Stephan Kudyba in a free, live webinar, where they will discuss their recent article, “Designing and Developing Analytics-Based Data Products.” The authors will look at the ways in which the internet of things, market forces, and evolving technology are changing how companies plan the development of data products.

Register free now.

In the webinar, the authors will discuss:

• Why development of data products needs a structure
• The seven steps for development of data products
• How and why to involve stakeholders in the process
• Examples of companies that have redrawn their product development processes

Register free now.

See more live and on-demand events from our 2016 Data & Analytics Webinar Series.

Free Webinar, Dec. 1: IoT and Developing Analytics-Based Data Products

Why Innovation Isn’t Enough

Getting to know urban elderly consumers

Older customers will drive growth in developed markets. But few companies truly understand this segment—and its nuances.
Getting to know urban elderly consumers

The Downside to Full Board Independence

High-profile accounting and corporate governance scandals have resulted in significant changes in the structure of corporate boards of directors, especially the move to (nearly) fully independent boards — that is, boards on which the CEO is the only employee director. According to data from the proxy advisory firm Institutional Shareholder Services, 36% of S&P 500 companies had no other employee director besides their CEOs in 1999. The percentage of such companies has increased steadily since then, reaching an astonishing 75% in 2015. This dramatic trend raises the important question of whether board effectiveness improves or suffers with fully independent boards.

The Benefits of Full Independence

The potential benefits of an independent board are well known. Independent directors are usually leaders with few reasons to be beholden to the CEO. Boards dominated by independent directors are better able to oversee the CEO and protect the interests of shareholders and other stakeholders. Increasing their number can foster better board performance by enhancing a company’s access to external resources and connections. A larger number of independent directors also allows a board to ensure that its members are not overburdened with oversight responsibilities to the detriment of strategic counseling. A fully independent board enables a company to reap these benefits without enlarging its board, thereby avoiding the potential disadvantages of a large board.

The Disadvantages of Full Independence

However, full board independence is not without its costs. First, research has shown that the quality of managerial oversight and strategic advising by independent directors depends significantly on the quality and completeness of information they receive. Senior executives other than the CEO often have unique insights into different aspects of the company’s operations. While such insights can be transmitted to the board via the CEO, this can introduce systematic noise (or deliberate bias on the part of the CEO) that reduces the value of such information. Further, inviting non-director executives to board meetings on an ad hoc basis does not facilitate the ongoing information exchange between independent directors and executives that comes naturally with board membership. A fully independent board may thus become less effective because it works with relatively poorer information.

Second, a major responsibility of corporate boards is to replace the CEO when needed. Because no senior executives other than the current CEO are members of a fully independent board, independent directors on such boards do not regularly interact with, observe, and evaluate them as they contribute to important strategy development and execution decisions. A fully independent board thus may evaluate internal candidates for the CEO position less accurately due to less familiarity with them. The board may appoint an external candidate when an internal candidate would be the better choice. Even if it does choose an internal successor, a fully independent board’s reduced firsthand information on senior executives may mean that the candidate is not the best fit.

Finally, senior executives traditionally perfect their company-specific strategy development skills by serving on their companies’ boards. Fully independent boards deny them this significant opportunity. While the board can invite non-member executives to participate in its deliberations as needed, this is an inadequate substitute for the spontaneous exposure to board discussions that comes with regular membership. Regardless of whether they are the best fit for the position, internally promoted CEOs appointed by fully independent boards are likely to face a steeper learning curve that can result in costly mistakes, especially during the initial years of their tenures.

Do the Benefits Outweigh the Costs?

The ultimate goal of corporate boards is to create long-term value. Therefore, to evaluate whether the benefits of full board independence outweigh its disadvantages, I examined the effect of fully independent boards on operating profits and corporate value in a study published in the Journal of Empirical Finance. My sample consisted of over 20,000 annual observations for 2,900 S&P 1500 companies from 1998 through 2011. Of these observations, about 54% belonged to years when a company’s board was fully independent, while the rest occurred when the company had more than one employee director. I then compared the two groups on operating profits and market valuation. My tests controlled for factors such as company size, use of debt, growth opportunities, managerial equity ownership, and other board attributes.

I found that companies with fully independent boards earned significantly lower operating profits than other companies — up to 8.2% lower. Similarly, these companies deviated more from value maximization and attracted lower market values. These performance differentials were more pronounced during the initial two years following the promotion to CEO of a senior executive without prior service on the company’s board. This suggests that the lack of regular exposure to the board presented a particularly difficult learning curve for internally promoted CEOs and hurt their early performance.

Does One Size Fit All?

A common theme in recent corporate governance research is that one size does not fit all when it comes to structuring a board of directors. Some companies have relatively straightforward operations that are easy for outside directors to understand and oversee. A fully independent board may be beneficial (or at least not harmful) to such companies. Other companies invest heavily in R&D and have significant amounts of intellectual property. Such companies are more difficult for outsiders to understand, so overseeing them requires continuous access to the high-quality information provided by employee directors at regular board meetings. I evaluated whether fully independent boards had a worse effect on the latter type of companies. Results indicated that this was the case — companies with more complex operations showed an 8.2% decrease in operating profit on average, while ones with more straightforward operations averaged a 4.8% decrease.

Although the value of independent directors is well established, my findings suggest that setting up a fully independent board is counterproductive. Boards that did away with senior executives’ knowledge, skills, and company-specific information diminished their own effectiveness.

So what’s a company to do? The demand of regulatory agencies for greater involvement of independent directors in board oversight means that companies need more independent directors to spread out oversight responsibilities. Yet adding independent directors without reducing the number of employee directors means enlarging the board, which may create other problems. However, boards can balance the need for independent and employee directors without altering their current size.

The median S&P 500 board has 11 directors. I propose allocating three positions to employee directors and the rest to independents. With eight independent directors, a company can staff its audit, compensation, and nominating/governance committees so that only a handful of directors serve on more than one committee, optimizing their contribution to board oversight and strategic advising. At the same time, two additional senior executives on the board will allow independent directors regular access to their expertise and knowledge. This will eliminate the need to filter internal information to the board through the CEO and improve the CEO succession process.

The Downside to Full Board Independence

The secret to smarter fresh-food replenishment? Machine learning

With machine-learning technology, retailers can address the common—and costly—problem of having too much or too little fresh food in stock.
The secret to smarter fresh-food replenishment? Machine learning

Duped by Data

Tactics for Accomplishing your Sales Targets

Putting into action sales methods to profitably satisfy desired goals is most reliable when used as component of your sales plan. You will discover a lot of tactics to pick from, and even with experience, business professionals and the sales … Continued

The post Tactics for Accomplishing your Sales Targets appeared first on Mr Dashboard.

Tactics for Accomplishing your Sales Targets

How tech-enabled consumers are reordering the healthcare landscape

Healthcare companies are developing new digital technologies to give consumers more control over the care they receive. That could upend the industry’s move toward greater consolidation and scale.
How tech-enabled consumers are reordering the healthcare landscape

Closing the digital gap in pharma

New research on the digital maturity of pharma, relative to other industries, reveals clear opportunities to improve performance by better connecting digitally with patients and physicians.
Closing the digital gap in pharma

The role of the chief transformation officer

The individual charged with leading change must have multiple capabilities.
The role of the chief transformation officer

Sustaining the momentum of a transformation

Five elements can keep bad habits from reasserting themselves.
Sustaining the momentum of a transformation

Changing the rules of the game to close California’s housing gap

To help solve California's housing shortage, real incentives and accountability should be added to the building and planning processes, write Jonathan Woetzel, Shannon Peloquin and Daniel Weisfield in The Los Angeles Times
Changing the rules of the game to close California’s housing gap

To continue stoking the world economy, cities must adapt to changing demographics

The decline in population growth in cities is forcing them to adapt in order to maintain a healthy global economy, write Jaana Remes and Jonathan Woetzel in The Globe and Mail.
To continue stoking the world economy, cities must adapt to changing demographics

Why many Americans feel worse off

U.S. household incomes remain flat, leaving many Americans worried about their economic future, write James Manyika and Anu Madgavkar in Forbes
Why many Americans feel worse off

The great income stagnation

In developed countries, income growth has slowed or fallen, with the potential outcome of younger generations being poorer than parents, write Laura Tyson, and Anu Madgavkar in Project Syndicate
The great income stagnation

Why China's cities will drive global growth

Urban Chinese population growth, as well as increases in urban incomes, and urban consumer spending is expected to drive growth, write Chang Ka Mun, and Jaana Remes, in Project Syndicate
Why China's cities will drive global growth

What digital finance means for emerging economies

In emerging economies, using a smart phone to provide access to financial services, could help boost the economy, write James Manyika, and Rodger Voorhies in Fortune
What digital finance means for emerging economies

Africa still rising

Despite slowed growth and development, Africa's potential, especially in high growth countries, remains massive, write Donald P. Kaberuka and Acha Leke in Project Syndicate
Africa still rising

The most digital companies are leaving all the rest behind

Companies that use digital technologies to innovate and transform the way they operate, have increased their productivity and profit margins by two to three times over their competitors, write James Manyika, Gary Pinkus, and Sree Ramaswamy in Harvard Business Review
The most digital companies are leaving all the rest behind

Europe has digital potential but it must act to close the gap with the US

European public and private sectors have to do more to digitize their businesses in order to remain competitive with the US, write Jacques Bughin, Eric Hazan and Sree Ramaswamy, in Europe's World
Europe has digital potential but it must act to close the gap with the US

Look out below: Why returns are headed lower, and what to do about it

Investment professionals may have been spoiled by a long run of exceptional returns. We will find out soon.
Look out below: Why returns are headed lower, and what to do about it

How a culture survives when a start-up merges with an incumbent

A seven-year-old start-up melds cultures with a centenarian—and is able to make it work. LearnVest CEO Alexa Von Tobel explains her company’s culture journey.
How a culture survives when a start-up merges with an incumbent

How impact investing can reach the mainstream

Clear measurement standards, high-grade operations, specialized products, and more training for entrepreneurs can make impact investing a more influential practice.
How impact investing can reach the mainstream

When Employees Don’t ‘Like’ Their Employers on Social Media

How the convergence of automotive and tech will create a new ecosystem

As the high-tech and automotive worlds merge—with four disruptive technology trends driving change—a complex ecosystem is creating new rules for success.
How the convergence of automotive and tech will create a new ecosystem

Please Go Away (and Spend More Time Somewhere Else)

Marketing’s Holy Grail: Digital personalization at scale

Personalization drives growth. But to scale it, companies need to do four things.
Marketing’s Holy Grail: Digital personalization at scale

The future of second-generation biomass

To make bioconversion commercially competitive, the industry needs swift advances.
The future of second-generation biomass

The role of the transformation office

Pace and rhythm are important in planning and execution.
The role of the transformation office

Setting aspirational targets

Companies should bear in mind four principles during the target-setting part of the transformation process.
Setting aspirational targets

Can the US economy return to dynamic and inclusive growth?

Slower economic growth in the United States has wrought a vicious cycle that has hobbled many American households. Targeted investment and policy action could turn it around.
Can the US economy return to dynamic and inclusive growth?

How cement companies create value: The five elements of a successful commercial strategy

As the dynamics of the cement industry change, successful companies are creating value by focusing on their micromarkets. Here’s how they do it.
How cement companies create value: The five elements of a successful commercial strategy

Transforming government through digitization

By digitizing processes and making organizational changes, governments can enhance services, save money, and improve citizens’ quality of life.
Transforming government through digitization

Reorganization rules that work

Companies should view reorganization as a routine practice essential to remain competitive and keep pace with technological change and disruption.
Reorganization rules that work

What Makes a Supply Chain Sustainable?

Miles to go: Stepping up progress toward gender equality

There are 10 gender "impact zones" that need to be addressed in order to accelerate progress toward gender parity, write Kweilin Ellingrud, Mekala Krishnan, and Anu Madgavkar in Global Daily.
Miles to go: Stepping up progress toward gender equality

Bracing for seven critical changes as fintech matures

The fintech sector is being shaped by shifting market conditions, new regulations, and changes in consumer demands and behaviors.
Bracing for seven critical changes as fintech matures

Developing products for a circular economy

Cross-functional collaboration and customer-focused design thinking can help companies reap more value from the energy and resources they use.
Developing products for a circular economy

Why Big Data Isn’t Enough

Starting at the source: Sustainability in supply chains

By working closely with their suppliers, consumer companies can lessen their environmental and social impact and position themselves for strong growth.
Starting at the source: Sustainability in supply chains

Digital innovation in consumer-goods manufacturing

Consumer-goods companies have begun to capture value by applying digital tools to manufacturing. Here’s a look at how they’re doing this today—and how they might do so tomorrow.
Digital innovation in consumer-goods manufacturing

Is Your Company Winning the Race to Digital Transformation?

Platform Strategy and the Internet of Things

In their book Platform Revolution (W.W. Norton & Co., 2016), authors Geoffrey G. Parker, Marshall Van Alstyne, and Sangeet Paul Choudary write that the platform model is the basis of some of the most successful companies operating today, from Google and Amazon to Uber and eBay. “No matter who you are or what you do for a living, it’s highly likely that platforms have already changed your life as an employee, a business leader, a professional, a consumer, or a citizen — and are poised to produce even greater changes in your daily life in the years to come,” they write.

The platform business model uses technology to connect people, organizations, and resources in an interactive ecosystem. As defined in Platform Revolution, “A platform is a business based on enabling value-creating interactions between external producers and consumers. The platform provides an open, participatory infrastructure for these interactions and sets governance conditions for them. The platform’s overarching purpose: to consummate matches among users and facilitate the exchange of goods, services, or social currency, thereby enabling value creation for all participants.”

On October 13, 2016, Van Alstyne, the Everett Lord Distinguished Faculty Scholar at Boston University, participated in a webinar about platform strategy hosted by MIT Sloan Management Review and made possible with sponsorship support from Xively. The presentation focused on the crucial role of the emerging Internet of Things as a component of platform strategy. The webinar was moderated by Steven Paul, a contributing editor at MIT SMR, and highlighted on Twitter at the hashtag #MITSMRevent. Among Van Alstyne’s key points:

Architecturally, the IoT redefines how devices communicate and offers significant economies of scale.

Before the Internet of Things, each participant in a network had his or her own device, with each device having a full stack of the functions that they use. In this architecture, “each device has to communicate with each of the other devices,” said Van Alstyne. The Internet of Things presents a competing architecture view, which “might be to put everything into a single box,” he said. “Here you get economies of scale. Everyone has access to all of the functions, and you save and economize on some of the connectivity and communications that take place.” There is a downside to going completely in this direction, he said: “While this model scales beautifully, it makes making changes more difficult.”

Folding IoT onto a platform strategy is a more architecturally ideal solution.

In contrast to the two architectural models above, Van Alstyne presented a hybrid platform model. The services that everyone uses is the shared core in an open platform. Limiting how much activity takes place on the platform has advantages: Functions have less efficiency loss, Van Alstyne noted, if they are interacting with fewer parts. Some duplication costs are made up by execution gains in speed and in modification. “If an architecture shares some of the functions, then you can also swap some modules more easily and more cost-effectively in this kind of architecture,” he said.

Companies can gain competitive advantage by focusing on how they help clients network.

“The product business model is broken,” Van Alstyne said. “Most companies compete by adding new features to products,” he said. “They haven’t been in the business of asking how to add network effects.” And that doesn’t mean just looking at technology and interfaces; it also means looking at economics. Van Alstyne cited the work of Sanjay Sarma, the vice president for Open Learning at MIT and a developer of many of the technologies behind radio-frequency identification (RFID) standards worldwide. “He has this wonderful observation, that you really need to start thinking about when things start to buy things. It’s not about interaction, but when they actually buy things.” As examples, he cites washers that refill themselves with softener or soap, printers that buy ink when they’re low, and the Nest thermostat which can buy energy on its owner’s behalf.

When “things buy things,” it changes the nature of business in fundamental ways.

“One element is basic marketing,” said Van Alstyne. “The point of interaction is no longer necessarily the person, but the platform. How are you going to coupon when it’s already been the machine that makes a decision to purchase or refill the soap or the paper?” Product manufacturers — of objects that include coffeemakers and printers — may now find themselves in the business of selling their customers a service: a coffee service, a printer service. “Each of these things becomes an interesting business challenge,” said Van Alstyne. “It’s not just the design of the device — it’s the design of the ecosystem around the device.”

Companies built on a platform strategy can create amazing value.

Van Alstyne showed the market cap value of competitive companies, where one is traditional and one is built on platforms. They included BMW (US$50B) and Uber (US$60B), Marriott (US$25B) and Airbnb (US$21B), and Walt Disney (US$146B) and Facebook (US$366B). “Facebook is now twice the value as Disney,” noted Van Alstyne. “You and I create the content for Facebook, where Walt Disney has hired these fantastic designers and storyboard artists and others to create the iconic culture we have today.” Platform companies can scale really quickly, he said, because companies “don’t bear even the marginal costs of production.” Airbnb has 40,000 listings in Paris and 8,105 in Berlin, and “it’s simply impossible for Marriott, Hyatt, or InterContinental to grow at that scale because they’d have to own the assets. It’s a different business model.”

“The transition to Internet Era firms is both like and unlike the previous transition to Industrial Era firms.”

Thirteen of the top 30 global brands, he said, are now platform companies — meaning they have the presence of a market or an external ecosystem — including Apple, Google, Microsoft, IBM, Samsung, and Amazon. And if you look at companies that are Internet-based, it’s even more stark: The dominant names, including Google, Facebook, and YouTube, are overwhelmingly platform companies. Manufacturing brands that rank as top global brands, including GE, BMW, and Nike, are adding sensors and other IoT features and capabilities to their products. What all this means is whereas the Industrial Era was defined by giant monopolies created by supply economies of scale, the Internet Era is seeing comparable monopolies being created by demand economies of scale, where users create value for users. These demand economies of scale take advantage of technological improvements on the demand side, including efficiencies in social networks, demand aggregation, and app development, to create these giant companies.

One new reality from all this: In any market with network effects, the focus of attention must shift from inside to outside the company.

“The reason for this is simple,” said Van Alstyne: “You cannot scale network effects inside the firm as easily as outside the firm, for the simple reason that there are more people and devices outside the firm than inside.” He said that while existing businesses need to adjust their strategies, new business managers must be versed in thinking about this new kind of ecosystem. “As a business school professor, almost everything we teach, whether it’s marketing, or strategy, or operations and logistics, architecture, any of these things, our training for inside the firm must now take on training for outside the firm as additional perspectives.”

“Strategy is different in the Internet Era than it was under the product-based or supply-side economy of scale.”

The traditional view of strategy, he said, is to look at the forces that are coming into the market, look at the threat of entrance, look at the substitutes, and to compete on either cost leadership or product differentiation. Companies also strive to own their core assets so that no one else can make what they make. “That’s not how platforms work,” Van Alstyne emphasized. “In platforms, the real goal is as many interactions as possible. You want to increase engagement.” It’s the demand side economies of scale that creates both the sustainability and the barrier to entry. As well, the boundaries of the ecosystem can be altered as consumers become producers — as with Airbnb wanting its riders to become drivers and Uber wanting its guests to become hosts. When this happens, Van Alstyne noted, a company’s demand becomes its supply.

Platform Strategy and the Internet of Things

Strategy and the art of motorcycle maintenance

What I learned about empirical analysis, dominant hypotheses, and the value of a clean workshop while crossing Australia on my bike
Strategy and the art of motorcycle maintenance

Making your marketing organization agile: A step-by-step guide

Everyone wants to be “agile” these days. Here’s how successful companies put together the teams and the capabilities to actually make it happen at scale.
Making your marketing organization agile: A step-by-step guide

The changing market for food delivery

Online food-delivery platforms are expanding choice and convenience, allowing customers to order from a wide array of restaurants with a single tap of their mobile phone.
The changing market for food delivery

A better way to M&A: Zeroing in on telecom value

With organic growth opportunities narrowing, telecom players need a better way to screen potential M&A targets. A data-rich, heat map–based approach can help.
A better way to M&A: Zeroing in on telecom value

Transforming HR and culture: An interview with Banco de Crédito del Perú’s Bernardo Sambra

An HR leader describes how an effort to increase his bank’s efficiency meant challenging the bank’s culture—and himself.
Transforming HR and culture: An interview with Banco de Crédito del Perú’s Bernardo Sambra

How retailers can improve price perception—profitably

New methodologies, powered by big data and advanced analytics, can help retailers attract value-conscious consumers without sacrificing margins.
How retailers can improve price perception—profitably

How to Develop a Great Digital Strategy

Creating a Data-Driven Enterprise: Real-Life Cases

Over the past few years, the MIT SMR team has delved deeply into how data and analytics are changing companies’ processes, products, and business models. In a new video panel, the editors leading that exploration, joined by the chief analytics officer at EY, discussed key insights from a recently completed series of in-depth case studies on how prominent organizations are using data and analytics to transform their operations.

In this live discussion, panelists discussed efforts by Intermountain Healthcare, GE, Nedbank, and the city of Amsterdam to become more data driven. This set of diverse organizations in a range of industries and geographies offers a unique perspective on the challenges and opportunities associated with becoming a data-driven organization.

Creating a Data-Driven Enterprise: Real-Life Cases

Energy 2050: Insights from the ground up

How will the world satisfy its need for energy? McKinsey research offers a perspective.
Energy 2050: Insights from the ground up

Engineering the future of maritime trade

Lessons from the expansion of the Panama Canal.
Engineering the future of maritime trade

Transformation with a capital T

Companies must be prepared to tear themselves away from routine thinking and behavior.
Transformation with a capital T

How private equity adapts: A discussion with Don Gogel

A longtime private-equity CEO reflects on the advantages of pure-play firms, how to deploy virtual expertise, and why general partners are like wineries.
How private equity adapts: A discussion with Don Gogel

Energy 2050: Insights from the ground up

How will the world satisfy its need for energy? McKinsey research offers a perspective.
Energy 2050: Insights from the ground up

Digital music’s Asian beat

The heady growth of new music-streaming services in the region may contain lessons for other industries.
Digital music’s Asian beat

IoT Can Drive Big Savings in the Post-Sales Supply Chain

How “Smart” Is Your R&D Spending?

A mixed 2015 for the global payments industry

While strong fundamentals continued, slower growth left payment revenues essentially flat in many regions last year.
A mixed 2015 for the global payments industry

A winning partnership: Financial institutions and strategic suppliers

For financial institutions, working with truly strategic partners is, and should be, very different from managing other supplier relationships.
A winning partnership: Financial institutions and strategic suppliers

Engineering the future of maritime trade

Lessons from the expansion of the Panama Canal.
Engineering the future of maritime trade

A culture of improvement: Defining the role of scale and sustainability in building big projects

An interview with Jacqueline Hinman
A culture of improvement: Defining the role of scale and sustainability in building big projects

Taking conservation finance to scale

Environmental projects are woefully underfunded. Improving their risk-return profiles and structuring larger investment products could unlock private capital to narrow the gap.
Taking conservation finance to scale

How IT can drive agile development

A simple idea: update your operating model to be able to build small, self-contained teams that create change quickly and efficiently.
How IT can drive agile development

As gasoline demand booms, don’t sleep on diesel

In 2015, gasoline-diesel differentials favored gasoline for the first time in many years, but the longer-term future favors diesel, and meantime refiners need to be able to swing between the two.
As gasoline demand booms, don’t sleep on diesel

Do You Have the Will for Digital Transformation?

How solar energy can (finally) create value

The market for solar power is growing faster than ever, but profitability has been lagging. The keys to improvement are better capital and operational efficiency.
How solar energy can (finally) create value

How analytics can improve asset management in electric-power networks

New technologies and advanced computational methods can help transmission and distribution companies save money, reduce risk, and improve the reliability of their critical assets.
How analytics can improve asset management in electric-power networks

Reorganization without tears

A corporate reorganization doesn’t have to create chaos. But many do when there is no clear plan for communicating with employees and other stakeholders early, often, and over an extended period.
Reorganization without tears

Strengthening Japanese agriculture to maximize global reach

Japan struggles to maintain output levels and expand exports of its expansive agricultural sector. A new approach could help meet the government’s aspirations.
Strengthening Japanese agriculture to maximize global reach

Grow fast or die slow: Focusing on customer success to drive growth

Technology and software companies spend millions acquiring new customers, yet customer retention is what separates top performers from their competitors.
Grow fast or die slow: Focusing on customer success to drive growth

Key trends in digital wealth management—and what to do about them

While clients are slow to take advantage of digital advice offerings, those who do are happier and the tide continues to rise.
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How infrastructure companies deliver real benefits

The best projects provide, connect, and produce sustainable outcomes.
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Fine-tuning family businesses for a new era

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Fine-tuning family businesses for a new era

Free Live Video Panel Oct. 27: Creating a Data-Driven Enterprise: Real-Life Cases

Over the past few years, the MIT SMR team has delved deeply into how data and analytics are changing companies’ processes, products, and business models. In a new, live video panel on October 27 at 11 am EDT, the editors leading that exploration, joined by the chief analytics officer at EY, will discuss key insights from a recently completed series of in-depth case studies on how prominent organizations are using data and analytics to transform their operations.

The panelists will discuss Intermountain Healthcare, GE, Nedbank, and the City of Amsterdam’s efforts to become more data driven. This set of diverse organizations in a range of industries and geographies offers a unique perspective on the challenges and opportunities associated with becoming a data-driven organization. The panelists will also take questions from viewers.

Register Free Now.

In the panel, you’ll learn:

• Why strong data governance is at the heart of any successful transition
• How partnerships are crucial to analytics success
• The leadership needed to create a data-driven culture
• How analytics improves process innovation, productivity, relationship management, and commercial opportunities

Register Free Now.

See more live and on-demand events from our 2016 Data & Analytics Webinar Series.

Free Live Video Panel Oct. 27: Creating a Data-Driven Enterprise: Real-Life Cases

Improving the investment patterns of cyclical companies

Companies that invest smartly when times are bad typically outperform peers.
Improving the investment patterns of cyclical companies

Strategic portfolio management: Divesting with a purpose

Tying portfolio decisions to a company’s distinctive capabilities can help identify which businesses to divest.
Strategic portfolio management: Divesting with a purpose

Discussions on digital: How large and small companies build a digital culture

Experienced digital leaders know that when it comes to agility versus stability, start-ups and large companies can learn a lot from each other.
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A Bank On the Edge of a Deep River

Taking a Value-Chain Perspective on Innovation

How to Calculate Sales Rate of Return Formula

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How to Calculate Sales Rate of Return Formula

Closing California’s housing gap

The McKinsey Global Institute provides a tool kit for fixing a chronic housing shortage in the world’s sixth biggest economy.
Closing California’s housing gap

How You Can Improve Teamwork In Manufacturing and Quality Operations

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How You Can Improve Teamwork In Manufacturing and Quality Operations

Competing for Talent in the Platform Economy

Urban world: Meeting the demographic challenge in cities

The days of easy growth in the world’s cities are over, and how they respond to demographic shifts will influence their prosperity.
Urban world: Meeting the demographic challenge in cities

Can you achieve and sustain G&A cost reductions?

Yes, but not by playing it safe. Set big goals, insist on a cultural shift, and model from the top.
Can you achieve and sustain G&A cost reductions?

Data Sharing, Advanced Analytics, and Success with IoT

The “Internet of Things” focuses attention on the exchange of data between sensors and connected devices — but for IoT success, companies must look beyond the data. Managing IoT data introduces more complex interactions among a wide range of organizations, as well as new kinds of relationships with important stakeholders.

On September 22, 2016, the coauthors of MIT SMR’s recent research report on IoT and a representative of one of the report’s primary examples, John Buccola, CIO of WASH Multifamily Laundry Systems, shared experiences, findings, and insights from their exploration into how companies are deriving value from the Internet of Things.

Data Sharing, Advanced Analytics, and Success with IoT

Beware the Paradox of Automation

Style that’s sustainable: A new fast-fashion formula

Stylish, affordable clothing has been a hit with shoppers. Now companies are trying to reduce its social and environmental costs.
Style that’s sustainable: A new fast-fashion formula

How customer demands are reshaping last-mile delivery

The last mile is seeing disruption from new business models that address customer demand for ever-faster delivery, as well as new technologies such as drones and autonomous ground vehicles.
How customer demands are reshaping last-mile delivery

Leaders and laggards in enterprise cloud infrastructure adoption

Investments in organizational capabilities rather than specific technology choices separate the leaders from the laggards.
Leaders and laggards in enterprise cloud infrastructure adoption

Harnessing the power of digital in life insurance

Big data and advanced analytics will enable a wide range of new business applications for life insurers, empowering sales forces and better serving consumers.
Harnessing the power of digital in life insurance

Why the circular economy is all about retaining value

By reassessing where waste is most prevalent in their value chains, companies can learn to close those loops to get more from the resources and materials they use.
Why the circular economy is all about retaining value

The quest for quality in fresh-food retailing

In fresh foods, quality is critical—but hard to define and measure. Here’s how retailers can make the quality investments that yield the highest returns.
The quest for quality in fresh-food retailing

Digital Middle East: Transforming the region into a leading digital economy

A number of countries in the region have high rates of consumer smartphone penetration, but businesses and governments need to catch up.
Digital Middle East: Transforming the region into a leading digital economy

Formula to Calculate Net Working Capital

How to Calculate Net Working Capital Net working capital is one of the most important financial ratios you should use on an ongoing basis.   What is Net Working Capital? Net working capital can be described as financial ratio a … Continued

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Formula to Calculate Net Working Capital

SMART Goal Setting Process for Small Businesses

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SMART Goal Setting Process for Small Businesses

Where, how much, and how: Answering the hardest questions of resource allocation

The challenge of resource allocation is determining where the resources will bring the most value, how much money and talent to redistribute, and how to put those shifts effectively into action.
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To succeed in the next 15 years, manufacturers will need to stretch their operating models in new directions.
Western Europe’s consumer-goods industry in 2030

Customer Relationships Get the Data Treatment

Linking Project Selection to Business Strategy

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Linking Project Selection to Business Strategy

Why Digitization Won’t Put Operations Managers Out of Work

Will car users share their personal data?

Surveyed consumers in China, Germany, and the United States say yes, if they see value in return.
Will car users share their personal data?

Small Business Development Strategies Ideas and Tips

Business development strategies help small businesses with growth through concentrating on essential aspects of operations, such as advertising and marketing, relationships and personnel improvement. Efficient strategic management will help new companies to get around the usually unpredictable beginning years, assisting … Continued

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Small Business Development Strategies Ideas and Tips

MGI Essay Prize: Crowdsourcing ideas for revitalizing growth in Europe

After receiving several hundred essay submissions on how to pump life into Europe’s economy, the judges awarded prizes in a McKinsey Global Institute contest.
MGI Essay Prize: Crowdsourcing ideas for revitalizing growth in Europe

Can inbound tourism fuel Japan’s economic growth?

The country struggles to attract Western visitors, tourists focus on limited destinations, and capacity is already stretched. Addressing these challenges could significantly boost the world’s third-largest economy.
Can inbound tourism fuel Japan’s economic growth?

The future is now: How to win the resource revolution

Although resource strains have lessened, new technology will disrupt the commodities market in myriad ways.
The future is now: How to win the resource revolution

Free Webinar, Oct. 13: Platform Strategy and the Internet of Things

At the intersection of platform strategy — where technology connects people, businesses, and resources to create an interactive ecosystem — and the Internet of Things lie both tremendous opportunity and significant hurdles. Yet IoT, a “worldwide platform of platforms,” offers an order of magnitude more power for companies who can capture its value.

Join Professor Marshall Van Alstyne, coauthor of Platform Revolution and a research scholar at the MIT Initiative on the Digital Economy, for a free webinar in which he offers insights on how platform strategy and IoT combine to produce value for all players in the ecosystem, using his research and real-life examples.

Register now.

In this webinar, you’ll learn:

• What platform strategy is, and why it combines with IoT for value creation
• How companies are using IoT to advance their platform strategies
• What the challenges are in this space, and how to think about tackling them
• Best practices for organizing to leverage IoT and platform strategy

Register now.

See more live and on-demand events from our 2016 Data & Analytics Webinar Series.

Free Webinar, Oct. 13: Platform Strategy and the Internet of Things

Project Memo Example Format Template

The project memo is a short, informative company document that you can distribute to employees, operations or owners in a business which makes announcement about a project proposal, new meeting or perhaps modifications to existing process. The project memos are … Continued

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Project Memo Example Format Template

How to Manage a New Team?

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How to Manage a New Team?

Warehousing value: An interview with Sky Deutschland’s Sebastian Hauptmann

A new perspective revealed hidden value in warehouse operations—and a new way of working with logistics-services providers.
Warehousing value: An interview with Sky Deutschland’s Sebastian Hauptmann

Tips on Outsourcing Sales Training

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Tips on Outsourcing Sales Training

How to Make a Sales Forecast Template

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How to Make a Sales Forecast Template

Digital innovation in Asia: What the world can learn

Companies in the region are transforming their digital operations to great effect and building some of the world’s most successful tech giants.
Digital innovation in Asia: What the world can learn

Creating a successful Internet of Things data marketplace

Monetizing the flood of information generated by the Internet of Things requires a well-executed strategy that creates value.
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Making data analytics work for you—instead of the other way around

Does your data have a purpose? If not, you’re spinning your wheels. Here’s how to discover one and then translate it into action.
Making data analytics work for you—instead of the other way around

Steering IT into the digital manufacturing era

Mattias Ulbrich, CIO of Audi, discusses technology trends in the automotive industry and how his team is enabling next-generation manufacturing practices.
Steering IT into the digital manufacturing era

An integrated perspective on the future of mobility

A number of social, economic, and technological trends will work together to disrupt mobility, potentially creating three new urban models by 2030.
An integrated perspective on the future of mobility

Budgeting Strategies Examples for Business Development

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Budgeting Strategies Examples for Business Development

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Top-Down vs Bottom-Up Management Structure

How B2B digital leaders drive five times more revenue growth than their peers

By focusing on the right digital practices, B2B companies—currently trailing B2C companies in digital transformation—can create long-term value. Here are five areas where digital leaders excel.
How B2B digital leaders drive five times more revenue growth than their peers

Mr Dashboard Weekly | Oct 10

  Management tips and tools this week:   How to Create Cover Letter for Business Plan posted in: Business Templates, Management, Small Business How to Create Professional Cover Letter for Your Business Plan Business plan is a crucial record for … Continued

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Mr Dashboard Weekly | Oct 10

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Balanced Scorecard HR Strategy Development

Independent work: Choice, necessity, and the gig economy

The McKinsey Global Institute examines all the ways people are earning income, as well as the challenges independent work presents.
Independent work: Choice, necessity, and the gig economy

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How to Prepare an Audit Report and Create Adjustments

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What is HR Planning?

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How to Create KPI Goals?

Chinese consumers: Revisiting our predictions

As their incomes rise, Chinese consumers are trading up and going beyond necessities.
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Critical Success Factors for an HR Department Managers

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Making data analytics work for you—instead of the other way around

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Top Safety Management Principles and Examples

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Top Safety Management Principles and Examples

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Tips on How to Manage Change in Business

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How to Write Executive Summary for a Business Plan

Tech Savvy: Hacking Your Work-Life Balance

How work will change in the next economy

Tim O’Reilly talks to McKinsey’s James Manyika about the interplay between technology, the economy, and the future work.
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A good strategic HR plan is the guide for any company when it comes to the mission, vision, goals and objectives. It provides practical places for example supply, production, advertising, finance, procedures as well as HR some sort of platform … Continued

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How to Create HR Plan for your Company

How to Create Training Metrics Scorecards

It’s very important if creating training strategies to thoroughly quantify their particular outcomes. This is also true with regard to small enterprises. The actual gain on the specific training situation could be hard to monitor, which means not necessarily often … Continued

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How to Create Training Metrics Scorecards

Steering IT into the digital manufacturing era

Mattias Ulbrich, CIO of Audi, discusses technology trends in the automotive industry and how his team is enabling next-generation manufacturing practices.
Steering IT into the digital manufacturing era

How to Write an Executive Annual Report

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How to Write an Executive Annual Report

How to Track Sales Closing Ratio

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How to Track Sales Closing Ratio

Qualitative Sales Goals: Improve Quality of Sales Targets

Whenever your company is smaller, it is important to established sales ambitions and gauge your current development. The unique sales objectives you place on your organization are usually your targets. Offering targets may be quantitative or perhaps qualitative. A quantitative … Continued

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Qualitative Sales Goals: Improve Quality of Sales Targets

How to Reach Your Sales Targets

Using sales strategies to efficiently satisfy targets is most beneficial when implemented as component of some sales program. You will find a number of solutions to choose from, along with with practice, company leaders and their sales employees will get … Continued

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How to Reach Your Sales Targets

What private-equity strategy planners can teach public companies

Successful PE firms model practices that would benefit any multibusiness enterprise—as well as some that break the public-company mold.
What private-equity strategy planners can teach public companies

How we did it: Implementing a private-equity strategic vision

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