Harvard Business

OCTOBER 18, 2018

But one person had given him the lowest ratings possible, and from the written remarks, Lance could tell that it was Ahmed Lund, Barker’s head of sales. His CFO and his sales chief had been at loggerheads for a while. Ahmed accused Damon of throwing up roadblocks and using his power to undermine the sales department.

Case Study 47

Case Study Case Studies Study Sales 47

Harvard Business

FEBRUARY 28, 2018

As a VP of sales and marketing for Becker-Birnbaum International, a global consumer products company, Aliyah knew she needed a talented marketing director to support her division’s portfolio of 34 products. In fact, she was getting pressure from her boss to spend more time with her counterparts in other divisions.

Case Study 37

Case Study Case Studies Study Case Interview 37

Tsavo Neal

DECEMBER 4, 2020

Treat your LinkedIn profile like marketing material — not a resume. Instead, write your LinkedIn profile like marketing material. Posting your resume is marketing Interviewing is sales Salary negotiation is pricing Your employer is your customer. The Detailed Case Study. You’re not looking for a job.

Resumes 78

Resumes Case Interview Case Study Case Studies 78

Tom Spencer

JUNE 6, 2020

It is a critical step towards identifying growth opportunities in business and should be carried out before undertaking any of the following actions: Developing customized marketing programs (e.g. Demographic segmentation divides a market through variables such as age, gender, education level, family size, occupation, income, and more.

Apparel 103

Apparel Retail Examples Productivity 103

Harvard Business

MAY 22, 2017

So how can you improve your sales skills, especially if you don’t pitch people often? And what should you do if you lose a sale? “Many of them tell me that sales is something they never want to do in their careers.” ” And yet, he says, “Sales is the most fundamental skill.”

Sales 74

Sales How To Case Study Case Studies 74

Harvard Business

APRIL 20, 2017

Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. A quick search showed that he was Zantech’s head of market research for Asia. Moon’s team, but there had been complications with her visa. It seems like lying.

Case Study 30

Case Study Case Studies Study Ethics 30

Harvard Business

JULY 7, 2016

“It feels weird eavesdropping like this,” Alejandra Chirinos told Ricardo Rodriguez, her marketing VP, and Miguel Martinez, her head of sales. Soledad Orellana, the market research consultant who’d arranged the session, concurred. Ricardo chuckled. “They know they’re being watched,” he said.

Case Study 32

Case Study Case Studies Study Fashion 32

Comatch

APRIL 3, 2023

In the past, sales representatives played a central role in providing information and building relationships with buyers. According to research from Gartner , B2B buyers only spend 17% of their time meeting with sales representatives when considering a purchase.

Media 52

Media B2B Development Sales 52

Harvard Business

MAY 5, 2016

Editor’s Note: This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. The year before, prompted by all this, Lumiscape’s leadership had decided to pivot from a sales model to a subscription model. Could we rent instead?’”

Case Study 28

Case Study Case Studies Study Sales 28

Management Consulted

NOVEMBER 20, 2013

In our Consulting Interview Bible, we go into the differences in great detail – but that’s not the point of this article. Within both case styles there can be a mixture of case interview types. Today, we focus on 6 types of case interviews. The original market was $24M/year. Market Sizing.

Case Interview 236

Case Interview Interviews Study Cover Letters 236

Harvard Business

JUNE 26, 2017

Erica Jackson, chief marketing officer of the Mendoza Marathon Corporation, had risen early to watch people line up to register for next year’s event and expected an enthusiastic crowd. Moreover, many signed up for multiple events in case later they weren’t able to get into their first choice.

Case Study 28

Case Study Case Studies Study Apparel 28

Harvard Business

JUNE 26, 2018

The business was her third baby: She’d launched it when the pups were a year old simply because she couldn’t find any high-quality shampoos for them on the market. On her desk was a pile of résumés from CEO candidates who’d responded to a listing she’d posted on a small business sale website.

Case Study 28

Case Study Case Studies Study Productivity 28

BCG

AUGUST 23, 2016

Article Tuesday, August 23, 2016. To capture the immense opportunities in emerging markets, pharmaceutical companies require highly targeted strategies. And what works in developed markets won’t necessarily work in emerging economies. The payoff for getting a targeted emerging-market strategy right is significant.

Pharmaceuticals 40

Pharmaceuticals Case Study Case Studies Sales 40

Tsavo Neal

MARCH 20, 2019

If you’re reading this article, you’re asking yourself this question. In this article, I’ll take you through the exact questions — and steps — I would ask a consultant whose befuddled why they aren’t getting any clients with their website. Marketing is what gets you these conversations. But it’s the wrong question.

Consulting 101

Consulting Marketing Sales Tools 101

Management Consulted

DECEMBER 13, 2015

Before we dive into case frameworks, it’s important to say now that we will be going into some depth about this subject, but by no means doing it complete justice. At the end of the article, we’ll include some suggestions on places you can look for more details. Where to advance your use of consulting case frameworks.

Case Interview 100

Case Interview Consulting Interviews Study 100

Tsavo Neal

NOVEMBER 16, 2017

Social proof is one of the most critical elements of marketing and sales. For consultants, it’s the most important piece of your marketing puzzle. By the end of this article, you will… Understand why social proof is important for helping you attract and develop new business. Content social proof.

Consulting 60

Consulting How To Case Study Case Studies 60

Management Consulted

APRIL 27, 2014

Here, we’re not talking about actually developing case interview skills per se – we have a whole bunch of suggested articles at the end that will help you do that. Size its market. The 2 Smartest Case Study Techniques. Identify how it makes profit. Evaluate its competitors. Other MC Posts.

Development 205

Development Consulting Boston Consulting Group McKinsey 205

CaseInterview.com

DECEMBER 4, 2019

When I first started recruiting for consulting jobs, an interviewer at Bain shared a story (arguably a legend at this point) about how Bain (or it might have been McKinsey) was asked to advise Motorola on whether or not they should enter the mobile phone market. But what happens in smaller markets or with smaller clients?

McKinsey 75

McKinsey Case Interview Bain Data 75

Tsavo Neal

AUGUST 24, 2017

Unless your case studies show your potential clients that you’re capable of solving their problem, they are nothing but wasted space on your website. Your website’s copy certainly helps — but case studies provide an extra layer of credibility. Winning New Clients Through Your Case Studies.

Case Study 60

Case Study Case Studies Study Consulting 60

Tsavo Neal

MAY 25, 2017

In this article, we’ll look at a story of a consulting firm that was able to differentiate their firm successfully — and it completely changed the fate of their business. By the end of this article, you will… Understand common myths about differentiating, and how they are wrong. SOURCE: Beyond Referrals.

Consulting 60

Consulting How To Industry Marketing 60

Harvard Business

MARCH 14, 2018

Digital natives who grew up with the Internet and smartphones have transformed the way B2B buyers research purchases, qualify vendors and make purchases—changing the rules of the game for marketers and product managers. First impressions matter as much as ever in B2B markets.

B2B 28

B2B Bain Research Study 28

Consulting Success

FEBRUARY 8, 2018

Self-described “recovering consultant” Blair Enns is the CEO of Win Without Pitching, a sales training organization for creative professionals in the design, advertising, and public relations fields. It’s a sales training organization to creative professionals. Thank you, Michael. It’s a pleasure to be here.

Consulting 121

Consulting Productivity Advertising Training 121

Tsavo Neal

JANUARY 20, 2022

” As a specialist in design, copywriting, and marketing for consultants, I’m biased. Instead, they leverage their consulting websites as the centerpiece of their marketing system. If you’re not a consultant but you’re interested in websites for individuals, check out my article on the best personal websites ).

Consulting 167

Consulting Case Study Case Studies Media 167

Harvard Business

DECEMBER 14, 2018

I explained this in an article that was published in Harvard Business Review in 2008, before any of those companies began, and, now, 10 years later, that still holds true, as more and more of the business discourse is focused on digital transformation. In other words, they had great business models.

Advertising 50

Advertising Turnaround Resources Comparison 50

Chad Barr

SEPTEMBER 10, 2014

Market and showcase our advisory web strategic services and demonstrate evidences of success through testimonials. Contact readers or our newsletters and solicit ideas for future articles and topics. First is marketing, which creates the need and sales, which provides options. Stay in constant touch with our clients.

Intellectual Property 40

Intellectual Property Case Study Case Studies Meeting 40

Consulting Success

JANUARY 29, 2018

Many consulting firms spend time writing about their methodologies or writing about their own case studies to self-promote. It’s a very crowded market out there. What kind of impact those articles had on your business? Or “Can you come and speak at my sales meeting?” What’s really important? Click To Tweet.

Development 190

Development Consulting How To Case Interview 190

Harvard Business

APRIL 5, 2016

” According to HBS professor Anita Elberse, who has studied this issue in depth, marketers’ decision making is pretty straightforward. When marketers get this balance right — choosing the right people at the right moment — Elberse’s research shows that it works. Do celebrity endorsements work?

Advertising 28

Advertising Case Interview Sales Case Study 28

Management Consulted

JANUARY 18, 2015

1997 – First Global Prize, an annual business school case study competition for potential recruits, awarded. Marketing & Sales. Each company faces substantial challenges in the every evolving face of marketing due to consumer trends and industry dynamics. MC Articles. Articles from The Economist.

Interviews 100

Interviews Culture Case Interview McKinsey 100

Harvard Business

SEPTEMBER 13, 2017

We chose Brazil’s beef industry as the location of our case study , both for the size and complexity of the industry and for its impact on the planet. Nonetheless, the case study demonstrates that measuring the value of sustainable business can be done, and that sustainable business itself can be cost-effective.

Methodologies 28

Methodologies How To Case Study Case Studies 28

Women in Consulting

OCTOBER 26, 2015

Deb Siegle, WIC’s president, was recently interviewed (by email) regarding women consultants and business owners for possible inclusion in an article for one of the Boston College blogs. A sales trainer told me that he thought women were better salespeople because they engage with the prospect. By: Deborah Siegle. A side note.

Interviews 48

Interviews Case Interview Consulting Bain 48

Harvard Business

MARCH 14, 2017

As I said at the time, it was a case study in poor policy and even poorer execution. The original reason given for the drastic demonetization action was to expose the so-called “black” market, fueled by money that is illegally gained and undeclared for tax purposes. Overnight, 86% of cash in circulation was voided.

Banking 36

Banking Government Policies Sales 36

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.

Turnaround 38

Turnaround Talent Groups Meeting 38

Harvard Business

AUGUST 22, 2016

Chris Zook and James Allen have also recently tackled this issue their recent HBR article “ Reigniting Growth.” The voluminous case studies and articles about the firm would fill entire file cabinets in the typical business school storage area. Eliminate bureaucracy. Rediscover the mission.

Company 28

Company Sales Retail Engineering 28

Tsavo Neal

APRIL 27, 2017

But, how you present yourself is critical for marketing and selling your services. This is more than how you dress — it’s your office, your marketing material, your brand — and yes, your website. This article lists relevant website and digital marketing statistics for consultants.

B2B 60

B2B Marketing Consulting Advertising 60

Management Consulted

OCTOBER 2, 2016

Specializing in economic, financial and market analysis, specifically for cases in litigation, Cornerstone Research touts itself as the one player major law firms turn to when navigating the obstacle course that is the American and European legal systems. Case Studies. Office Locations. But…there is good news.

Interviews 100

Interviews Research Culture Case Interview 100

Consulting Success

JULY 24, 2017

His career path took him from software company technical writing and journalism to a marketing executive in a software company before becoming an independent copywriter who specializes in white papers and case studies. Case studies and numbered lists are two of the powerful tools that white papers must contain.

How To 253

How To Consulting Case Study Case Studies 253

Business Consulting Agency

JANUARY 23, 2024

In this article, we delve into the significance of steering clear of costly errors and highlight how working with business consultants, seasoned professionals who don’t guess but draw from their extensive experience, can substantially improve results. From financial turnarounds to crisis management, the results speak for themselves.

Consulting 52

Consulting Turnaround ROI Case Study 52