Harvard Business

OCTOBER 13, 2016

Conversely, an improvement in manufacturing or supply chain processes often affects sales tasks — and it’s not an “improvement” if it hurts sales while optimizing another group’s performance metrics. For many firms, calling on the C-suite is now central to strategy execution and sales success.

Strategy 28

Strategy Strategy Strategy& Hotels 28

Consulting Success

JANUARY 29, 2018

What kind of metric do you use to measure that in terms of compensation based on great client work? Many consulting firms spend time writing about their methodologies or writing about their own case studies to self-promote. I want them exclusively obsessed with helping their clients solve their problems. It’s very aggressive.

Development 190

Development Consulting How To Case Interview 190

Harvard Business

APRIL 19, 2018

With online technologies and targeted lists, this should be a cost-effective tool for separating the suspects from the prospects, accelerating customer conversion through the sales funnel, and, equally important, optimizing “data-driven marketing” by tying each piece of content to metrics like opens, reads, downloads, and so on.

Marketing 32

Marketing Case Study Case Studies Sales 32

Harvard Business

FEBRUARY 6, 2017

This problem of uncertainty, combined with the nature of software, means that managing our projects in terms of outputs is simply not an effective strategy in the digital world. This is the impulse that leads to detailed requirements and specification documents, but, as we’ve come to understand, this tactic rarely works in software.

Management 28

Management System Software Productivity 28