Remove Chemicals Remove Sales Remove Strategy Remove Strategy&
article thumbnail

New Regulations Place Sustainability and ESG at the Center of National and Global Business Competitiveness

Brimstone Consulting

Your strategy needs to consider current and future sustainability and ESG rules and regulations and market realities. Compliance with rules and regulations at the local, state, federal, and international levels has already begun and will continue to impact corporate strategy. The impact of these rules and regulations is far-reaching.

Apparel 73
article thumbnail

Sales Reps, Stop Asking Leading Questions

Harvard Business

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

Sales 32
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Top 10 Consulting Firms in the Middle East

Management Consulted

Strategy& (PwC). Ask any consultant about the Middle East, and Booz (now Strategy&) will be the first name on their lips! A little later, Booz was acquired by PwC and rebranded as Strategy& Now that our little history lesson is complete, let’s continue. Here we go! McKinsey & Company. McKinsey at #4?

article thumbnail

Customer Signals for Adapting Experiences

1 to 1

A chemical manufacturer with a solid customer listening program noticed an uptick in complaints about pricing. It learned that some distributors were selling chemicals for applications in markets better served by off-the-shelf, commodity products. scientists to help innovative clients discover new applications for the chemicals).

article thumbnail

Simon-Kucher & Partners Interviews & Culture

Management Consulted

Though the firm’s background is exclusively in pricing, in more recent years it has been breaking into other practice areas such as strategy, marketing, and sales. In 1996, Simon-Kucher opened an office in Boston and began to put more of a focus on its other three practice areas: strategy, marketing, and sales.

article thumbnail

IBM Consulting Interviews: Navigating the IBM GBS Maze

Management Consulted

Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. In 1991, IBM approved a new world-wide services strategy to make IBM a world class services company by 1994.

IBM GBS 203
article thumbnail

A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes

Harvard Business

It traced much of the cause to a mismatch between its sales incentives and pricing strategy. The manufacturer was compensating sales representatives based solely on how much revenue they generated. invest in ongoing development of capabilities among the sales and pricing teams through training and tools.

B2B 31