Tue.Jan 18, 2022

Could Your Consulting Firm’s Price Increase Tomorrow Help Sales Today?

David A Fields

You may have considered announcing an increase in your consulting firm’s fees—or announcing a potential increase in fees—as a method for inducing prospects to engage your consulting firm now, while your fees are at their current rates. Let’s discuss whether that technique works or not.

Sales 195

Five Questions to Create Your Successful (Hybrid Remote) Cluster Team

Johanna Rothman

I'm seeing different kinds of “hybrid remote” teams these days. I already wrote about satellite teams (see Five Tips for Your Successful (Hybrid Remote) Satellite Team ). Now, I'm also seeing cluster teams.

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Two Incredible Women Who Are Succeeding In A Man's World

Simon Associates

Photo courtsey of Alana Holmberg for The New York Times. Last week my wife Andi Simon wrote a blog about a pioneering early entry in the women’s rights movement, Christine Grant, who took a leadership position during the early days of Title IX.

Insights to impact: Creating and sustaining data-driven commercial growth

McKinsey

How B2B sales pioneers empower their sellers and drive sustained growth with data and analytics. Marketing & Sales Insights Digital Marketing Operations & Technology B-to-B Digital marketing Multichannel

B2B 104

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

How Digital Transformation Can Improve Hospitals’ Operational Decisions

Harvard Business

It can help with patient flow, staffing, scheduling, and supply-chain management. Operations and supply chain management Technology and analytics Healthcare sector Information technology and telecom sector Digital Article

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Convincing Your Company Leaders to Invest in New Technology

Harvard Business

Overcoming resistance starts with understanding the psychological barriers at play. Technology and analytics Change management Psychology Behavioral science Organizational change Organizational transformation IT management Digital transformation Digital Article

Road freight global pathways report

McKinsey

Freight transport is responsible for a high percentage of vehicle emissions. Substantial reductions will require a greater focus on medium- and heavy-duty trucks. Automotive & Assembly Insights Automotive Other motor vehicles & components Climate change

How to Build a Successful Upskilling Program

Harvard Business

Employees say they want more training and development — but often struggle to identify which skills they’re looking for.

Building 21st century companies in Asia

McKinsey

Asia’s corporate landscape is changing rapidly and the role and priorities of CEOs may need to evolve. Future of Asia Asia-Pacific

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

“The dog ate my homework”

Seth Godin Blog

How did the dog become your teacher’s problem? When we’re actively enrolled in a journey, it’s on us. That’s the requirement once you choose to act professionally. You know the terms, the dates, the structure. It wasn’t even fine print.

3 Strategic Options to Deal with Inflation

Harvard Business

Instead of raising prices, consider bundling, repositioning your brand, or changing your pricing model. Pricing strategy Economics Strategy Digital Article

Reimagining the role of physical stores in an omnichannel distribution network

McKinsey

Online is here to stay, but physical stores can—and should—play an important role in omnichannel distribution networks of retailers and vertically integrated brands. Retail Insights Retail & Consumer Goods

How Social Enterprises Can Help Corporations Meet Their ESG Goals - SPONSOR CONTENT FROM ACUMEN

Harvard Business

Sponsor content from Acumen. Corporate social responsibility Sponsor Content

12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.

So, you’ve built a new capability, but no one uses it! What gives?

Kates Kesler

Cari, a leader in the company’s new Data and Analytics unit, was frustrated to hear about yet another team which hired an external contractor to do the work her group was set up to do. She had spent the past 18 months building this new organization. She had hired top talent, built assets, and delivered high quality demonstration projects. But it seemed that many pockets of the organization still didn’t know they existed, or worse, chose not to work with them.

How Companies Reckon with Past Wrongdoing

Harvard Business

A conversation with the University of Baltimore’s Sarah Federman about meaningful ways to deal with a difficult history. Business ethics Human rights Transparency Audio

Contact center workforce 101: IVR vs. chatbots vs. agents

1 to 1

Customer service interactions can quickly evolve, requiring different channels and tools. A quick live chat with a bot, for instance, can rapidly escalate to an emergency call with an agent, which we refer to as an associate, and vice versa.

Tools 26