Tue.May 19, 2020

Two Issues Your Consulting Firm Must Confront to Win Projects in Uncertain Times

David A Fields

Your consulting firm has probably encountered more resistance from prospective clients than usual over the past eight weeks. Fortunately, you can understand and overcome the elevated stumbling blocks. The basics of winning consulting projects haven’t changed. Keep them moist and use lots of butter. No, wait. That’s for sheets of phyllo dough. To win consulting … Continued. The post Two Issues Your Consulting Firm Must Confront to Win Projects in Uncertain Times appeared first on David A.

Diversity wins: How inclusion matters

McKinsey

The business case for inclusion and diversity (I&D) is stronger than ever. Taking a closer look at diversity winners reveals what can drive real progress. Diversity and Inclusion

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How fast can consultants move?

The Source

When our son was born, I had an emergency caesarean. Standing at the side of the room while a dozen or so doctors and nurses swarmed in and began operating, my husband said something to the effect of: “So this is what an emergency looks like”. “No”, No”, was the answer. This is a medium-level emergency. If it was a high-level of emergency, we’d have had the baby out by now.”

Diversity still matters

McKinsey

Inclusion and diversity are at risk in the crisis—but are critical for business recovery, resilience, and reimagination. Diversity and Inclusion

86

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

3 Ways Resiliency Helps Companies Shift Back

Think Customers

A forward-thinking strategy is the best solution for overcoming uncertainty. For CX-leaders in the contact center space to overcome the fallout from COVID-19, the digital, remote, and perseverance strategies that carried them through the crisis in the first place may be their best move. TTEC’s webinar, Shifting Back: How to prepare for what’s next in the contact center , discussed the innovations needed to build a long-term digitally resilient organization.

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How to Manage an Employee Who’s Struggling to Perform Remotely

Harvard Business

Be empathetic — but don’t lower the bar. Managing people Conflict Giving feedback Digital Article

Scaling rapid workforce conversion during COVID-19

McKinsey

Amid crisis disruption or when preparing for the next normal, quickly delivering practical, flexible learning can help shape a business’s recovery profile. Here’s how. Insights from McKinsey Accelerate

Pique blindness

Seth Godin Blog

If you can study something behavioral on college students, you can bet it gets studied a lot. It’s easy and cheap to run these sorts of tests. Which is how we came to understand the power of pique and the risk of habituation. It turns out that if you see something over and over again, you start to ignore it. And so marketers of all stripes work to pique your interest by making funky little adjustments. They’ll change the speed limit to 57, or hang a sign upside down.

Study 27

Lessons from the generals: Decisive action amid the chaos of crisis

McKinsey

Inspiration drawn from crisis-management professionals can help decision makers in the COVID-19 pandemic. Strategy & Corporate Finance Insights

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Smarter Side Gigs

Harvard Business

Embracing roles outside your organization can help you prosper within it. Career planning Managing yourself Productivity Audio

Beyond contactless operations: Human-centered customer experience

McKinsey

As we look forward to the next normal, consumers are already demonstrating a preference for companies that deliver great service while reducing risks all along the customer journey. Insights on Operations

Are You Stuck in the Anxiety-Distraction Feedback Loop?

Harvard Business

We’re wired to avoid what makes us feel fear. But you can break the cycle. Stress Health Psychology Digital Article

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What sets the world?s best CEOs apart

McKinsey

Are you a great CEO, or just a good one? New research shows that the leaders who truly excel have a set of distinctive mindsets and practices. Strategy & Corporate Finance Insights

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Why the Second Generation Can Make or Break Your Family Business

Harvard Business

They don’t have to live in the shadow of the founders. Corporate governance Leadership development Generational issues Digital Article

Revenue growth management in the COVID-19 crisis

McKinsey

The fundamentals of revenue growth management remain, but CPG companies will need to pivot fast to respond to the crisis and lay the groundwork for the next phase. Marketing & Sales Insights

Is Your Business Masquerading as Data-Driven?

Harvard Business

Four signs to look out for. Data Digital Article

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How will African farmers adjust to changing patterns of precipitation?

McKinsey

Agriculture is critical to Africa’s growth and development, but climate change could destabilize local markets, curb economic growth, and heighten risk for agricultural investors. Insights on Sustainability

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

How to Form a Mental Health Employee Resource Group

Harvard Business

It’s a great way to show support and reduce stigma. Diversity Health Organizational culture Digital Article

Financial decision-maker sentiment: Sweden

McKinsey

An ongoing look at how the attitudes of financial decision makers in Sweden are evolving during the COVID-19 pandemic. Insights on Financial Services

The Case for Reopening Economies by Sector

Harvard Business

Economic recovery doesn’t have to come at the cost of public health. Economy Recession Policy Crisis management Digital Article

Financial decision-maker sentiment: Nigeria

McKinsey

An ongoing look at how the attitudes of financial decision makers in Nigeria are evolving during the COVID-19 pandemic. Insights on Financial Services

How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”

Financial decision-maker sentiment: South Africa

McKinsey

An ongoing look at how the attitudes of financial decision makers in South Africa are evolving during the COVID-19 pandemic. Insights on Financial Services

Financial decision-maker sentiment: UAE

McKinsey

An ongoing look at how the attitudes of financial decision makers in the UAE are evolving during the COVID-19 pandemic. Insights on Financial Services

Financial decision-maker sentiment: Singapore

McKinsey

An ongoing look at how the attitudes of financial decision makers in Singapore are evolving during the COVID-19 pandemic. Insights on Financial Services

Financial decision-maker sentiment: Malaysia

McKinsey

An ongoing look at how the attitudes of financial decision makers in Malaysia are evolving during the COVID-19 pandemic. Insights on Financial Services

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.

Financial decision-maker sentiment: Morocco

McKinsey

An ongoing look at how the attitudes of financial decision makers in Morocco are evolving during the COVID-19 pandemic. Insights on Financial Services

Financial decision-maker sentiment: Kenya

McKinsey

An ongoing look at how the attitudes of financial decision makers in Kenya are evolving during the COVID-19 pandemic. Insights on Financial Services