Twelve highlights from our 2020 research

McKinsey & Company

These 12 charts distill some of the best research from the McKinsey Global Institute over the course of a year of shocks. Innovation & Growth

Researching Consulting Firms

Tom Spencer

IN this post we look at researching consulting firms. Why, how and what should you research? Below we provide some ideas to help make your research as effective and efficient as possible. Why should you research? Researching consulting firms doesn’t just help you prepare your application and improve your interview performance, it will also help you decide whether you are really interested in pursuing a career in the consulting industry. How should you research?

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How to Research a Prospective Client

David A Fields

A question I was asked: What are the best sources to research a company that I’m pitching? What would your suggestion be to this consultant? What has worked for you? Post your suggestion by using the ‘Leave a Comment’ box below. Consultants Context Discussion Creating Value Positioning Proposals Relationships adding value Consultative selling Context Document positioning. relationships value proposition

Research: Type Less, Talk More

Harvard Business

Don’t underestimate the power of a phone call. Communication Digital Article

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.”

Climate risk and response in Asia: Research preview

McKinsey

Get an early view on how climate risk could affect the region, with a look at both physical hazards and socioeconomic impacts. Asia-Pacific

Cornerstone Research Interviews and Culture

Management Consulted

CORNERSTONE RESEARCH. Ranked at #8 in the Vault Consulting Top 50, Cornerstone Research may just be the most interesting consulting firm you’ve never heard of. 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. CORNERSTONE RESEARCH KEY STATS. Research.

How Nonprofit Foundations Can Sustainably Fund Disease Research

Harvard Business

Research & development Finance & Accounting Digital ArticleThree strategies that work.

Research Shows How to Close $3 Million in Consulting Business

David A Fields

Being a quant-geek (like yours truly), he’s conducted some internal research on why he’s able to win projects and why some projects don’t sell. Tangential question for you to ponder: Why do you think that consultants who are closing millions in revenue have time to conduct research, write blogs like this one, etc.? Rick, a friend and colleague of mine routinely sells $3 million per year in consulting projects for his small, independent consulting firm.

Doctor, Heal Thyself: Rare Disease Research

Harvard Business

This led him to co-founding and managing the Castleman Disease Collaborative Network (CDCN) — a research collective to disrupt the broken, disorganized approach to disease research. Health Research & development Psychology AudioDavid Fajgenbaum has almost died five times from Castleman disease, a group of rare and deadly disorders of the lymph nodes.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Research: New insights Into Today's Consulting Talent War

Management and IT Consulting

For a second time, the Hinge Research Institute has conducted its Employer Branding Study -- the largest of its kind with almost two thousand respondents across the globe.

Consulting Website Design 017: Market Research [VIDEO]

Tsavo Neal

In this episode, you’ll learn how to do effective market research to learn more about your prospects — and write copy and content that will drive them to take action. The post Consulting Website Design 017: Market Research [VIDEO] appeared first on Tsavo Neal. Slides ). Key Points. It’s very difficult to write good copy and content unless you know the problems, desires, and uncertainties of your prospective client.

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Research: The Cost of a Single U.S. Immigration Restriction

Harvard Business

One executive order cost the American economy $100 billion, according to a new study. Economics & Society Policy Digital Article

Study 36

Engaging in the delicate dance of Positioning & Market Research

Kai Davis

A reader writes in in reply to a previous daily letter and asks: Am I right that market research ( [link] ) is just a way to verify your positioning ( [link] )? Doesn’t positioning already include the things that you should uncover through market research? Therefore, shouldn’t you do market research first? In truth, positioning and market research are tightly, closely linked. The market research you do feeds into your positioning.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Research-Backed Tips to Follow Through on Employee Engagement Commitments

LSA Global

Research by Bain found that the active engagement of stakeholders during the strategy design phase has the highest correlation to strategies being successfully implemented. The post Research-Backed Tips to Follow Through on Employee Engagement Commitments appeared first on LSA Global.

Should Your Marketing be Positive or Negative? Surprising Research Gives the Answer

David A Fields

We know we can assist our clients in two different circumstances: when they have an aspiration (e.g., they desire an endless supply of chocolate”) or when they suffer with a problem (e.g., they have run out of chocolate!”) Which scenario should we focus on, and how should we present it in our marketing and proposals? Pretend you’re about to invest $9,000 into equipment for your consulting firm. A purchasing consultant claims that he can save you money.

Research: How Virtual Teams Can Better Share Knowledge

Harvard Business

Guided meetings can be a simple yet effective method. Managing people Knowledge management Digital Article

Researching Vendor Issues

Gina Abudi

The post Researching Vendor Issues appeared first on Gina Abudi. Part I Over coffee a few weeks ago a client asked how they might better work with their vendors. She told me that her department has been working with the same four vendors for the last two years; but lately she feels that the relationship is not as good as it should be. Specifically, she [.]. Leadership problem solving resolving conflicts vendor issues vendor management

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Research: Knowledge Workers Are More Productive from Home

Harvard Business

More people are focusing on work they find worthwhile. Performance measurement Productivity Time management Digital Article

What It Takes to Lead a Disease Research Foundation

Harvard Business

Three strategies to stay laser focused on the path to a cure. Leadership & Managing people Pharmaceuticals Healthcare Digital Article

Reinventing equity research as a profit-making business

McKinsey

The traditional business of providing equity research to asset managers has been under pressure in recent years. Nonetheless, equity research still offers an attractive business opportunity for banks and broker-dealers that can adapt to deliver the types of research the buy side values and successfully transform their operating models.

Research: Women Are Better Leaders During a Crisis

Harvard Business

An analysis of 360-degree assessments done during the pandemic. Gender Leadership Crisis management Digital Article

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Trust Never Goes Out of Style, Says New Research

Think Customers

Trust is the foundation for any healthy relationship. So why is it so challenging for businesses to establish this fundamental virtue with customers? According to Accenture’s newest global study, “Put Your Trust in Hyper-Relevance,” only 22 percent of customers worldwide said they shop with companies that have a deep understanding of their needs, preferences, and past interactions. But on the other hand, 40 percent of shoppers feel creeped out when technology anticipates their needs too we

Research: Small Wins Can Make a Big Impact on Gender Equality

Harvard Business

Stanford researchers who study gender bias took a hard look at their own organization. Gender Change management Diversity Digital Article

Study 44

Research: Which Firms Are Allowed to Be Disruptors?

Harvard Business

Newcomers may have the will, but industry insiders have the way. Innovation Disruptive innovation Change management Competitive strategy Strategy Digital Article

How To Attract Clients With Proprietary Research

Henry DeVries

The answer should be proprietary research that you conduct Why should potential clients listen to you? What makes you the expert? Who appointed you thought leader?

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Research: Innovation Suffers When Drug Companies Merge

Harvard Business

Regulators try to model how prices, sales, and even the combining parties’ research and development efforts will change after a merger. Unfortunately, our recent research shows that antitrust authorities have been too lenient, at least when it comes to drug company mergers. We find that regulators have been overlooking how these mergers reduce innovation and research and development at the merging firms. Research has shown that pharma mergers reduce innovation.

Research: How Women Undersell Their Work

Harvard Business

A study of scientific papers shows that women hype their findings less than men do. Gender Assessing performance Productivity Educational Institutions Digital Article

Study 44

Research: The Immigrant Income Gap

Harvard Business

How gender, race, and language impact the pay of first and second generation immigrants. Diversity Economics & Society Generational issues Compensation Digital Article

Research: Quantifying the Cost of Brexit Uncertainty

Harvard Business

UK CEOs are spending more than a week a year preparing for it. Economy Policy Globalization Digital Article

Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

Research: The Future of Customer Service is an Adaptive Workforce

Think Customers

One of the hottest contact center topics in 2020 will be hybrid human and AI workforces, according to the State of Customer Service 2020 report by the Incite Group. Contact centers are increasingly applying artificial intelligence that’s merged with other technologies like machine learning to its human workforce. The majority of customer service executives indicated that they plan to use automation for many back-end uses in the service sector, such as for gathering basic information, automat

Research: Actually, Consumers Do Buy Sustainable Products

Harvard Business

Sustainability-marketed products are growing quickly in almost all CPG categories. Marketing Sustainability Customers Digital Article

Research: How Corporate Boards in Asia Can Improve Governance

Harvard Business

Five actions to take today. Managing organizations Corporate governance Boards Digital Article

Research Shows Digital Transformation Maturity Across the Enterprise

Think Customers

A recent report, “The State of Digital Transformation,” echoes what business leaders of every stripe are realizing: digital is pervasive. Firms are under pressure to adapt or create new business processes, models, and operations that reflect the fast, personalized, and convenient services that people have come to expect from a digital economy. Indeed, digital transformation initiatives are maturing into enterprise-wide movements. But as the report points out, technology-led decisions that fa

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Many organizations fail to properly evaluate vendors during the selection process. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace. After reading, you’ll gain insight into the following components: