Article

Price Conflict Strategic Account Relationships

Is Price Conflict Disrupting Your Strategic Account Relationships?

Imagine that your company has put in place a bold new plan for growth. The plan...

Read More...
China's Competitive Environment

China’s Future Competitive Environment

‘No Time for Losers’—Is Samsung a precedent? Note: This article is part three of a three...

Read More...

How to Develop an Effective B2B Brand Strategy

Effective brand strategy is critical for business success. Companies in the B2C world make this abundantly...

Read More...
Growth Choices

Growth Choices: Which Business Units Offer the Greatest Potential?

The lyrics to The Gambler focus on choices: “Know when to hold ’em, know when to...

Read More...
Performance Standards

Houston We’ve Got a Problem

The phrase used as the title to this article, taken from the communication by the crew...

Read More...
Checklist

Simple Answers and Hard Tasks

Former President Ronald Reagan once said, “There are no easy answers, but there are simple answers.”...

Read More...
Why?

Newton Was the One Who Asked 'Why?'

I recently had the opportunity to work with a client that had decided to implement a...

Read More...
Customer Input

If I Were You…

In the new television series Touch, the main character Martin Bohm advises another “I wouldn’t do...

Read More...
Competition

How to Crush the Competition with Customer Service

Price and product quality can only go so far. Value-added services can help manufacturers differentiate themselves...

Read More...
Misjudged Growth Initiative

Sometimes, What You See Is NOT What You Get

In an earlier article on the challenges of managing changes to a firm’s business model, I...

Read More...
China's Global 500 List

Thinking About China’s Global 500

How China has combined socialism and market forces is seen vividly in the Global 500 list....

Read More...
Pay Attention to Premarket

Pay Attention to Your Premarket

A number of years ago, I worked with an automotive parts manufacturer, in the division that...

Read More...

Are Surprises Foolish Things?

I recently had an appointment with a physician who had also been a friend for some...

Read More...

Planning Change and Leading Change

A senior human resources executive in a large manufacturing firm recently made the following comment at...

Read More...
Growth Planning Targets

Three Essential Growth-Planning Targets for 2013

Make sure your customer is the right ‘fit’ and look beyond mature markets to boost sales...

Read More...
Manufacturing's Future in the US

Manufacturing’s Future in the US

The U.S. is still a market of consequence for the world’s manufacturing companies. What remains uncertain...

Read More...
China

China Takes on the Global 500

Fortune just released the list of the 500 largest firms in the world.[1] To us the...

Read More...
Globalization

You Thought Globalization Was Hard? It’s Getting Harder.

In an earlier research project on the challenges of making changes to a firm’s business model,...

Read More...
Leadership Challenge Being Customer-Facing

The Leadership Challenge in Becoming Customer-Facing

The April 26, 2012 issue of Industry Week featured an article titled New Celanese Chief Pushes...

Read More...
Challenges Surrounding Products with Services

The Challenges of Surrounding Products with Services

Recently, I had the opportunity to work with a manufacturing client that was part of a...

Read More...
Dashboards

Taking Dashboards out of Wonderland

“When I use a word,” Humpty Dumpty said in rather a scornful tone, “it means just...

Read More...
China Future Market Second Mouse Companies

The Future Market For Second Mouse Companies

Will Chinese companies begin to evolve and be more like its Western competitors? Note: This article...

Read More...

Every Road Will Get You Nowhere

In the past several years, second only to a renewed focus on emerging markets, “developing a...

Read More...

Posing Provocative Questions

Bono, U2’s lead vocalist, once observed “We thought that we had the answers, it was the...

Read More...

Ten Key Roles of a B2B Corporate Marketing Function

Several months ago a senior marketing executive from a global business-to-business corporation shared the following experience:...

Read More...

There Is Money to Be Made in Mice

In a recent meeting with one of the partners in a venture capital firm, he cited...

Read More...

Earning a Return on Your “Relationship Fund”

The case study that follows started off a number of years ago with a quite troubling...

Read More...

Finding Growth Opportunities During Lackluster Times

Whether or not businesses anticipate lackluster earnings results during the first half of the year, the...

Read More...

The Sales You Didn’t Make

Bill Gates once said “Your most unhappy customers are your greatest source of learning”.  In that...

Read More...

Three Cs of GAM

Suppliers can simultaneously respond to their shareholders’ growth expectations and their major customers’ expectations for global...

Read More...
+
Industries
Across
+
Countries
+
Publications