Corporate & Business Unit Strategy
‘Supplier Driven’ and ‘Channel Driven’ Business Models
For many business-to-business suppliers, their customer chains involve channel organizations and one or more stages of…
The Unwritten Rules of China
While identifying the potential of the China market is not difficult, realizing this potential is complicated…
China Economics: Unraveling the Mystery of China’s Low Cost
This paper offers insights into the economics of manufacturing in China. While the game is rigged…
Business-to-Business Economics
Business-to-business suppliers face a complex market and economic environment. Their direct customers and end customers bring…
You Know it Ain’t Easy
George F. Brown, Jr. shares his research on the challenges executives experience in implementing business model…
Preparing for Future Competition
It is as close to a sure thing as exists in business to assume that the…
The BRIC Effect
One of our business-to-business clients recently stated during a strategy session that, “We really no longer…
Who Would Ever Share Customers?
Many organizations live in fear of the notion of sharing end customers. After all, a manufacturer…
Listening To The Voice Of The Customer
In the book CoDestiny, it is argued that the most successful business strategies are ones that…
How to Align Your Workforce to Successfully Execute Your Strategy
This guest post is by Atlee Valentine Pope, co-author of “CoDestiny: Overcome Your Growth Challenges by…
Focus on Fit in Growth Plans
In 1967, many of us heard the same advice given Dustin Hoffman in The Graduate: “Plastics.”…
50 Ways to Win in China
In 1975, Paul Simon released the song 50 Ways to Leave Your Lover, which, despite the…
Are You Ready to Take on China’s Next-Generation Competitors?
Over the past decade, many western firms have identified and targeted China’s exciting, fast-growing markets. Most…
Driving M&A Success In 2011
The increased pace of merger and acquisition activity late in 2010, including some huge deals, suggests…
Finding New Pathways to Profitable Growth
Identification of the most promising new markets, customer segments, and product and service offerings is critical…
Creating Your 2012 Business Plan
As the last quarter of 2011 dawns, your 2012 business plan should involve initiatives that address…
Bringing Outsiders In
One of the most important lessons in business is that when you create value for your…
Come Together: Creating M&A Success Stories
The increased pace of merger and acquisition activity late in 2010 and early in 2011, including…
Change Before You Have To
Here is the question that we think belongs on the top of your firm’s strategic agenda….
Building a Customer Facing Culture
Even from among firms that are best defined by the products of their R&D departments and…
Courting China – Very Carefully
Just over a decade ago, businesses became aware of the magnitude of challenges related to doing…
Building a Presence in Nearby Markets
The Challenge: Our client had achieved considerable success in the automotive market, with a solid presence…
Capturing The China Market
The Challenge: A large supplier for the electronics industry was targeting the China market. This company…
Global Automotive Markets
The Challenge: A major Tier 1 supplier to the automotive industry had seen declining growth and…
Market Entry For Vehicle Aftermarket
The Challenge: A large global automotive parts manufacturer wanted to identify its opportunities in one fast-growing…
European Expansion
The Challenge: A leading U.S. manufacturer of commercial engines was facing increased competition from local European…
Strategic Account Selection & Implementation Of Strategic Account Plans
The Challenge: A global engine manufacturer had created a new division to capture certain important commercial…
Strategic Account Selection & Implementation Of Strategic Account Plans
The Challenge: A global engine manufacturer had created a new division to capture certain important commercial…
New Service Exploration For Industrial Products Distributor
The Challenge: A $5 billion industrial products distributor was charged with developing new, value-added services with…
Five Growth Lessons
This paper describes five growth lessons that business organizations and their leadership teams can use to…