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Recommended Resources – An Interview with Paul Leinwand and Cesare Mainardi, authors of The Essential Advantage

Strategy Driven

The conventional wisdom about strategy may be leading your company astray. Achieving coherence requires a sharpness of focus that few companies have mastered. PL and CM: Turbulent markets demand focus and discipline. In this unpredictable economy, traditional approaches to strategy are a luxury most companies cannot afford.

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Why Multinationals Are Doubling Down on Russia

Harvard Business Review

And while two years of shrinking GDP growth , sanctions , and a volatile ruble have led some companies like GM to leave the market, there has not been a large-scale exodus of MNCs from Russia. For multinational firms, Russia’s attractiveness lies primarily in the size and sophistication of its market.

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Creating Michelin-star Quality for the Masses

Harvard Business Review

But it's this set of beliefs that explains why Western companies fail to succeed in emerging markets where middle class consumers demand good quality at low prices, and why these companies struggle to develop value-for-money products for their home markets during slow growth times like these.

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Don’t Turn Your Sales Team Loose Without a Strategy

Harvard Business Review

When formulating a strategy, markets and segments are important categories to consider. But a market never buys anything. As a consequence, salespeople tend to sell to anyone they can, often at discounted prices to make a volume quota target. Only customers buy. ” And that is exactly what happens.

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Why Adding More Products Isn’t Always the Best Way to Grow

Harvard Business Review

Product expansion is often used as a path to growth, but it can have unintended consequences for other aspects of the business — including the customer experience central to the company’s value proposition. The company had been a star of the dot-com boom, eventually selling to eBay in 2002 for $1.5

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Extracting Insights from Vast Stores of Data

Harvard Business Review

Companies have invested millions of dollars in big data and analytics, but recent reports suggest most have yet to see a payoff on these investments. In an age where data is the new oil, how are smart companies extracting insights from these vast data reservoirs in order to fuel profitable decisions? Measuring Marketing Insights.

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Why Preventing Disruption in 2017 Is Harder Than It Was When Christensen Coined the Term

Harvard Business Review

Over time, their products and services became better and better, and those innovative entrants moved up market, slowly increasing performance. If an organization could isolate a unit and focus it exclusively on the disruptive market, it had an opportunity to succeed. For those companies with the skill to pull it off, it worked.