Harvard Business Review

AUGUST 5, 2015

The AIDA model and its variants are the basis for sales funnels at many B2B firms. The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. Don’t believe the hype.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

DECEMBER 15, 2017

Other than the well-documented differences in language and development, demographic differences are also significant. Policies relating to infrastructure development, land and labor, healthcare, and transport fall under the purview of the states—as do most licensing and permitting. Cultural variations are important.

Strategy 8

Strategy Operations Policies Environment 8

Harvard Business Review

MARCH 26, 2015

Both practices have long developed insights into their customers based on data and analytics. But in the aftermath of the financial crisis, risk managers have become increasingly involved in business strategy and decisions. The risk function can do the same. Marketing Risk management Collaboration'

Credit Scoring 8

Credit Scoring Risk Management Finance Marketing 8

Harvard Business Review

APRIL 20, 2017

more competitive prices, more localized products) and improve their risk management and operational efficiency. When we polled our clients working in Sub-Saharan Africa, they ranked business development skills and marketing/product positioning skills as the top capabilities they need from their channel partners to hit targets in 2017.

Depreciation 8

Depreciation Contingency Plans Policies Marketing 8