Harvard Business Review

JULY 18, 2012

Our research, as discussed in our latest HBR article, " The End of Solution Sales ," shows us they've recognized something that average -performers haven't — this customer contact can't build the consensus required to get a deal done. They have little interest in speaking to outside vendors. They challenge the salesperson's claims.

Consensus 15

Consensus B2B Analysis Benchmarking 15

Harvard Business Review

JUNE 30, 2016

And while building trust and consensus early in a project might seem time-consuming at the start, it has long-term benefits. He recognized that without her valuable committee work, consensus building, and emphasis on teamwork, her division would not have reached several specific benchmarks last quarter.

Delegation 9

Delegation Consensus Committee Bottom-up 9

Harvard Business Review

JULY 9, 2012

They have budget approval and consensus, up to the highest levels of the organization, to move forward on a major purchase. The phone rings at your desk — it's a big potential customer and they want you to come in and make a presentation. Their specs line up perfectly with what your company can deliver.

Benchmarking 14

Benchmarking Budgeting Consensus Maturity 14

Harvard Business Review

MARCH 10, 2011

As the treasury manager in Verizon's corporate finance department, he saw the research as an opportunity to gain valuable benchmarking information about how the CAPM is currently being used by his fellow practitioners. Not at all, he said, because it's "no secret that applying the CAPM is as much an art as financial science."

CAPM 14

CAPM Cost Discounted Cash Flow Cost of Capital 14

Harvard Business Review

JANUARY 4, 2018

From an organizational standpoint, the most innovative aspect of the strategy is in treating the analytics unit as a profit center with the corresponding rigorous benchmarking and performance incentives. The ABU’s mandate to translate information into profits required the alignment of multiple stakeholders.

Company 8

Company Chief Operating Officer Incentives Project 8

Harvard Business Review

JULY 5, 2011

The strategy is fuzzy, and traditional metrics can't be applied early in the process, because that which is truly new has no frame of reference nor benchmark. Autocratic decision-making fails to engage all of the critical stakeholders, while consensus sinks every decision to its lowest possible common denominator.

Critical Success Factor 15

Critical Success Factor Innovation Stage-Gate Succession 15

Harvard Business Review

JANUARY 11, 2011

for the quarter, just barely clearing the consensus estimates of $0.40. When what our colleagues and employees do every day becomes no more than a benchmark to beat (e.g. Had something catastrophic happened? In fact, this stock market bellwether had just beat earnings estimates by 6%. The problem? They reported $0.42

Proposal 15

Proposal Benchmarking Consensus Morale 15

Harvard Business Review

JULY 3, 2018

The officers reached a consensus for some words, but their interpretations were all over the place for others. In this way, using an objective benchmark helps pinpoint your subjective probability. (To These individuals were used to reading intelligence reports. Other researchers have since had similar results.

Survey 8

Survey Hedge Analysis Benchmarking 8

Harvard Business Review

DECEMBER 17, 2014

The biggest obstacle here isn’t calculating an accurate number; it’s reaching a consensus of what the ballpark figure should be. You can also use publicly available industry benchmarks. Our work with dozens of companies teaches us that individuals on the leadership team often have very different targets in mind.

Innovation 9

Innovation Company Venture Capitalist Price 9

Harvard Business Review

JANUARY 23, 2012

Trend lines, market sizing, and competitive benchmarks that served companies well during periods of gradual market evolution do little good in industries where new technologies create seismic shifts, demand is uncertain, and rivals emerge from left field. Industry upheaval often calls for tough choices, and consensus will not be possible.

CEO 15

CEO Strategy Strategic Planning Consensus 15

Harvard Business Review

MARCH 21, 2013

Part of the problem is there isn't a clear consensus on what marks an innovative company. One challenge today is that few companies have these numbers at their fingertips, and the lack of common definitions and publicly available statistics makes benchmarking difficult. There's no doubt: measuring "innovation" is a fuzzy business.

Innovation 15

Innovation Company Disaggregation Financial Leverage 15

Harvard Business Review

MARCH 21, 2013

Part of the problem is there isn't a clear consensus on what marks an innovative company. One challenge today is that few companies have these numbers at their fingertips, and the lack of common definitions and publicly available statistics makes benchmarking difficult. There's no doubt: measuring "innovation" is a fuzzy business.

Innovation 8

Innovation Company Disaggregation Financial Leverage 8

Harvard Business Review

MARCH 10, 2011

There was little consensus about cost of capital practices; instead, respondents typically deployed a plurality of techniques. AFP conducted the Cost of Capital Survey in October 2010 and received answers from 309 chief financial officers, treasurers, vice presidents-finance, and assistant treasurers.

Cost of Capital 13

Cost of Capital Cost CAPM Discounted Cash Flow 13

Harvard Business Review

OCTOBER 29, 2012

By the same token, anyone following the intense — and intensifying — arguments around oversampling would likely come to the not unreasonable conclusion that there's zero consensus around "best practice" and quite a bit of legitimate disagreement around how much to weight the past.

Politics 15

Politics Sample Survey Benchmarking 15