Mark Sanborn

NOVEMBER 28, 2023

In Practice: A CFO might confidently project revenue figures while neglecting market uncertainties and potential disruptions. Groupthink: The Consensus Conundrum The Trap: The desire for group harmony can lead to unchallenged decision-making and potentially flawed outcomes.

Groupthink 56

Groupthink CFO Uncertainty Consensus 56

Strategy Driven

DECEMBER 31, 2015

These terms define a specific set of sequenced actions buyers take to enable internal consensus and change – change management issues, if you will – rather than define steps that address needs or vendor/solution choice which come later and are the focus of sales. meet with CFO (manages the Tech department). meet with BDT.

CFO 50

CFO Consensus Budgeting Brand 50

Lead on Purpose

DECEMBER 6, 2010

Their success depends on their ability to build consensus and inspire the other team members to do great things. Smart product managers know the value of having allies in the CFO’s office. When the PM makes a concerted effort to have a strong relationship with sales, their product success will increase.

Productivity 182

Productivity Products Management Leadership 182

LDRLB

APRIL 21, 2014

Actually, reading the book reminded me of this old anecdote that I heard one time, a conversation between a sort of unnamed CEO and an unnamed CFO and essentially, the CFO was asking, “What happens if we invest all this money to develop our people and they leave?”

Human Capital 60

Human Capital Open-book CFO Innovation 60

Harvard Business Review

MAY 4, 2012

It's a question that has defied consensus, with valid arguments on both sides of the issue. This in turn can produce whisper numbers in the market, making it confusing to discern whether the company has in fact met or exceeded the market's expectations and perhaps eroding the CFO's credibility with the investment community.

CFO 11

CFO Metrics Price Depreciation 11

Harvard Business Review

APRIL 19, 2011

The CEO and CFO responded with, "A failure to hit ROI and NPV targets." The disturbing pattern here wasn't that the failure had occurred, but that there was no consensus at all, no common understanding from which to learn. The head of R&D remembered it as a failure to properly market the innovation.

NPV 16

NPV ROI CFO Consensus 16

Harvard Business Review

FEBRUARY 10, 2016

Yet our research tells us this strategy backfires: the greater the personalization of content for each member of a purchase group that must reach consensus, the lower the likelihood of a “quality sale” (one in which the customers did not take a smaller deal at a lower price).

B2B 8

B2B Content Marketing Consensus 8