Harvard Business Review

APRIL 4, 2017

Lean is a powerful management tool, but having the “exact” number for efficiently doing the “work” of today jeopardizes the future by not having “extra” people thinking on it. It develops the talent inside, focusing on a few great things.

Innovation 9

Innovation Market Segmentation GDP Competitive Advantage 9

Harvard Business Review

SEPTEMBER 6, 2017

In this world, insurance companies will require fewer actuaries and more data scientists — individuals with the ability to mine data to tailor insurance offers to specific market segments or even individuals. By recognizing this critical gap early, GE has been able to develop strategies to close it systematically, over time.

Company 10

Company Insurance Engineering Software 10

Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

B2B 8

B2B Power Market Segmentation Customer Intimacy 8

Harvard Business Review

NOVEMBER 17, 2011

Executives set value propositions for their products — the target market segments, the benefits they provide, and their prices. The question is this: How do you develop a powerful PVP? He gets three or four calls a year asking him to consider a corporate CEO position. Tie your strengths to your target position.

Market Segmentation 15

Market Segmentation Ethics Career Operations 15

Harvard Business Review

APRIL 29, 2011

It was heavy on visual development capability but light on modeling and simulation, and we kept battling a competitor in the marketplace who had essentially the inverse strengths in a similar product. We were both losing in the lucrative high-end market segment. Check out his daily blog or contact him directly.

Travel 15

Travel Chief Executive Officer Venture Funding Magazine 15

Harvard Business Review

JULY 9, 2014

The marketers of Clearblue Advanced Pregnancy Test, a product that can tell you if you’re one-week, two-weeks, or three-plus weeks pregnant, asked a couple of D-list celebrities to tweet out their positive tests back in 2013. How would you identify these two segments and market to them differently?

Market Segmentation 8

Market Segmentation Marketing Insurance Price 8

Harvard Business Review

MARCH 22, 2017

Customers today are not just consumers; they are also creators, developing content and ideas — and encountering challenges — right along with you. Creativity in marketing requires working with customers right from the start to weave their experiences with your efforts to expand your company’s reach.

Creativity 11

Creativity Marketing Agility Budgeting 11

Harvard Business Review

NOVEMBER 26, 2013

The vast majority of your marketing data, whether from purchases or surveys, tells you about your business customers’ past behaviors. Your job as a manager is to know what your customers will do next month or next year. But the past is over. Who has data about the future? Your salespeople, that’s who.

Competitive Intelligence 8

Competitive Intelligence Discount Market Segmentation Tactics 8

Six Disciplines

JULY 14, 2011

In this discipline, we help you to systematically review and renew your mission, values, market segments, competitive position, strategic position, vision, and agreeing what to stop doing. Discipline II - Set Goals That Lead. You can view* videos about each of the Six Disciplines here.

SWOT 103

SWOT Market Segmentation Benchmarking ROI 103

Harvard Business Review

SEPTEMBER 19, 2012

He developed a plan to reach a growing market segment, which he billed to his colleagues as "obviously compelling" and the only way to save the company from a "dying past." Think about how you can positively engage your listener and get them to seek out (or even just listen to) your opinion.

Market Segmentation 8

Market Segmentation Film Policies Education 8

Harvard Business Review

MAY 7, 2015

This is similar to the concept of customer lifetime value or CLV, which measures how valuable a particular customer or customer segment is to the company over his or her lifetime. “This is a key metric that all senior managers should be monitoring. What are some of the common mistakes managers make when calculating EVC?

Price 8

Price Venture Capitalist Incentives Cost 8

Harvard Business Review

DECEMBER 4, 2017

As one sales manager noted, “In this job, if you don’t survive the short term, you don’t need to worry about the long term.” ” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

DECEMBER 4, 2017

As one sales manager noted, “In this job, if you don’t survive the short term, you don’t need to worry about the long term.” ” The biggest problem with a short-term approach is that managers develop blind spots around crucial processes such as recruiting, hiring, and training and development.

Long-term 8

Long-term Short-term Team Succession 8

Harvard Business Review

MAY 28, 2015

Instead, according to new research from the Center for Talent Innovation (CTI), the fundamental issue is the health care industry’s failure to develop a nuanced understanding of, and commitment to, women as consumers and decision makers. Surprisingly, it’s not the cost of care.

Health Care 8

Health Care Industry First-mover Advantage Market Segmentation 8

Harvard Business Review

JUNE 24, 2015

Managers and other business leaders face a dilemma: with increasingly diverse environments to manage and rising stakes to get it right, how do they identify the most effective approach to business strategy and marshal the right thinking and behaviors to conceive and execute it, supported by the appropriate frameworks and tools?

Strategy 8

Strategy Competitive Advantage Environment Execution 8

Harvard Business Review

OCTOBER 19, 2012

Save yourself some trouble and manage India from India. Managers first hired in India can go and run marketing for western companies, from Mastercard to Reebok. Nor will India follow the same path of economic development as China. After all, it's a lot easier to manage a single distributor. And rightly so.

Marketing 15

Marketing Market Segmentation Retail Travel 15

Harvard Business Review

SEPTEMBER 7, 2018

Google Fiber, as the effort was named, entered the access market intending to prove the business case for ultra-high-speed internet. After deploying to six metro areas in six years, however, company management announced in late 2016 that it was “pausing” future deployments. Consumers got new services. As the U.S.

Succession 8

Succession Construction Short-term Long-term 8

Harvard Business Review

SEPTEMBER 28, 2012

From Chick-fil-A to Apple , more and more major companies are taking policy positions on gay marriage. Arguably, there's a business case for supporting it. Google , Starbucks , Nike , General Mills , and other big brands have all opened themselves up to both the potential risk and opportunity of supporting LGBT equality.

Advertising 16

Advertising Market Segmentation Diversity Chemicals 16

Harvard Business Review

NOVEMBER 9, 2016

However, I fear that Mexico continuing its existing trade-based economic strategy will not necessarily produce different results in the long term — as it wouldn’t for any other developing country. For instance, breeding programs have developed cows to produce milk that is low in fat and high in omega-3 oils. When the U.S.

Cooper 12

Cooper Long-term Industry Health Care 12