Marshall Goldsmith

NOVEMBER 24, 2010

Marshall: I hear this concern every where I travel these days. Here's his take: Joe: Managers across the country are facing tough decisions as they try to manage their cost base against diminishing demand. In our book, we studied the practices of organizations like Wegmans Food Markets, ING Direct, and Harrah's Entertainment.

Heskett 117

Heskett Competitive Advantage Health Care Short-term 117

Curious Cat

FEBRUARY 12, 2015

First, the aging population should provide a booming market. Second, the huge increase in rich people globally that can afford very expensive medicine again provides an ever-growing market. Third, the broken healthcare system in the USA results in exceedingly high-priced medical care in a very large and rich market.

Health Care 40

Health Care Long-term Rate of Return Banking 40

Harvard Business Review

OCTOBER 13, 2015

The New Tools of Marketing. Your company is probably less fortunate in the markets it serves, and if you don’t buy your trademark as a keyword to show your search ads, Google will try to sell your trademark to your competitors, a tactic which some courts have allowed. Insight Center. Sponsored by Percolate. consumer auctions.

Marketing 8

Marketing Affiliate Marketing Advertising Dunning 8

Harvard Business Review

DECEMBER 9, 2015

” In this form of marketing, fans who share a common interest are encouraged to engage with little to no prompting by the brand. Done well, we believe that tribe marketing empowers a brand to behave like an effortless host at a cocktail party. ”) will most likely share with others who share that same interest or passion.

Marketing 8

Marketing Brand Merchandising Advertising 8

Harvard Business Review

JULY 3, 2012

Editor's note: This fictional Management Puzzle dramatizes a dilemma faced by leaders in real companies. Like HBR's traditional case studies, HBR.org's Management Puzzles are based on academic research into business problems. All this relationship building over vast territories takes a lot of traveling and a lot of wining and dining.

P&L 11

P&L Management Chemicals Case Study 11

Harvard Business Review

APRIL 6, 2016

The company manages a large, disaggregated workforce of “driver-partners” that deliver a relatively standardized experience to passengers, while simultaneously promoting drivers as independent entrepreneurs whose work is characterized by freedom, flexibility, and independence. Customers act as managers.

Management 8

Management Price Disaggregation System 8

Harvard Business Review

JULY 19, 2013

For my company, I focused on a big market and found a profitable and attractive niche. Your projections for the business should not be wildly optimistic so you can manage your expectations and those of any partners. Plan for a realistic amount of sales and interest so you can conservatively manage your finances.

Entrepreneur 8

Entrepreneur Hotels Travel Call Center 8

Harvard Business Review

MAY 18, 2018

Leaders in the M&A environment are managing an organization that hasn’t existed before. To infuse change agility into your culture, mid- and front-line leaders — who are closest to the markets, customers, and daily operations — need to be encouraged and incented to see opportunities in what they do every day.

Agility 14

Agility Shaw Learning-by-Doing Efficiency 14

Harvard Business Review

AUGUST 17, 2015

Some travel is easing. There was a spike in the 2000s when Venezuela began to provide petroleum at deeply discounted market prices, and that peaked just before the 2008-09 financial crisis. They don’t know how to market them effectively. A lot of people get hung up on the issue of travel between the U.S.

Biotechnology 8

Biotechnology Tourism Human Capital Pharmaceuticals 8

Harvard Business Review

JANUARY 26, 2017

According to an assessment of over 700 sales professionals and senior executives conducted by GrowthPlay — a sales-focused consulting firm where one of us is Managing Director — the problem stems from gaps between the perceptions, attitudes, and information flows between executives and sales reps.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

SEPTEMBER 8, 2017

These executives have responsibilities we might expect to reside within marketing. That leaves Chief Marketing Officers with a decision — do you see the rise of these roles as an opportunity or a threat? Marketing faces a particular challenge since customer engagement has traditionally been considered its domain.

CEO 8

CEO Marketing Span of Control Sports 8

Harvard Business Review

FEBRUARY 22, 2016

These and many other feats of information management will soon be routine in the United States. If health care markets functioned well in the U.S, The industry would have wired itself like our financial, travel, and retail sectors. We need incentives that reward quality and safety improvement and cost reduction.

Health Care 8

Health Care Travel Software System 8

Strategy Driven

JANUARY 22, 2020

Use a variety of marketing techniques. Marketing plays a key role in business success. When done correctly, marketing campaigns have the power to advertise your products and services to a global audience, drive traffic to your site, and establish you as an authority in your industry. Focus on your employees.

Short-term 69

Short-term Customer Loyalty Advertising Long-term 69

Harvard Business Review

JANUARY 13, 2014

T-Mobile is basking in the limelight courtesy of masterful marketing and an aggressive promotion launched last week. Since early last year, T-Mobile has spearheaded what I call a value war — as opposed to a price war — in the wireless market. A lesson to managers of all companies — it’s less threatening to compete on value than price.

Price 8

Price Wireless Finance Airlines 8

Harvard Business Review

SEPTEMBER 17, 2015

The best answers are frequently unearthed by looking at differences in performance, sales activity, and market potential across different pieces of the business — certain customer segments, selected products within a broad portfolio, or specific groups of salespeople. Where will the growth come from? Sales per territory averaged $1.2

Outsourcing 8

Outsourcing How To Maturity Productivity 8

Harvard Business Review

OCTOBER 9, 2017

The large fluctuations in demand wreak havoc on supply chain, labor management, and accounting. But now that these incentives have become expected by customers, retailers have had to resort to price promotions only — and these only produce a race to bottom to see who can offer the lowest price which is neither sustainable or profitable.

Retail 8

Retail Supply Chain Price Bottom-up 8

Harvard Business Review

JULY 22, 2014

Giving up any form of revenue or market share at a large health system these days would be a courageous decision, but these health systems can make up the revenue (and more) by focusing on performing highly complex, specialized procedures—which often have the biggest of all profit margins—and building a national market for those procedures.

Health Care 8

Health Care Information Technology Learning-by-Doing Information 8

Harvard Business Review

FEBRUARY 26, 2013

For sales managers, this is not an easy question to answer. It's easy to estimate costs by looking at historical compensation, benefits, field support, and travel costs per salesperson. An "earn-your-way" strategy is sometimes necessary in markets with high uncertainty or when a company is cash-strapped.

Company 8

Company Short-term Long-term Cost 8

Harvard Business Review

JUNE 16, 2015

Sales optimization (SO) decisions — like aligning sales tasks with business strategy, customer selection, and sales force deployment across opportunities — set the direction in which the car will travel. While this is going on, the market is doing what the market will do. Managers must manage this decision.

Productivity 8

Productivity Products CRM Efficiency 8

Harvard Business Review

JANUARY 28, 2015

A traveler arrives in a foreign country and attempts to use his credit card to make a purchase. As Jo Coombs, Managing Director at OgilvyOne, London, observes, “I don’t think it can just be one or the other. Once the drivers of the costs of the journey are understood, marketing can work with operations to address them.

COO 8

COO Planning Metrics Call Center 8

Harvard Business Review

DECEMBER 20, 2016

I’ve found that managers who fully embrace a superconsumer strategy learn more from their consumers through increased empathy. These managers are more persuasive at getting buy-in from the leaders in their organization, make better strategic decisions, and achieve more stable, more predictable, and longer-term growth.

Airlines 8

Airlines Energy Self-aware Learning Curve 8

Harvard Business Review

OCTOBER 13, 2014

The global sharing economy market was valued at $26 billion in 2013 and some predict it will grow to become a $110 billion revenue market in the coming years, making it larger than the U.S. This is particularly unfortunate since the incentives of city governments and sharing economy firms are often aligned.

Business Model 8

Business Model Hotels Venture Capitalist Transportation 8

Harvard Business Review

DECEMBER 20, 2012

Here's a quick quiz: Have you ever tweeted your business-travel plans? A few tweets or Facebook comments about a work project can give a competitor valuable insight into a company's product plans, and travel information might suggest that marketers or salespeople are aiming at new clients or regions.

Company 8

Company Media Travel Tools 8

Harvard Business Review

AUGUST 28, 2013

Yes, customer-centric firms need serious social media strategies and processes to manage legitimate complaints and concerns. That may be a powerful incentive for better behavior. Airbnb, the pioneering travel renting/share company, similarly encourages renters to rate guests and guests to rate renters.

Media 8

Media Hotels Reputation Price 8

Harvard Business Review

JANUARY 6, 2015

To explore this idea of elite degree fatigue — and to figure out what might be driving it — I spoke with entrepreneurs, executives, and hiring managers at a range of tech companies. New founders struggle to provide consistent direction, and very few start-ups have operational procedures for recognition or incentives.

Software 8

Software Engineering Incentives CRM 8

Harvard Business Review

JANUARY 14, 2015

Bigger payouts will either make it easier for these executives to leave — as in El-Erian’s case — or, for those in less senior roles, create incentives to “hang on” in a state of passive disaffection. The company retained its experienced executives and their deep institutional and market knowledge.

CIO 8

CIO CFO Crisis Execution 8

Harvard Business Review

MAY 9, 2014

After six years as a manager at a packaging company in Kenya, he now felt that he had enough experience to start his own business. The market is competitive, but my research suggests that there are still opportunities in some specialty packaging markets. There are many factors that make it an attractive market.

Case Study 8

Case Study Marketing Politics Entrepreneur 8

Harvard Business Review

MAY 2, 2011

Any manager who has ever tried to shift organizational behaviors by rolling out a new piece of software knows this well. They must be supported by incentives, different processes, training, and often changes in how adjacent activities are carried out (as tools rarely sit in isolation). He can be found on Twitter at @Richardsona.

Metrics 11

Metrics Education Software Tools 11

Harvard Business Review

FEBRUARY 5, 2015

It also rests on aligned and fair incentives. Unlike marketing, manufacturing, human resources, and other functions, a good strategy should cover the entire activity system of an organization. A marketing department, for example, may focus on the value proposition and pay insufficient heed to the other two propositions.

Blue Ocean Strategy 8

Blue Ocean Strategy Strategy Execution Supply Chain 8

Harvard Business Review

JULY 27, 2015

If you’re getting breached, there’s an incentive to talk about it as being an attack as opposed to a mistake. So what you see is that criminals are going after health records because on the black market they can probably sell a health record of a person for about $50. And then finally, Board-level involvement.

Health Care 8

Health Care Hedge Banking Training 8

Harvard Business Review

MAY 17, 2017

This helps to prove their identity, cutting down on fraud and creating market efficiencies. Global trade, with local regulation facilitated by technology, works because technology makes the transaction costs manageable. The system currently serves a billion people. The usefulness of blockchain has similar promise.

Marketing 8

Marketing Technology Banking Efficiency 8

Harvard Business Review

DECEMBER 14, 2016

Consumer markets in the developing world are an enormous but still-untapped opportunity for companies seeking new sources of growth. The challenges – market development, product design, logistics, communication — deter many companies from even considering rural markets in developing countries. Worldwide, there are 3.4

Marketing 8

Marketing Brand Cost Retail 8

Harvard Business Review

SEPTEMBER 16, 2016

In corporate travel, extending a business trip for personal purposes is known as “bleisure,” an awkward term that’s only saving grace is that it’s less awful than the alternative, “bizcation.” To this end, we analyzed 29 million business trips booked by Carlson Wagonlit Travel (CWT) between 2011 and 2015.

Travel 8

Travel Short-term Analysis Long-term 8

Harvard Business Review

MARCH 26, 2015

Chief Marketing Officers (CMOs) and Chief Risk Officers (CROs) may seem to have little in common. But in the aftermath of the financial crisis, risk managers have become increasingly involved in business strategy and decisions. Both practices have long developed insights into their customers based on data and analytics.

Credit Scoring 8

Credit Scoring Risk Management Finance Marketing 8

Harvard Business Review

MARCH 31, 2016

Studying these successes and failures, we’ve identified half a dozen key reasons platforms fail, all of which boil down to managers’ misunderstanding of how platforms operate and compete. Steve Jobs failed miserably at managing openness at Apple in the 1980s. Google Android quickly lost market share to the new versions.

Participative 8

Participative Software Market Penetration Marketing 8

Harvard Business Review

JUNE 23, 2017

First, a wide range of new technologies and data analytics allow tracking who and what is changing, making it possible to establish individualized targets, remedies, and incentives. Altogether, the model is employed in 15 markets, impacting over 5.5 What makes prevention today different from past efforts (e.g., million people.

Insurance 8

Insurance Company Competitive Advantage Porter 8

Harvard Business Review

JUNE 29, 2017

Homogenized content, with far less diversity than an open market would support, was the result. ” The interference problem was the stated premise, but the object of regulators’ desire — and of the interests they loved (or feared) most — was control over wireless markets. And it traveled in your pocket.

Armstrong 8

Armstrong Wireless Succession Licensing 8