A recent (2010) article in the McKinsey Quarterly suggests that the “push push” and “constant contact” approach in sales is avoidable in B2B sales particularly for high-tech products and services. 35% of the 1200 firms surveyed felt that they were contacted too much!
Category Archives: Leadership and Management
Oil Leak- dealing with risk in alliances: BP,Halliburton,Transocean and now Cameron International
// // No prizes for guessing that BP,Halliburton and Transocean have worked together as alliance partners repeatedly over time and now Cameron International as the blowout preventer valve supplier is being blamed . And guess what- the leaking offshore oil well has the alliance in tatters, at least at the Senate hearing. There is aContinue reading “Oil Leak- dealing with risk in alliances: BP,Halliburton,Transocean and now Cameron International”
Reducing cycle time from theory to practice- Yale 2010 Consumer Insights Conference
var gaJsHost = (("https:" == document.location.protocol) ? "https://ssl." : "http://www."); document.write(unescape("%3Cscript src='" + gaJsHost + "google-analytics.com/ga.js' type='text/javascript'%3E%3C/script%3E")); try { var pageTracker = _gat._getTracker("UA-857684-6"); pageTracker._trackPageview(); } catch(err) {} The Yale 2010 Consumer Insights Conference turned out to be wonderful.This was the first time that I was at a conference that had an equal mix of academicsContinue reading “Reducing cycle time from theory to practice- Yale 2010 Consumer Insights Conference”
The SRM you receive depends on Risk-Value position- are you a bottleneck or leverage supplier?
var gaJsHost = ((“https:” == document.location.protocol) ? “https://ssl.” : “http://www.”); document.write(unescape(“%3Cscript src=’” + gaJsHost + “google-analytics.com/ga.js’ type=’text/javascript’%3E%3C/script%3E”)); try { var pageTracker = _gat._getTracker(“UA-857684-6”); pageTracker._trackPageview(); } catch(err) {} Treating suppliers with respect is an organizational culture thing to some extent but it largely depends on what type of risk-value you bring to the table. For exampleContinue reading “The SRM you receive depends on Risk-Value position- are you a bottleneck or leverage supplier?”
On the passing of CK Prahalad -core competence and bottom of the pyramid
Professor CK Prahalad passed away last weekend on 16th October, 2010. He was one of the most influential business thinkers of our time and has influenced me a great deal.I think two of his ideas are particularly fascinating. These are core competence of the corporation (co authored with Gary Hamel) and Bottom of the pyramid (with Stuart Hart).
Slow recovery or fast recovery? depends on tapping into global innovation
var gaJsHost = ((“https:” == document.location.protocol) ? “https://ssl.” : “http://www.”); document.write(unescape(“%3Cscript src=’” + gaJsHost + “google-analytics.com/ga.js’ type=’text/javascript’%3E%3C/script%3E”)); try { var pageTracker = _gat._getTracker(“UA-857684-6”); pageTracker._trackPageview(); } catch(err) {} Robert Reich and Jeremy Siegel were on a radio talk show and each had a different take on how long the recovery will take. Reich felt that theContinue reading “Slow recovery or fast recovery? depends on tapping into global innovation”
Innovation and Seth Godin’s “Linchpin”
var gaJsHost = (("https:" == document.location.protocol) ? "https://ssl." : "http://www."); document.write(unescape("%3Cscript src='" + gaJsHost + "google-analytics.com/ga.js' type='text/javascript'%3E%3C/script%3E")); try { var pageTracker = _gat._getTracker("UA-857684-6"); pageTracker._trackPageview(); } catch(err) {} I am about halfway through Seth Godin's new book Linchpin. Seth does a very interesting analysis of the way education has developed to support the Taylor notion ofContinue reading “Innovation and Seth Godin’s “Linchpin””
The last mile of innovation- and missing middle managers of the recession
Middle managers are the last mile of innovation. They serve as the glue of the organization and take care of translating “strategic vision” of the top management to operation and execution. Middle managers calm down the front line employees who find HQ mandates out of touch as not many C-suite managers descend from the MBAContinue reading “The last mile of innovation- and missing middle managers of the recession”
Restructuring for Innovation- exploiting and exploring capabilities and relationships
var gaJsHost = (("https:" == document.location.protocol) ? "https://ssl." : "http://www."); document.write(unescape("%3Cscript src='" + gaJsHost + "google-analytics.com/ga.js' type='text/javascript'%3E%3C/script%3E")); try { var pageTracker = _gat._getTracker("UA-857684-6"); pageTracker._trackPageview(); } catch(err) {} As the economy shows signs of revival CEO's are wondering how to restructure and reorganize around potential innovation and growth opportunities. A great way to do so isContinue reading “Restructuring for Innovation- exploiting and exploring capabilities and relationships”
Innovation is the solution to job growth- but how to innovate?
// <![CDATA[ // <![CDATA[ var gaJsHost = ((&quot;https:&quot; == document.location.protocol) ? &quot;https://ssl.&quot; : &quot;http://www.&quot;); document.write(unescape(&quot;%3Cscript src=&#39;&quot; + gaJsHost + &quot;google-analytics.com/ga.js&#39; type=&#39;text/javascript&#39;%3E%3C/script%3E&quot;)); // ]]> // ]]> // <![CDATA[ // <![CDATA[ try { var pageTracker = _gat._getTracker(&quot;UA-857684-6&quot;); pageTracker._trackPageview(); } catch(err) {} // ]]> // ]]> According to Monster CEO Sal Iannuzzi, although the February employment numbers mightContinue reading “Innovation is the solution to job growth- but how to innovate?”