Upland

FEBRUARY 29, 2024

Revenue growth isn’t easy, but it can be simplified when sales organizations balance complex processes with a simplified approach. People who have picked it up haven’t stopped using it,” he says. “We Its core principles rest on the successful facilitation of change for the people and processes at work within an organization.

Account Planning 195

Account Planning Management Leadership Organization 195

Flevy

MARCH 18, 2024

Research & Development (R&D) stands as the cornerstone of Innovation and a primary driver of creating a sustainable Competitive Advantage in today’s fast-paced and technology-driven markets. This essential function encompasses the activities organizations undertake to innovate and improve their products or services.

Management 52

Management Digital Transformation Innovation Decision-making 52

Red Star Kim

SEPTEMBER 26, 2023

Here I review recent developments and look at some case studies of how M&BD teams are structured: An update on marketing and business development (M&BD) team structures. Process integration – Some firms separate out marketing, communications and sales functions – usually the larger firms where more specialisation is required.

Marketing 130

Marketing Key Account Management Account Management Artificial Intelligence 130

Flevy

MARCH 21, 2024

Intellectual Property (IP) Strategy is a critical aspect of modern business management, pivotal for protecting and monetizing innovations. Relevance : Indicates the volume of potentially protectable innovations, reflecting the organization’s commitment to innovation and IP protection.

Management 52

Management Digital Transformation Innovation Negotiation 52

Red Star Kim

JUNE 1, 2023

There are other ways to differentiate such as through innovation, relationship and service excellence, new product and service development and new delivery platforms. It also sees the “salesperson” (our fee-earners) and an insightful sales process as part of the value proposition. They offer clients who can provide references.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Planview

OCTOBER 5, 2023

Speed in delivering high-value innovations is a critical differentiator that can make or break companies. According to a Boston Consulting Group report, companies prioritizing innovation—arriving first to market with new and relevant ideas—outperform the MSCI World Index on shareholder return by 3.3 percentage points per year.

Digital Transformation 64

Digital Transformation Innovation Digitalization Shareholders 64

Flevy

MARCH 17, 2024

New Product Development (NPD) is a critical driver of growth and innovation for businesses across industries. By exploring these KPIs, we aim to provide insights that enable startups, entrepreneurs, and established businesses to optimize their product development processes, thereby accelerating growth and fostering innovation.

Management 52

Management Digital Transformation Innovation Prioritization 52

Upland

AUGUST 29, 2023

It encompasses the emotional and rational factors that influence their decision-making, culminating in either a purchase or an abandonment of the buying process. In the case of products, this may involve different vendors. The goal here is to provide information and create trust in the process.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Flevy

AUGUST 8, 2023

Most Innovation efforts fail because of a lack of understanding of customers’ needs. However, this is not the case. Almost everywhere, data is being used to find correlations instead of causation. The objective behind JTBD Theory is to modify the Innovation process into a scientific method.

Innovation 95

Innovation Value Proposition Digital Transformation Customer Experience 95

Red Star Kim

NOVEMBER 22, 2022

Creativity is crucial for marketing and innovation and a while back I produced a series of introductory articles on creativity. In recent workshops we have explored the use of creativity techniques to resolve client service issues, co-create solutions and improve client relationships. Critical thinking and problem-solving processes .

Brainstorming 130

Brainstorming Innovation Client Relationships Marketing 130

Red Star Kim

OCTOBER 18, 2022

It focuses on people, purpose, collaboration and innovation. There is ample research evidence that in dynamic and complex business environments this traditional approach inhibits creativity and innovation and decreases motivation and productivity”. She uses the metaphor of moving from a mechanistic to living systems management style.

Organization 130

Organization Innovation Leadership Management 130

Envisio

MARCH 27, 2024

In acting to create vibrant, resilient, and inclusive communities, involving local residents in the decision-making process is really important. A community vision is what emerges after a visioning process. In all of this work, one crucial aspect stands out: the importance of community engagement.

Government 97

Government Facilitation Decision-making Transportation 97

Flevy

FEBRUARY 26, 2024

This strategic pivot is essential for enhancing competitiveness, improving customer experience, and fostering innovation. As organizations navigate this complex journey, identifying and tracking the right KPIs is vital for measuring progress, optimizing processes, and ensuring alignment with overarching business objectives.

Digital Transformation 52

Digital Transformation Digitalization Management Innovation 52

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. Second, I observed that often in professional services marketing and business development we have minimal involvement in research, innovation, product development and pricing.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

JULY 11, 2022

Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure. The three modules looked at M&BD fundamentals, the journey through the M&BD planning process and how to address planning issues specific to professional service firms. Engage fee-earners in the M&BD planning process.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Red Star Kim

JUNE 15, 2023

We covered a lot of material in modules on: Understand (context, aims and strategy), Plan (processes, data and systems) and Implement (activities, skills and motivation). Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Used for building lists with over 300 search criteria.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

QYMATIX

FEBRUARY 5, 2024

But how to use it in the business world? That is probably due to its broad and straightforward applicability – almost anyone can use it to communicate and be creative. That is the case, for example, with predictive (sales) analytics applications. Even before ChatGPT, there were impressive generative AI models.

B2B 52

B2B Artificial Intelligence Manufacturing Innovation 52

Flevy

MARCH 20, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Flevy

FEBRUARY 25, 2024

By integrating Key Performance Indicators (KPIs) into the Strategic Planning process , organizations can ensure their strategies are data-driven, focused, and aligned with overarching business goals. This article aims to explore the significance of incorporating KPIs into the Strategic Planning process.

Supply Chain 52

Supply Chain Management Digital Transformation Decision-making 52

Flevy

MARCH 25, 2024

They allow us to cut through noise, zero in on the key issues, and facilitate the development of insightful recommendations. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Red Star Kim

APRIL 11, 2023

Efficiency vs effectiveness of pitches Whilst much of the emphasis for pitch professionals and teams is to improve the efficiency of the pitching and tendering process, there needs to be equal attention on the effectiveness. Assess changing buyer trends We reviewed various research results about the shift in buyer expectations.

Government 130

Government Innovation Meetings Finance 130

Planview

NOVEMBER 9, 2023

Intelligent use of resources manifests in improved internal functions, delightful customer experiences, productive partnerships, winning competitive strategies, and other areas. Let’s break down the innovation lifecycle and consider the options for establishing managed internal and external collaboration channels.

Innovation 52

Innovation Decision-making Facilitation Suppliers 52

OnStrategyHQ

APRIL 25, 2024

AI is crucial for driving innovation and improving operational efficiency in today’s business environment. The Importance of AI Guiding Principles AI guiding principles provide a compass for organizations navigating the complex terrain of using AI ethically and responsibly. So here is our handy, dandy little whiteboard.

Artificial Intelligence 52

Artificial Intelligence Government Energy and Utilities Healthcare 52

Red Star Kim

MARCH 30, 2023

I’m excited to announce that the Managing Partners’ Forum has just launched a series of six modules for an innovative leadership development programme for firm-wide leaders of small and medium sized professional services firms. Versions for divisional, functional and aspiring leaders are expected in 2024.

Leadership 130

Leadership Emotional Intelligence Digital Transformation Management 130

Excelerate

MARCH 26, 2024

It sounds promising at first, but the truth is, technology is only as effective as the processes it is meant to support. Too often, instead of tackling the root cause - usually process pain points - teams focus on treating symptoms with technological Band-Aids, leading the symptoms to surface again and again.

Government 52

Government Prioritization Digital Transformation Organization 52

Flevy

MAY 4, 2021

In today’s global economy, the leading driver behind its growth is Innovation. Throughout the last century, captains of industries learned to master the process of production to such extent that it no longer functions as a significant Competitive Advantage. The challenge today is to master the process of Innovation.

Innovation 82

Innovation Business Planning Management Marketing 82

Planview

MARCH 15, 2024

But while the increasing number of companies adopting VSM has changed how teams build from project to product, a new innovative approach hits the spotlight: generative AI (genAI). It has not only impacted how we approach productivity and efficiency but also the ability to process valuable data for decision-making.

Management 64

Management Artificial Intelligence Decision-making Software 64

QYMATIX

FEBRUARY 5, 2024

But how to use it in the business world? That is probably due to its broad and straightforward applicability – almost anyone can use it to communicate and be creative. That is the case, for example, with predictive (sales) analytics applications. Even before ChatGPT, there were impressive generative AI models.

B2B 40

B2B Artificial Intelligence Manufacturing Innovation 40

Hubspot Sales

MAY 19, 2021

Sales innovation doesn't come easy. It's an uphill battle that requires boldness, effort, and — in many cases — a whole lot of luck. Innovators face all kinds of challenges at every stage of their development — that's just a given. Sales Innovator Challenges. Gathering the Funding and Resources to Innovate.

Innovation 99

Innovation Investors Value Proposition Sales 99

Account Manager Tips

AUGUST 31, 2022

Even when they do deliver something innovative, it's not for long. What are the process, infrastructure or performance gaps that prevent achieving stated goals? How will you avoid them and what will you do in worst-case scenario? Find out how your client really uses your solutions. Competitors catch up fast. Opportunity.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

QYMATIX

JULY 11, 2022

Manufacturing is as innovative as Distribution. Wholesale has a similar share of innovative firms as manufacturing. However, research in the area of innovation found that companies in distribution are less frequently engaged in research and development (R&D). Where does innovation in distribution happen?

Manufacturing 98

Manufacturing B2B Retail Innovation 98

Red Star Kim

DECEMBER 5, 2023

These sessions are experiential – with much use of social learning so many insights are generated during group discussions. There was much discussion about the different systems that were used – and people’s views on whether they were good, bad or indifferent. Marketing, Automation & Email Platform | Mailchimp was used by some.

CRM 130

CRM Marketing Interpersonal Skills Client Relationships 130

Account Manager Tips

SEPTEMBER 7, 2022

Even when they do deliver something innovative, it's not for long. What are the process, infrastructure or performance gaps that prevent achieving stated goals? How will you avoid them and what will you do in worst-case scenario? Find out how your client really uses your solutions. Competitors catch up fast. Opportunity.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Arpedio

FEBRUARY 19, 2024

In today’s fast-paced and competitive business environment, staying ahead of the curve requires embracing innovative technologies that enhance efficiency, productivity, and customer engagement. AI algorithms and applications have revolutionized the way sales teams engage with customers, predict trends, and optimize processes.

Artificial Intelligence 52

Artificial Intelligence Sales Government Decision-making 52

KAM With Passion

MARCH 17, 2022

Although working only in the background, with no direct contacts with the customer, it became rapidly clear to me that this company was using the wrong instrument to manage a very real threat. Other relevant KPIs measure how efficiently the sales process is driven from its early stage to the final decision.

Key Account Management 130

Key Account Management Account Management Co-Creation Global Accounts 130

PandaDoc

APRIL 3, 2023

With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager. It can also offer insight into automating sales processes to free up more of your team’s time. Improve sales team productivity Simplify the sales doc process and free your teams time back in their day to sell more.

Sales Training 98

Sales Training Management e-Learning Construction 98

Account Manager Tips

MARCH 23, 2021

Consider how your clients use your solutions and look for those with consistent adoption. Culture of innovation. How innovative is your customer? Customers that use your solution efficiently and effectively are valuable to help optimise product and processes. They’re also useful for case studies and testimonials.

Co-Creation 227

Co-Creation Key Account Management Account Management Suppliers 227