Ann Knapp
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Business Growth – Tracking Product Teams
Once time was money. Now it is more valuable than money. A McKinsey study reports that, on average, companies lose 33% of after-tax profit when they ship products six months late, as compared with losses of 3.5% when they overspend 50% on product development. More and more, advanced manufacturers are learning that the time required to develop a new product has more influence on its success than its costs.... (posted by Ann 4 years 304 days ago.)
Once time was money. Now it is more valuable than money. A McKinsey study reports that, on average, companies lose 33% of after-tax profit when they ship products six months late, as compared with losses of 3.5% when they overspend 50% on product development. More and more, advanced manufacturers are learning that the time required to develop a new product has more influence on its success than its costs.... (posted by Ann 4 years 304 days ago.)
The Five Messages Leaders Must Manage
If you want to know why so many organizations sink into chaos, look no further than their leaders’ mouths. Leadership, at any level certainly isn’t easy – but unclear, vague, rollercoaster pronouncements make many top managers’ jobs infinitely more difficult than they need to be. Leaders frequently espouse dozens of cliché-infused declarations such as “Let’s focus on the key priorities this quarter,"... (posted by Ann 4 years 304 days ago.)
If you want to know why so many organizations sink into chaos, look no further than their leaders’ mouths. Leadership, at any level certainly isn’t easy – but unclear, vague, rollercoaster pronouncements make many top managers’ jobs infinitely more difficult than they need to be. Leaders frequently espouse dozens of cliché-infused declarations such as “Let’s focus on the key priorities this quarter,"... (posted by Ann 4 years 304 days ago.)
Winning in the Aftermarket
This is the golden age of services, and to survive and prosper, we’re told, every company must transform itself into a services business. Executives swear by the services – centric view of the world, but privately, they, they admit to one niggling concern: Most companies either don’t know how or don’t care to provide after-sales services effectively. Top managements the world over treat aftermarket services as a mere... (posted by Ann 4 years 304 days ago.)
This is the golden age of services, and to survive and prosper, we’re told, every company must transform itself into a services business. Executives swear by the services – centric view of the world, but privately, they, they admit to one niggling concern: Most companies either don’t know how or don’t care to provide after-sales services effectively. Top managements the world over treat aftermarket services as a mere... (posted by Ann 4 years 304 days ago.)
What B2B Customers Really Expect
Most vendors carefully research what customers expect of their products and services, but few, if any, ask customers what they expect of their salesperson. That’s a mistake. We interviewed 120 sales leaders in vendor organizations across a wide variety of industries, from pharmaceuticals and financial services to telecommunications and software. We asked those leaders what they thought customers... (posted by Ann 4 years 304 days ago.)
Most vendors carefully research what customers expect of their products and services, but few, if any, ask customers what they expect of their salesperson. That’s a mistake. We interviewed 120 sales leaders in vendor organizations across a wide variety of industries, from pharmaceuticals and financial services to telecommunications and software. We asked those leaders what they thought customers... (posted by Ann 4 years 304 days ago.)
Creating New Growth Platforms
Sooner or later, most corporations reach a point where their ability to generate growth internally falls well short of the growth rates expected by the board and CEO and demanded by investors. As the chart “Sustaining Growth Is Hard to Do" shows, companies entering the Fortune 50 averaged 9% to 20% growth rates in revenues during the five years prior to entering this elite group and 29% the year they entered –... (posted by Ann 4 years 304 days ago.)
Sooner or later, most corporations reach a point where their ability to generate growth internally falls well short of the growth rates expected by the board and CEO and demanded by investors. As the chart “Sustaining Growth Is Hard to Do" shows, companies entering the Fortune 50 averaged 9% to 20% growth rates in revenues during the five years prior to entering this elite group and 29% the year they entered –... (posted by Ann 4 years 304 days ago.)
Mapping Your Innovation Strategy
To a casual observer, American football seems pretty simple: You run, you pass, you kick, You pause an inordinate number of times for car commercials. However, any aficionado knows that football is, in reality, dizzyingly complex. A professional team’s playbook looks about as thick as the Manhattan phone book. On any given down, the coach selects a formation and a specific play to run from that formation. All... (posted by Ann 4 years 304 days ago.)
To a casual observer, American football seems pretty simple: You run, you pass, you kick, You pause an inordinate number of times for car commercials. However, any aficionado knows that football is, in reality, dizzyingly complex. A professional team’s playbook looks about as thick as the Manhattan phone book. On any given down, the coach selects a formation and a specific play to run from that formation. All... (posted by Ann 4 years 304 days ago.)
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