Interviews
- »One on One with Ed Hess
Grow or Die. It’s probably the most common business axiom, and the least accurate, according to the new book “Smart Growth: Building an Enduring Business by Managing the Risks of Growth” (Columbia Business School Publishing). To better understand the book’s implications for firms, Consulting’s One-on-One sat down with the book’s author, Ed Hess, a former Arthur Andersen strategy consultant and current professor at the University of Virginia's Darden Graduate School of Business.
- »One on One with Summit's David Litherland
When prospective employees interview for a job, they obsess over making a good, lasting impression. Firms should do the same. To learn how firms can avoid typical pitfalls, Consulting’s One on One sat down with David Litherland, managing partner of Summit Search Group, an executive search firm specializing in placing professionals within professional service firms.
- »One on One with PwC's Tom Craren
Senior executives are becoming immune to traditional marketing. Marketing consultants tell us that to pierce through the white noise of corporate communication, firms should consider “content marketing”. Instead of more traditional marketing, providing valuable insight and perspective in a blog or electronic newsletter can serve as a more effective door opener. One of the best examples is PricewaterhouseCoopers’ “10-Minute” series. For almost three years, PwC has boiled down complex thought leadership into small electronic pieces an executive can read in about ten minutes. To learn more about PwC’s marketing efforts, Consulting’s One-on-One sat down with Tom Craren, the firm’s brand strategy and thought leadership leader. His team of 20 writers produces between two to three 10-minute pieces each month, along with more detailed white papers.
- »One on One with Stanford Hospital's Kate Surman
Transitioning healthcare companies from paper to electronic records presents huge consulting opportunities.
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- 7
8
2010
»CFOs Have the Power: How to Win Their Approval
Unrated
As consultants who work exclusively with CFOs, we understand the myriad demands on today’s CFO. The CFO will certainly be involved when a consultant is trying to do any work across an organization, but he/she is not a gatekeeper to be avoided by consultants.
» More
- 7
8
2010
»How We Often Miss the Point When Talking With Prospects and Clients
Unrated
Heuristic techniques are frequently used as a rapid-fire way of making decisions, especially in the world of business.
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- 7
8
2010
»The Ten Critical Steps to Becoming a Rainmaker
Unrated
Consulting services require the power of the mind to help a client find a solution. No service that requires the power of the mind is ever a commodity, no matter how many people provide that service.
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- 5
25
2010
»Surveys Can Generate Awareness and Leads
Unrated
Bernie Thiel and Susan Buddenbaum are founding partners of Alterra Group, a thought leadership firm based in Cleveland.
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- 5
25
2010
»Developing a Virtual Delivery Capability
Unrated
Growing a small organization can be challenging for a myriad of reasons. The good news is development of a Virtual Delivery Capability (VDC) is a solution that could position you on a strong growth trajectory.
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- 4
1
2010
»No More Death by PowerPoint: Keys to Sales Success
Unrated
The vast majority of introductory meetings are conducted within a frame we call “Death By PowerPoint.” In the meeting, the consultant “forces” a prospect to listen through a detailed history of the consultant’s firm, their current locations, why they are different and, of course, three case studies written “just for them.”
» More
- 4
1
2010
»Creating Killer White Papers
Unrated
White papers have long been a staple of the consulting marketing mix. But in reality, few white papers are given the time of day.
» More
- 4
1
2010
»Game-Changing Lessons Learned in Manufacturing
Unrated
Most consulting leaders recognize that billable utilization is paramount to success, and that effective resource management can improve overall profitability, as well as the quality of services and the predictability of service levels. Yet we haven’t seen any real innovation in this arena over the last three decades.
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- 1
27
2010
»Enterprise Friction: A Mandate for Risk Management
Unrated
In today’s battered economy, few are willing to put in place anything that might meddle with earnings potential. Even fewer are willing to spend money on something that may offer only a theoretical return on investment.
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- 1
27
2010
»Can Cost Cutting Uncover Value?
Unrated
For much of the past 15 months, every business has been scrambling to find new ways to cut costs in the face of a recession. And nearly every manager responsible for delivery those savings is frustrated, exhausted, and pushed to the brink trying to find new ways to change their cost structure and operating effectiveness.
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