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Archive for the ‘Consulting’ Category

B2B Sales disruption using tactics from retail (published on Forbes)

October 15th, 2013 No comments

A disruptive new sales model is emerging. Business-to-business (B2B) companies are adopting digital-enabled tactics resembling those used by Amazon and eBay when they disrupted retail a decade ago.

Companies that have embraced the model we lay out in the article below can optimize sales, marketing, and product design, with impressive results: double the revenue growth and 30 percent better sales efficiency.

There is a revolution coming in B2B sales — read the article to find out more!

Forbes-logo (1)B2B Sales Is Being Massively Disrupted
(Hint: It’s Looking More Like B2C)

Double revenues by becoming a hot-lead generator (published in HBR)

February 28th, 2013 No comments

speedIn an age of big data, the most valuable thing a media company has is not real-estate for yet another banner ad. It’s the deep customer understanding that can be gleaned from closely observing user behavior.

Leading media companies today are using that knowledge to help e-commerce partners make more sales by letting them know what each customer wants… and doubling digital revenues by earning affiliate margins rather than selling cost-per-click.

Find out more in this recent article:

HBR-Logo1_0How Digital Media Companies Can
Boost Ad Revenue

 

Fun with power strips

July 12th, 2012 No comments

“Do you mind if I plug in for a sec?”
“Seriously? Only one plug in this room?!”
“Damn, I have to go buy another adapter”

Anyone who travels and uses electronics has said these phrases more than once. I say them less often since I started travelling with a power strip. Just a little one, but it does the trick and helps in 3 ways:

  • Creates values in airports in cafes
  • Simplifies the hotel-room hunt
  • Lets you take one adapter aborad

   Click to continue →

Categories: Consulting, Tips, Travel Tags:

How to be more insightful

November 7th, 2011 No comments

Ball made of gearsOne way consultants add value by being “insightful,” but what does that really mean? What’s more, if you aren’t “insightful” already, how do you improve?

I’ve been thinking about this lately and distilled 4 ways to push your thinking and get more insightful.

  • Change your shoes
  • Find parallels to things you know
  • Ask ‘how’ and ‘why’ to dig deep
  • Get super specific

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3 hints for Excel excellence

July 20th, 2011 No comments

Excel is the go-to tool for business calculations. Simple or complex, weeks of work or merely minutes, you’ll use Excel eventually. As with any tool, knowing a few tricks can transform the output from a clunky mess to a useful, beautiful creation.

  • Learn before you hack
  • Make it pretty
  • Document everything

These three hints apply to lots of life’s endeavors,
but let’s talk about how they apply to Excel.

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Convert images to data with Plot Digitizer

May 30th, 2011 2 comments

You’re scouring the internet for data to prove your point…
After hours of searching, you finally found it!
One problem – it’s a chart in a pdf…

Charts are better than nothing, but you really want to have the numbers in Excel or Matlab so you can do analysis and get big insights (or at least make a nicer-looking chart).

The answer is Plot Digitizer

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Brand & Conquer: Building Your Personal Brand (Forbes)

April 26th, 2011 No comments

business_brandingCheck out this post from my “PhD’s guide to consulting jobs” that got picked up by Forbes!

The first thing I do when I hear about a person is Google them to see what they’ve done. The Google search results for someone’s name tells a story, and you have the power to control yours.
It’s your brand: claim it.

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Categories: Consulting, Publication, Tips Tags:

6 must-know shortcuts for faster PowerPoint

March 21st, 2011 6 comments

I spend lots of time making PowerPoint slides. To get my life back, I learned to make them very quickly.

Shortcuts, macros, and toolbars all speed up the brainless parts of slide-making. Here’s the 5 that everyone should know and use… They’ll get you 80% of the way there with minimal effort. If you want more, just ask. I’ve got a million of these!

The Tao of keyboard shortucts

Before I tell you my secrets, I want to to appreciate them! Here is the basic philosophy for getting the most out of shortcuts:

They don’t work if you don’t use them – learning them without using them is a waste!
Learning them is an investment – and it pays huge dividends in time saved later on.
Don’t touch your mouse – think as it of a game, practice makes you faster.

Bonus: on-lookers will be impressed and terrified by your skills, and you’ll and save your wrists by becoming a key-ninja (mixed metaphor with the whole Tao thing, I know)

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Question-Data-Action: Structure your work-plan

February 13th, 2011 1 comment

As I’ve transformed into a consultant over the last year I’ve started structuring everything… The trick always finding the right structure. Here’s a great one!

I recently worked with a colleague who uses a work-planning structure that breaks big, wide-open questions into actionable next-steps. The Question-Data-Action framework is thorough, thought provoking, and easy to communicate with 4 simple steps:

  1. Define key questions
  2. Refine to sub-questions
  3. Determine what data is needed
  4. Identify actions to get the data

Each step gets you closer to an actionable workplan that will make your life easier and help you communicate timing and deliverables with clients and colleagues.

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A PhD’s Guide Getting Consulting Jobs

August 1st, 2009 11 comments

In this three-part series I’ll give you a how-to for getting an interview, preparing for it, and dazzling the interviewers once you’re across the table. These are the main topics we’ll cover:

Leaving academia and joining consulting firms is a something many PhD students (myself included) are getting interested in. Firms like McKinsey & Company, Boston Consulting Group (BCG), and Bain & Associates once hired mostly MBAs but are now branching out to hire MDs, lawyers, and PhDs.

I wanted to make a big impact with the skill I learned during my PhD. I got excited when I heard about consulting because it promises just that. In the next three parts, I’ll take you through the big lessons I learned while preparing and interviewing: How to get an interview, how to nail the case, and how to dazzle them with your experience.

Part 1: Branding Yourself and Making Making a “Wow” Resume gives you pointers to polish that scruffy science look off your C.V. and generally control your “personal brand” so that interviewers are impressed with you long before you walk in the door.

Part 2: Preparing for Your Case Interview to Get Bulletproof talks about how to approach the case and how to practice so that you can shine while others look dull. I’ll give you some simple exercises that will improve the structure and creativity of the “case” portion of your interview.

Part 3: Talking about Your Experience and Sounding like a Bad-ass covers an important and often overlooked portion of a consulting interview… talking about yourself! I know you have some amazing stories to tell. This sections shows how to make your stories say the right things about you.

Please enjoy!

Disclaimer: I recently went through the application and interview process with a top firm, came out with an offer, and signed it! In this series, I share my experience and give some ideas for people on a similar path. However, at the time of writing (July 2009), I do not have any inside information on how any company conducts their hiring. These are just my thoughts!