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Posts Tagged ‘Business’

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

 

5 tactics to make short classes work

July 16th, 2012 3 comments

http://www.flickr.com/photos/childofwar/3097124543/sizes/m/in/photostream/Have a short (1-4 hour) class/tutorial to give? Want your students to learn tons and rave about the class? Want them to teach you and stay engaged in the topic moving forward?

Here are a few tips I’ve picked up from running mini-classes in academic and professional settings:

  • Listen to the room
  • Build skills through lessons
  • Let them get their hands dirty
  • Do the boring stuff in advance
  • Follow up with homeworks

These are mostly related to programming-type topics (see here and here from some examples), but I’ll bet the ideas are broadly applicable. Hopefully you can share some of your experiences as either a student or teacher in the comments!

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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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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!

Part 1: Branding Yourself and Making Making a “Wow” Resume

August 1st, 2009 1 comment

This is the first part of “A PhD’s Guide to Getting a Consulting Job,” because personal branding and resume building can help you the most! Having a great resume and a powerful personal brand is necessary to get in the door, and if you do it right, you may have the job before you even start talking.

First I’ll talk about how to build your brand, then I’ll share my tips on resume writing.    Click to continue →

Part 2: Preparing for Your Case Interview to Get Bulletproof

August 1st, 2009 5 comments

So far in the “PhD’s Guide to Getting a Consulting Job,” we’ve covered how to work on your personal brand and write a resume that will get you an interview. Now, it’s time to get bulletproof for the interview itself.

Case interviews are an interview tool that consulting companies use to gauge your analytical skills. Essentially, the case interview involves answering an open-ended question about a business problem. The interviewer gives some background on a (hypothetical) company that needs help. Then the candidate talks through an analysis and solution.

I’m going to show you how to rock a case interview.    Click to continue →

Part 3: Talking about Your Experience and Sounding like a Bad-ass

August 1st, 2009 No comments

We have talked about how to get an interview and how to nail the case section. The last step in the “PhD’s Guide to Getting a Consulting Job” is discussing your personal experience in a way that is clear, compelling, and shows that you’ve got what it takes to be a consultant.    Click to continue →

Categories: Academic, Consulting, Tips Tags: , ,

The Science of Success

April 22nd, 2009 1 comment

Koch Industries is the second largest privately held company in the world. In “The Science of Success,” the C.E.O. talks about the management philosophies that his company uses to be so successful.

 

In short, the techniques called “Market-based Management” (MBM) described in the book are string of very sensible ideas. The true power of the book is that it shows how to join these sensible ideas together into a cohesive and effective management strategy. In this review, I’ll briefly describe the points that really hit home with me.    Click to continue →

Categories: Books, Business Tags: ,