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For many companies, the existing customer base is one of the most important and valuable corporate assets. Companies look to existing customers for not only...
Creating enterprise value is the ultimate business objective for companies large and small. However, consistently creating value isn’t easy - we live in a complex...
With few exceptions, every task customers need (or want to do) has a social, functional and emotional dimension. By understanding these dimensions, you can position...
Organize, visualize and take action. During our earlier research, we realized that it was difficult for companies - large and small - to organize and articulate...
Many companies and brands don’t have insights into customers at a granular enough level to drive outcomes--what they truly value, what propositions to offer or...
Many companies simply do not understand what truly drives value for them, their customers, competitors and suppliers. A fundamental improvement in your value proposition can...
Customers like to make buying decisions on their own terms. Companies that allow customers to help themselves or do their jobs more effectively provide the...
Being easy to do business with (BETDBW) means making it easy for customers and partners to understand your value, to place orders and make payments....
In the eyes of many patients, healthcare providers and the typical healthcare experience are not known for their redeeming qualities. So how did Kaiser Permanente,...
Entrepreneurship is technically defined as “balancing risks and rewards to create entirely new sources of value and wealth.” But, is entrepreneurship just for Silicon Valley start-ups? Despite...
Companies tend to over-rely on their legacy products and services to deliver a disproportionate amount of current revenue. In these situations it can be mistakenly...
The challenge of business growth is amplified when viewed in the context of enterprise value. With as much as 60-70% of enterprise value being directly...
In the new normal environment of economic displacement, uncertainty, structural change and complexity, one thing is clear: revenue and growth cannot be left to chance. However,...
Exclusive interview with Heidrick & Struggles on the shift in demand to growth focused executives. John M. Abele is a partner in the executive search firm...
The ability to put ourselves in our customers‘ shoes is key to recognizing, sharing and experiencing their emotions. Being empathetic to your customers‘ frustrations, pain...
Exclusive interview with SAP on their Growth Strategy. The German business software company, SAP, has experienced exponential growth since five system analysts first established it in...
At the end of the day, growth is every company’s most important objective and most important challenge. According to our recent research[1], 90% of surveyed...
P&G’s sustained growth comes from the company’s ability to formulate and execute against a deliberate, full-spectrum growth strategy: through innovative licensing agreements and thoughtful strategic transactions,...
