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Published Articles

Alliance Partnerships

In recent years (now known as ‘the good old days’) as utilities focused on capital projects to meet projected load growth¹, managers of supply chains faced a two-front... More

TAGS: Strategic Sourcing, Operational Design and Performance Improvement

Published Articles

Changing Channels to Market

Changing Channels to Market

Channels tend to evolve over many years. Sometimes they evolve so slowly that companies fail to see the change and don't adapt their strategies based on where the trends are... More

TAGS: Business Planning, Portfolio Complexity, Channel Management, Sales Force Effectiveness, Commercial & Industrial

Published Articles

Managing Industrial Channels in Downturn

From light duty MRO and construction materials suppliers to heavy equipment manufacturers, the industrial manufacturing sector is suffering its worst decline in decades. This... More

TAGS: Business Planning, Channel Management, Marketing Resource Management, Sales Force Effectiveness, Commercial & Industrial

Published Articles

Commodity Price Volatility

Commodity Price Volatility

... more consumers will wake up to sharply higher electricity bills. The primary driver of this increase will not be a populist theme like global warming or deregulation. The root cause will be an aspect of cost that has been... More

TAGS: Strategic Sourcing, Operational Design and Performance Improvement

Published Articles

Getting Channel Marketing Right

Getting Channel Marketing Right

... allocation drives top- and bottom-line value. As companies increasingly turn to indirect sales channels to drive growth, marketing executives are being challenged to optimize the allocation of marketing resources across... More

TAGS: Growth Strategies (Profitable Growth), Channel Management, Marketing Resource Management, Technology & Telecom

Published Articles

One Plan Many Pieces

One Plan Many Pieces

In these days of rising costs and higher expectations for all stakeholders, many companies are increasing their focus on strategic planning. Many companies focus their... More

TAGS: Business Planning, Strategy, Operational Design and Performance Improvement, Regulatory Relations

Published Articles

Winning Strategy Winning Culture

Faced with the challenges of developing a long-term strategy for profitable growth and engaging his organization to... More

TAGS: Business Planning, Strategy, Operational Design and Performance Improvement

Published Articles

Freshening Up Strategic Planning

Freshening Up Strategic Planning

We have recently come through times where it was quite common to hear that things are changing too quickly to make strategic planning worthwhile, or that... More

TAGS: Growth Strategies (Profitable Growth), Business Planning, Business Model Design, Commercial & Industrial

Published Articles

Realizing Promise Of Strategic Sourcing Claims

"Strategic sourcing" is a cost-reduction method that many insurers have attempted to implement. While they have had successes in lowering basic office management costs, these... More

TAGS: Strategic Sourcing, Insurance Cost Management

Published Articles

Think Like a CFO, Part I

After years of relative autonomy, senior IT executives at insurance companies are finding themselves increasingly under the thumb of tech-savvy CFOs charged with reducing costs.... More

TAGS: IT Planning & Management, Insurance Information Technology Strategy & Planning