Kienbaum Management Consultants. Sales Management
|
|
- Lorraine Dorsey
- 8 years ago
- Views:
Transcription
1 Kienbaum Management Consultants Sales Management
2 Sales success arises through the integrated management of all internal and external influencing factors Successful sales management must embrace all spheres of activity» 5 Individual competency development potentials regarding know-how and leadership behavior can be formulated after the introduction of management and incentive models 1» We can achieve significant sales optimization and management results in a short period of time through the inclusion of all spheres of activity and the utilization of proven sales analysis instruments Formulation of development potentials Sales analysis» 4 Efficient international rollouts of optimization and management measures take important regional customization instruments into account International rollout Sales managem ent Sales strategy and sales incentive system Sales network optimization 2» Comprehensive experience in the application of operative optimization measures drives the successful implementation of sales network structures 3» Sales strategy is the foundation for successful sales management - effective combining with an incentive system leads to a functioning total construct Our integrated approach allows for the efficient realignment, effecting a powerful sales organization 2
3 1. All crucial parameters are considered when deriving the core spheres of activity for sales optimization and management purposes Sales performance-influencing parameters» Customer typology» Historical development» Own proportion of products» Wishes and satisfaction 1 Customer» Process landscape» Role models» Use of advertising» Management systems» Office support» Population structure» Industry density» Customer structure 3 Processes / systems 2» Proportion of active sales time» Performance data» Sales approach (observation days of daily work) Region Employees Competition 3
4 1. Proven sales analysis instruments are deployed to achieve significant analysis results in a short period of time Sales optimization instrument examples Management system evaluation Customer portfolio analysis Region evaluation Overview of management systems within sales processes Clustering by region, maturity level, market share Generation of region profiles as input factors for benchmarking comparisons Employee performance Employee survey questionnaire Team workshops Mapping of employee performance as the foundation for success factor determination Activity and time management analyses Qualitative strengths/ weaknesses workshops 4
5 2. Kienbaum commands comprehensive experience in the operative implementation of sales force optimizations Operative optimization measure examples Customer support concept optimization Sales support process optimization» Customer segment detailing and specification of support strategies» Lean managementbased sales optimization to minimize inefficiencies Revision of regional divisions Further development of the management system» Potential-based redefinition of sales regions» Integration of the optimization program into the management instrument set 5
6 3. The sustainable success of incentive systems and sales management is achievable only in unison with all necessary elements Sales management facets Sales incentive system A B C D Sales controlling and CRM Clear roles and responsibilities Defined customer structure Successful behavior standards Sales strategy Successful sales management is founded upon sales strategy; the development of all columns in synergy with an incentive system is required for a functional total construct 6
7 4. International incentive system rollouts incorporate instruments allowing for regional customization Systemic feedback loops ensure implementation level transparency A B C Incentive map evaluation International role model definition Local adjustment ranges International incentive system features Feedback loop for regional implementation of the central model Total CZ NL IT 68% 37% 82% 45% 64% 7
8 5. Individual training measures and leadership emphasis can be derived from the sales management system Example: Funnel logic applied to the deriving of developmental needs from management and incentive models KAM Type Funnel Description 1 Lazy Guy 5 Mio. EUR 5m 5m KAM cites low customer potential, as he/she only concerns himself with safe existing customers which lead to easy deals Measures derived Competency training» Business development training Management» Altered leadership needs: necessary focus on acquiring new customers; close management of sales efforts 2 Target KAM 50m 5m KAM cites realistic customer potential and serves existing customers as well as new customers» No competency training need» Reinforcement of correct behavior 3 Diligent but without success 100m 1m KAM overestimates customer potential and is diligent in customer acquisition, however can not close the deal on most projects» Competency deficit, lacking closing skills, i.a.» Altered leadership needs: Support in closing deals or tandem training with a deal closer to teach sales closure The transparent results generated by the funnelling process allows each key account manager and corresponding management to draw conclusions on individual competency needs regarding know-how and management behavior 8
9 Contact Please contact us should you have an enquiry. Address Kienbaum Management Consultants GmbH Ahlefelder Str Gummersbach Germany Tel: +49 (2261) Fax: +49 (2261)
10
Communications.» Employer Branding. Becoming an Employer of Choice
Communications» Employer Branding Becoming an Employer of Choice » Recruitment and retention Managers and candidates have different perspectives on the same topic What recruiters think: We are a family-owned
More informationWhite Paper APPLICATION MANAGEMENT. benchmark
White Paper APPLICATION MANAGEMENT AND MODERNIZATION maturity benchmark CONTENT Introduction to IT Benchmarking THE amm maturity benchmark general observations and findings important benchmarks detailed
More informationOrganizational IT Concepts and SAP Solution Manager. General IT operations and service concepts with SAP Solution Manager. Driving value with IT
Organizational IT Concepts and SAP Solution Manager General IT operations and service concepts with SAP Solution Manager Driving value with IT How SAP customers can benefit from REALTECH s Solution Manager
More informationCRM starter for the Chemical Industry. Industry-specific fixed-price package
CRM starter for the Chemical Industry Industry-specific fixed-price package CRM starter for the Chemical Industry Description & Scope Best-Practices process model for the chemical industry based on SAP
More informationLean Procurement and Supply Chain Management Consulting
we keep you ahead consulting Lean Procurement and Supply Chain Management Consulting The Experts on Procurement and Supply Chain Management Global supply chain in focus MBtech Consulting advises companies
More informationDeutsche Post Address Group
Deutsche Post Address Group Stay fresh & clean! We make international data quality solutions easy POSTADDRESS GLOBAL Deutsche Post Address Group, your international partner for address management Strong
More informationSales, marketing and aftersales consulting.
we keep you ahead consulting Sales, marketing and aftersales consulting. Keeping your customers in focus. Product and market analysis Financial controlling Strategy Active customer management Sales and
More informationBeyond risk identification Evolving provider ERM programs
Beyond risk identification Evolving provider ERM programs March 2016 At a glance PwC conducted research to assess the state of enterprise risk management (ERM) within healthcare providers and found many
More informationDue Diligence. Due Diligence. Advisory Services. Assurance Services. Financial. Commercial. Legal / Tax. Pre-Sale / Vendor
Due Diligence Financial Commercial Legal / Tax Pre-Sale / Vendor IAS Partner GmbH Wirtschaftsprüfungsgesellschaft Steuerberatungsgesellschaft Advisory Services IAS / IFRS, US GAAP Due diligence Internal
More informationOne-stop solution: data management, generation, distribution.
Annual and Semi-Annual Reports for Funds One-stop solution: data management, generation, distribution. Reporting Annual and Semi-Annual Reports for Funds 2 1 Asset management companies are increasingly
More informationMarketing & Sales Competence Center
Franchising The Roland Berger approach Marketing & Sales Competence Center July, 2009 1 Franchise systems attract growing interest and gain importance Roland Berger Strategy Consultants know how to succeed
More informationLeading Providers of Application Management in Germany 2013
Application Management I Germany I 2013 Leading Providers of Application Management in Germany 2013 SITSI I Vendor Analysis I PAC RADAR Scoring results Accenture - Unlimited reprint rights - SITSI I Vendor
More informationSTEVE TSHWETE LOCAL MUNICIPALITY
STLM Performance Management System Framework 1 STEVE TSHWETE LOCAL MUNICIPALITY PERFORMANCE MANAGEMENT SYSTEM FRAMEWORK 2015-16 REVIEW STLM Performance Management System Framework 2 Contents CHAPTER 1...
More information360 Degree Feedback Group Report
White Paper Petra Schulte / Gerhard Liska 360 Degree Feedback Group Report 360 Degree Feedback is appreciated and actively deployed as an efficient diagnostics tool by many companies. With regard to successful
More informationL A W R E N C E S O M E R S E T L I M I T E D
Improving Sales Performance in Private Client Wealth Management Introduction There is now an air of some stability in the private client markets. Even though there are still costs to be cut, the attention
More informationDunja Hahn. Profile. Senior Consultant EDUCATION. 2010 Diploma in business administration (equivalent to Master)
Profile Dunja Hahn Senior Consultant Email: dunja.hahn@arcondis.com EDUCATION PROFESSIONAL TRAINING 2010 Diploma in business administration (equivalent to Master) 2008 Economic interpreter of the English
More informationINVENTORY OF GOOD PRACTICES ON OPEN INNOVATION Business Angels Region Stuttgart
INVENTORY OF GOOD PRACTICES ON OPEN INNOVATION Business Angels Region Stuttgart Stuttgart Region, Germany Table of contents 1. Good Practice Profile... 3 2. Good Practice General Description... 6 3. Good
More informationProgramme Specification and Curriculum Map for BA Criminology (Criminal Justice)
Programme Specification and Curriculum Map for BA Criminology (Criminal Justice) 1. Programme title BA Criminology (Criminal Justice) 2. Awarding institution Middlesex University 3. Teaching institution
More informationCorporate-Policy Project Rating (GPR )
Corporate-Policy Project Rating (GPR ) - Brief Description - (05.2013) Contents: 1. Preliminary remark 2. The four benchmarks of GPR 3. The GPR total index 4. The GPR range of application 5. The GPR profile
More informationHow To Understand Customer Satisfaction In Auto Insurance
A Global Marketing Information Company jdpower.com 2015 U.S. Auto Insurance Study 2015 U.S. Auto Insurance Study Publish Date: June 17, 2015 Improving economic conditions and skyrocketing advertising expenditures
More informationAnn Geyer Tunitas Group. CGEIT Domains
1 CGEIT Exam Prep May 17, 2011 Ann Geyer Tunitas Group CGEIT Domains 2 Job Practice Areas by Domain 25% IT Gov Frameworks 20% Risk Mgmt 15% Strategic Alignment 15% Value Delivery 13% Resource Mgmt 12%
More information1. Executive Summary
Inside 1. Executive Summary...3 2. ERP: A panacea for business improvement...4 3. Challenges of an ERP Implementation in the Mid Market...5 4. ERP in the Indian Mid Market Segment...8 5. Key Performance
More informationVMware Cloud Automation Technology Consulting Services
VMware Cloud Automation Technology Consulting Services VMware Professional Services Unlocks IT Agility through Cloud Automation The biggest hurdle [that CIOs face as they move infrastructure and applications
More informationCRM to Go for the facility & building supply industry
CRM to Go for the facility & building supply industry Customer Relationship Management processes for the facility & building supply industry based on SAP CRM and SAP NetWeaver BW Agenda CRM to Go an overview
More informationUniversity of Plymouth. Programme Specification. Doctorate in Business Administration
University of Plymouth Faculty of Social Science and Business Programme Specification Doctorate in Business Administration (full title(s) as approved) Programme Specification Template: EDaLT July 2006
More informationIntroduction to TTC s Enterprise Risk Management (ERM) Program. TTC Audit and Risk Management Committee
STAFF REPORT INFORMATION ONLY Introduction to TTC s Enterprise Risk Management (ERM) Program Date: September 11, 2015 To: From: TTC Audit and Risk Management Committee Chief Executive Officer SUMMARY This
More informationOverview, Goals, & Introductions
Improving the Retail Experience with Predictive Analytics www.spss.com/perspectives Overview, Goals, & Introductions Goal: To present the Retail Business Maturity Model Equip you with a plan of attack
More informationCONSULTANT VACANCY ANNOUNCEMENT
United Nations Human Settlements Programme P.O. Box 30030, Nairobi00100, KENYA Tel: +254-20 7623120, Fax: +254-20 7624266/7 infohabitat@unhabitat.org, www.unhabitat.org CONSULTANT VACANCY ANNOUNCEMENT
More informationTECHNOLOGY STRATEGY AUDIT
TECHNOLOGY STRATEGY AUDIT Executive Summary It is our intention to facilitate the understanding of technology strategy and its integration with business strategies. This guideline is organized as series
More informationVMware Business Continuity and Disaster Recovery Technology Consulting Services
VMware Business Continuity and Disaster Recovery Technology Consulting Services VMware Technology Consulting Services for Business Continuity and Disaster Recovery CIOs need people both internal staff
More informationPHARMACEUTICAL SALES MANAGEMENT
PHARMACEUTICAL SALES MANAGEMENT SHARPENING CUSTOMER-CENTRIC STRATEGIES TO RESTORE ACCESS AND STRENGTHEN RELATIONSHIPS PUBLICATION DATE FEB. 2014 PAGES 195 CHAPTERS 4 THE BOTTOM LINE: New regulations and
More informationCustomer Relationship Management: application for parliamentary information services
Submitted on: 7/7/2014 Customer Relationship Management: application for parliamentary information services Christiane Coelho Paiva Center for Documentation and Information, Brazilian Chamber of Deputies,
More informationC O N S U L T C O N N E C T - C H A N G E. Does CRM Really Work?
C O N S U L T C O N N E C T - C H A N G E Does CRM Really Work? TABLE OF CONTENTS DOES CRM REALLY WORK?... 3 WHY THE RESISTANCE TO CRM?... 3 HOW DO YOU SELL CRM?... 4 CRM IS NOT JUST ABOUT TECHNOLOGY...
More informationHonours Degree (top-up) Computing Abbreviated Programme Specification Containing Both Core + Supplementary Information
Honours Degree (top-up) Computing Abbreviated Programme Specification Containing Both Core + Supplementary Information 1 Awarding Institution / body: Lancaster University 2a Teaching institution: University
More informationMaster s Certificate in Public Sector Management
1. Leadership in the Public Sector Program Outline (2015 2016) (16 day program) Is the public sector leadership even possible in an environment that is constrained by labour unions, unresponsive incentives
More informationABeam CRM Breeze A smooth change of course with noticeable success!
ABeam CRM Breeze A smooth change of course with noticeable success! feat. CRM is getting simple! And more efficient. And cheaper. ABeam Consulting and salesforce.com deliver customized, web-based CRM solutions
More informationHow to achieve a successful 360-Degree Appraisal
How to achieve a successful 360-Degree Appraisal Valerie Heritage Specialists in Employee Engagement Solutions incorporating 360 degree feedback http://www.communicationchallenge.co.uk How to achieve a
More informationCUSTOMER STRATEGY DRIVING SUSTAINABLE GROWTH THROUGH A CUSTOMER CENTRIC APPROACH
CUSTOMER STRATEGY DRIVING SUSTAINABLE GROWTH THROUGH A CUSTOMER CENTRIC APPROACH 1 Customer Strategy CUSTOMER STRATEGY With more connected global marketplaces, shortened product and service innovation
More informationDG ENLARGEMENT SECTOR BUDGET SUPPORT GUIDELINES
Ref. Ares(2014)571140-04/03/2014 DG ENLARGEMENT SECTOR BUDGET SUPPORT GUIDELINES EXECUTIVE SUMMARY January 2014 TABLE OF CONTENTS Introduction 1. RATIONALE FOR BUDGET SUPPORT 1.1 What is Budget Support?
More informationMARKETING AUTOMATION
MARKETING AUTOMATION Benchmarks for small & medium businesses What marketing automation success will look like in a year ahead and how how small and medium businesses plan to achieve it. Ascend2 Research
More informationThe Executive CRM Guide
The Executive CRM Guide By Ron Jenkins CRM Strategy Consultant The Executive CRM Guide _ Page 2 of 11 Table of Contents Executive Overview... 3 Guide to CRM Success... 4 Step 1 Conduct CRM Workshop...
More informationintelligence in customer relations leveraging the social factor Your business technologists. Powering progress
intelligence in customer relations leveraging the social factor Your business technologists. Powering progress Mining Customer Gold Telco players find themselves in highly pressurized operating environments,
More informationKnowing the customer: this time it s personal. How analytics can help banks achieve superior CRM, secure growth and drive high performance
Knowing the customer: this time it s personal How analytics can help banks achieve superior CRM, secure growth and drive high performance Table of Contents Introduction How advanced analytics changes customer
More informationImplementation Services for Rapid Database Migration of SAP NetWeaverBW to SAP HANA
cbs Corporate Business Solutions GmbH Implementation Services for Rapid Database Migration of SAP NetWeaverBW to SAP HANA cbs Corporate Business Solutions SAP NetWeaver BW poweredbysap HANA ata glance
More informationConversion Rate Optimisation Guide
Conversion Rate Optimisation Guide Improve the lead generation performance of your website - Conversion Rate Optimisation in a B2B environment Why read this guide? Work out how much revenue CRO could increase
More informationPartnership Checklist March 2014
Partnership Checklist March 2014 Purpose of the Checklist The Statement of Ambition published by the Scottish Government and COSLA, sets out high expectations for community planning and puts the process
More information3 rd IEEE TMC Workshop: Telecommunication Project and Quality Management
3 rd IEEE TMC Workshop: Telecommunication Project and Quality Management Quality Improvement for Processes and Systems through Standardization in Project Management Think forward Annegret Loeser Bonn,
More informationBarcelona Declaration of Measurement Principles: Revised for Public Comment, June 21, 2010
Barcelona Declaration of Measurement Principles: Revised for Public Comment, June 21, 2010 Global Alliance ICCO Institute for Public Relations Public Relations Society of America AMEC U.S. & Agency Leaders
More informationREDUCTION OF BUREAUCRATIC BARRIERS FOR SUCCESSFUL PV DEPLOYMENT IN THE EU KEY RECOMMENDATIONS
REDUCTION OF BUREAUCRATIC BARRIERS FOR SUCCESSFUL PV DEPLOYMENT IN THE EU KEY RECOMMENDATIONS September 2011 THE PV LEGAL PROJECT Many countries have already recognised the potential of solar energy and
More informationBalanced Scorecard Put strategies into practice. CP-BSC is a module of the Corporate Planning Suite.
Balanced Scorecard Put strategies into practice CP-BSC is a module of the Corporate Planning Suite. ENTERPRISE MANAGEMENT WITH VISION AND STRATEGY Put strategies into practice. Every enterprise has strategic
More informationOne Manufacturer : Harmonization Strategies for Global Companies
Manufacturing the way we see it One Manufacturer : Harmonization Strategies for Global Companies How to Align Enterprise Architecture with Corporate Strategy Recently we have seen many global manufacturers
More informationMARKETING AUTOMATION
MARKETING AUTOMATION Benchmarks for Small & Medium Businesses What marketing automation success will look like in a year ahead and how how small and medium businesses plan to achieve it. Ascend2 Research
More informationIT Service Management by SAP Africa (ITSM) Dirk Smit ALM Engagement Manager
IT Service Management by SAP Africa (ITSM) Dirk Smit ALM Engagement Manager Optimize IT Operations Process Support Business Goals CIO CEO/CFO Reliable Business Support Changes to improve IT services are
More informationSTRATEGIC PLAN FOR COLLEGE OF APPLIED MEDICAL SCIENCE FIRST DIMENSION: BENEFICIARIES AND CLIENTS
DETAILED ABOUT ME PROVIDE COMPUTER COURSES FOR STUDENTS SEND STUDENTS ABROAD TO LEARN ENGLISH SCIENTIFIC AND PRACTICAL COMPUTER COMPETITION PREPARE EDUCATIONAL BROCHURES AND EDUCATIONAL MAGAZINES FOR STUDENTS
More informationSerViceS & SolutionS for next generation customer management
SerViceS & SolutionS for next generation customer management LOYALTY PARTNER SOLuTiONS ServiceS & SolutionS 02 03 BooSting customer loyalty AnD winning new customers in a world of saturated markets long-term
More informationReporting. Internal Reporting. Advisory Services. Assurance Services. Budgeting. Controlling. Fast close. Risk management
Internal Reporting Budgeting Controlling Fast close Risk management IAS Partner GmbH Wirtschaftsprüfungsgesellschaft Steuerberatungsgesellschaft Advisory Services IAS / IFRS, US GAAP Due diligence Internal
More informationMBA in Construction and Real Estate. Date of specification: September 2011-12
MBA in Construction and Real Estate UCAS Code: N/A For continuing students entering in: September 2011 Awarding Institution: The University of Reading Teaching Institution: College of Estate Management
More informationSiebel CRM Loan Origination Siebel CRM Loan Origination enables financial institutions to successfully manage customer relationship throughout the entire consumer loan origination process across all communication
More informationFactors Affecting the Customer Care Market in 2009
Research report Customer care market share report 2009 Mark H. Mortensen June 2010 Contents [1] 2 Contents Slide no. 4. Document map Executive summary 5. Overall customer care market shares for 2009 6.
More informationCURRICULUM INFORMATION BABSON MBA TWO-YEAR PROGRAM
CURRICULUM INFORMATION BABSON MBA TWO-YEAR PROGRAM MODULE I (8 credits) Entrepreneurial Thought and Action: Creating and Scaling Effective Businesses Module 1 sets the stage for Babson s focus on entrepreneurial
More informationMBA/PGDip/PGCert in Construction and Real Estate N/A For students entering in 2009
MBA/PGDip/PGCert in Construction and Real Estate N/A For students entering in 2009 UCAS Code: Awarding Institution: The University of Reading Teaching Institution: College of Estate Management Faculty:
More informationThe Outlook for Data 2016: A Snapshot Into Digital Media and the Evolving Role of Audience Insight. January 2016
The Outlook for Data 2016: A Snapshot Into Digital Media and the Evolving Role of Audience Insight Research from the IAB Data Center of Excellence January 2016 Research Objectives and Methodology What
More informationCRM Success Metrics. Drivers & Metrics for Successful CRM: in Theory & in Practice
CRM Success Metrics Drivers & Metrics for Successful CRM: in Theory & in Practice Agenda 1. Introduction 2. Talent Acquisition Performance Drivers 3. #2: Developing Candidate Pools 4. #1: Relationships
More informationQuality Assurance Initiatives in Literacy and Essential Skills: A Pan-Canadian Perspective
Quality Assurance Initiatives in Literacy and Essential Skills: A Pan-Canadian Perspective Summary of Key Informant Interviews Final Report November 2014 Acknowledgments Thank you to the following organizations
More informationBenefits of conducting a Project Management Maturity Assessment with PM Academy:
PROJECT MANAGEMENT MATURITY ASSESSMENT At PM Academy we believe that assessing the maturity of your project is the first step in improving the infrastructure surrounding project management in your organisation.
More informationTying Customer Satisfaction to Claims Staff Incentive Pay
Tying Customer Satisfaction to Claims Staff Incentive Pay Rudolf Frei Managing Director IBNR Insurance Consulting Ltd. 17 September 2014 Introduction Claims services are the moment of truth Positive correlation
More information1. Verzeichnis der ITIL V3 Service Strategy Prozesse
1. Verzeichnis der ITIL V3 Service Strategy Prozesse Service Strategy Service Portfolio Financial Conception of IT Strategy IT Financial Organization Maintenance of the Service Portfolio IT Budgeting Demand
More informationORGANIZED FOR BUSINESS: BUILDING A CONTEMPORARY IT OPERATING MODEL
ORGANIZED FOR BUSINESS: BUILDING A CONTEMPORARY IT OPERATING MODEL Time is running out for the traditional, monopolistic IT model now that users have so many alternatives readily available. Today s enterprises
More information» Kienbaum 360 Degree Feedback
» Kienbaum 360 Degree Feedback Develop leaders. Improve leadership quality. What we offer 2» The Challenge 3 Self-reflected, authentic, confident Why leadership quality is so important good leaders make
More informationThai Securities Industry: 2007 CIO Survey and Benchmarking Results
Thai Securities Industry: 2007 CIO Survey and Benchmarking Results Bangkok, September 7, 2007 Copyright 2007 Freewill Solutions Company Limited We conducted our first annual Thai Securities Industry CIO
More informationDon t put your image at risk!
Don t put your image at risk! FACT BOOK THE NEW AGE OF PROCUREMENT HAS ALREADY BEGUN Ensure SUCCESS EFFICIENTLY AND substantially Effective Risk and Compliance Management System Today, medium-sized companies
More informationHow SMBs in Europe are embracing social media
How SMBs in Europe are embracing social media Contents 1 How SMBs in Europe are embracing social media 2 Focus on the UK 3 Focus on France 4 Focus on the Netherlands 5 Focus on the Middle East This report
More informationBetter Regulation. Consumer Engagement Guideline for Network Service Providers
Better Regulation Consumer Engagement Guideline for Network Service Providers November 2013 Better Regulation Consumer Engagement Guideline for Network Service Providers 1 Commonwealth of Australia 2013
More informationUoD IT Job Description
UoD IT Job Description Role: Projects Portfolio Manager HERA Grade: 8 Responsible to: Director of IT Accountable for: Day to day leadership of team members and assigned workload Key Relationships: Management
More informationPART III: HORIZONTAL RULES. Criteria for the analysis of the compatibility of state aid for training subject to individual notification 1
Page 1 PART III: HORIZONTAL RULES Criteria for the analysis of the compatibility of state aid for training subject to individual notification 1 1 Introduction (1) Training usually has positive external
More informationPERFORMANCE MEASUREMENT OF INSURANCE COMPANIES BY USING BALANCED SCORECARD AND ANP
PERFORMANCE MEASUREMENT OF INSURANCE COMPANIES BY USING BALANCED SCORECARD AND ANP Ronay Ak * Istanbul Technical University, Faculty of Management Istanbul, Turkey Email: akr@itu.edu.tr Başar Öztayşi Istanbul
More informationHow To Create A Successful Economy
INTERNATIONAL IMP³ROVE ROUNDTABLE: FOSTERING COHESION WITH INNOVATION Düsseldorf, 25 November 2015 Christian SAUBLENS IN EUROPE, THE EU COMMISSION PROMOTES THE CONCEPT OF RESEARCH AND INNOVATION STRATEGIES
More informationThe Digital Performance Benchmark. What distinguishes world class digital from the rest of the pack?
The Digital Performance Benchmark What distinguishes world class digital from the rest of the pack? Digital Performance The future is digital The digital landscape is rapidly evolving. With customers across
More informationCUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES
CUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES Chapter 1: Introduction to CRM Selected definitions of CRM 1 CRM is an information industry term for methodologies, software, and usually Internet
More informationAttraction and Retention Series A focus on people and business. Workforce planning toolkit: Models, frameworks and processes Resource document 2
Attraction and Retention Series A focus on people and business Workforce planning toolkit: Models, frameworks and processes Resource document 2 Issue 3 November 2008 Table of contents Introduction... 3
More informationThe Forrester Wave : Digital Agencies In China Strategy And Execution, Q1 2015
For: Marketing Leadership Professionals The Forrester Wave : Digital Agencies In China Strategy And Execution, Q1 2015 by Xiaofeng Wang, January 27, 2015 Key Takeaways OgilvyOne, Isobar, And Razorfish
More informationThe views expressed in this publication do not necessarily reflect the official views of the Asian Productivity Organization (APO) or any APO member.
First published in Japan by Leaf Square Hongo Building 2F 1-24-1 Hongo, Bunkyo-ku Tokyo 113-0033, Japan www.apo-tokyo.org 2015 The views expressed in this publication do not necessarily reflect the official
More informationCalifornia State University, Dominguez Hills
ADVANCED HIGHER EDUCATION ADMINISTRATION PROGRAM The Advanced Higher Education Administration Program is designed for international university administrators to enhance their knowledge and understanding
More informationSUPPLY CHAIN & PROCUREMENT INSIGHTS REPORT CANADA, ARE WE FALLING BEHIND?
GRAND & TOY 2012 SUPPLY CHAIN & PROCUREMENT INSIGHTS REPORT CANADA, ARE WE FALLING BEHIND? Research conducted by TABLE OF CONTENTS Overview... 3 Procurement Tactically Focused but Evolving...4 Communication
More informationQuality Strategy for the Austrian Healthcare System. Version 1.0, May 2010
Quality Strategy for the Austrian Healthcare System Version 1.0, May 2010 Quality Strategy for the Austrian Healthcare System Version 1.0, May 2010 Wien, in May 2010 Commissioned by the Austrian Federal
More informationStrategic HR Conference - 10-28-12. Link Compensation To Values. A Discussion on What Makes Incentive Pay Plans Work. Tom Wilson Wilson Group
Strategic HR Conference - 10-28-12 Link Compensation To Values A Discussion on What Makes Incentive Pay Plans Work Tom Wilson Wilson Group Pamela Sande The Mentor Network Nora Costa CVS Caremark The Environmental
More informationCommercial excellence: Perfect compound of intuition and facts
Commercial excellence: Perfect compound of intuition and facts Results of study Hamburg, October 2014 A. Sample size and characteristics 9 B. Importance of Commercial Excellence for Specialty Chemicals,
More informationBriefing Paper. How to Compete on Customer Experience: Six Strategic Steps. www.syn gro.c om SynGro SynGro 2013 2013 Tel: +44 (0 ) 15 06 5 92 2 24
Briefing Paper How to Compete on Customer Experience: Six Strategic Steps How to Compete on Customer Experience: Six Strategic Steps Voice of the Customer as a term has come to reflect the growing understanding
More informationAccolade. Decision Support for the Business of Product Development. Knowledge-Powered Solutions to Maximize Returns on Product Development Investments
Accolade Decision Support for the Business of Product Development Knowledge-Powered Solutions to Maximize Returns on Product Development Investments Accolade...your total PD solution. The landscape is
More informationStudent and Academic Support Services Assessment Information Packet
Student and Academic Support Services Assessment Information Packet Assessment Plan and Status Report Format for Student and Academic Support Services Review Schedule Examples of Assessment Activities
More informationBenchmarking Experiences and Guidelines for Improvement
Benchmarking Experiences and Guidelines for Improvement Christof Ebert, Vector Consulting Services V1.1 2016-04-19 Welcome Vector Consulting Services supports clients worldwide in improving their product
More informationPROGRAMME SPECIFICATION
PROGRAMME SPECIFICATION Bachelor of Arts with Honours (SW) in Marketing Awarding institution Teaching institution UCAS Code JACS Code Programme Duration Language of Programme Liverpool John Moores University
More informationSelection Criteria for Performance Management Software
BARC RESEARCH NOTE Selection Criteria for Performance Management Software This Research Note was created by the independent market analysts, BARC, and is part of the comprehensive BARC Research Program
More informationDelivering superior automotive experiences
Delivering superior automotive experiences The leading UK provider of demonstration fleet management services A Magma Group Enterprise autoxp Background autoxp s core philosophy for over 20 years has been
More informationSummary of ESD S Proposal for the NIST s New York MEP Designation
Summary of ESD S Proposal for the NIST s New York MEP Designation The NY MEP Center hopes to continue providing manufacturing extension services to enhance the productivity and technological performance
More informationDelivering superior automotive experiences
Delivering superior automotive experiences The leading UK provider of demonstration fleet management services A Magma Group Enterprise autoxp Background autoxp s core philosophy for over 20 years has been
More informationThe ROI of Customer Acquisition: Aligning Marketing & Sales
The ROI of Customer Acquisition: Aligning Marketing & Sales Table of Contents Best Practice #1: Build and implement ongoing email lead nurturing programs. Best Practice #2: Leverage inbound tactics to
More informationSwiss IT-Outsourcing Survey 2003
Swiss IT-Outsourcing Survey 2003 SF-FS Schweizer Forum für Kommunikationsrecht simsa swiss interactive media and software association ZIK Zentrum für Informations- und Kommunikationsrecht der Universität
More information