B2B Briefs
C-CUBESTM briefs provide senior executives with usable insights for strategy planning and execution.
HOW ALIGNED ARE B2B EXECUTIVES WITH THEIR CUSTOMERS?
HOW ALIGNED ARE B2B EXECUTIVES WITH THEIR CUSTOMERS? Executives Are Confident They Know Their Customers
Read More
THE STRATEGY ALIGNMENT GAP: WHY CEOS MISJUDGE IT AND HOW THEY CAN FIX IT
THE STRATEGY ALIGNMENT GAP: WHY CEOS MISJUDGE IT AND HOW THEY CAN FIX IT well-meaning CEOs fall prey to the strategy alignment gap. Their teams have high levels of…
Read More
Effective Strategy Implementation
Effective Strategy Implementation To execute the strategy more effectively, this study proposes an integrated model combining the resource-based view of ‘McKinsey 7S’ and the industrial organization point of view.
Read More
CEOs Must Overcome Executive Disagreement To Drive Strategy
CEOs Must Overcome Executive Disagreement To Drive Strategy Senior executives often disagree on their company’s strategy, but CEOs can overcome this by a return to the basics: a…
Read More
BECOMING A STRATEGY-LEADING SUPERINTENDENT
BECOMING A STRATEGY-LEADING SUPERINTENDENT SUPERINTENDENTS SHOULD BE STRATEGY LEADERS. NOT FIREFIGHTERS OR COUNSELORS.
Read More
USE CUSTOMER PERFORMANCE INDICATORS TO ALIGN YOUR SCHOOL DISTRICT’S STRATEGY
USE CUSTOMER PERFORMANCE INDICATORS TO ALIGN YOUR SCHOOL DISTRICT’S STRATEGY ACHIEVING CUSTOMER FOCUS AT SCHOOL DISTRICTS
Read More
Expanding Margins
EXPANDING MARGINS Many B2B companies are stuck in a value trap because product improvements do not expand margins. Linking customer value to margins provides a sound basis for strategic…
Read More
Busting the Sales Trap in Strategy Planning
BUSTING THE SALES TRAP IN STRATEGIC PLANNING Most senior executives do not realize the strategic potential of increasing customer value. An assessment of more than 400 executives showed more…
Read More
Solving the EBITDA Puzzle
SOLVING THE EBITDA PUZZLE EBITDA increases need not come from relentless expense reduction. The successful strategy uses customer value to prioritize budgeting because EBITA is strongly driven by customer…
Read More
Are you Basing Your Strategy on Mythical Numbers?
MYTHICAL NUMBERS ARE SO BIG THAT YOU BELIEVE THEM WITHOUT QUESTION. In strategy planning, mythical numbers emanate from consulting studies intended to establish broad and eye-popping trends… DOWNLOAD…
Read More
What Type of Senior Executive are You?
WHAT TYPE OF SENIOR EXECUTIVE ARE YOU? With their inward-looking approach, leadership and board members at Flour may damage long-run performance unless the goal is to explore strategic options.…
Read More
The M&A Dogma in the Oil and Gas Industry
THE M&A DOGMA IN THE OIL AND GAS INDUSTRY With their inward-looking approach, leadership and board members at Flour may damage long-run performance unless the goal is to explore…
Read More
Fluor’s Restructuring Misses the Mark
FLUOR’S RESTRUCTURING MISSES THE MARK With their inward-looking approach, leadership and board members at Flour may damage long-run performance unless the goal is to explore strategic options. A better…
Read More
Power-Up PPI
COLLABORATIVE FOR CUBES™ BREAKS DOWN PRICE ELASTICITY. To remain profitable, companies must have pricing power. They must have the ability to raise prices while maintaining relatively stable unit sales. And…
Read More
Multiplier Customers
COLLABORATIVE FOR CUBES™ HELPS TARGET PROFITABLE NEW CLIENTS. All customers are not the same. Some generate only one-time business. Others can help grow a firm organically through repur- chasing, recommending…
Read More
The EBITDA Conundrum
COLLABORATIVE FOR CUBES™ RESEARCH OFFERS WAY OUT. Earnings before interest, taxes, depreciation, and amortization (EBITDA) is a powerful metric used to evaluate the profitability of a business. Because of its…
Read More
Expanding Margins
COLLABORATIVE FOR CUBES™ FINDINGS SHOW RIGHT WAY TO GROW. Increasing sales in a way that also increases margins is not easy for business-to-business (B2B) companies. Often business suppliers and their…
Read More
