Briefs

C-CUBESTM briefs provide senior executives with usable insights for strategy planning and execution.

November 16, 2021 in B2B: Briefs, Briefs

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…
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November 3, 2021 in B2B: Briefs, Briefs

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…
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November 2, 2021 in B2B: Briefs, Briefs

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…
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March 11, 2021 in B2B: Briefs, Briefs

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…
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February 24, 2021 in B2B: Briefs, Briefs

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.…
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October 22, 2019 in B2B: Briefs, Briefs, Energy: Briefs

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…
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September 26, 2019 in B2B: Briefs, Briefs, Energy: Briefs

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…
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March 23, 2018 in Briefs, Education: Briefs

Leveraging Parent Satisfaction for SAT Gains

GAUGING SCHOOL SUCCESS SAT scores are a key metric used to assess student and school success. Colleges use SAT scores in their admissions process since they can predict student success…
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March 18, 2018 in Briefs, Energy: Briefs

Growing Sales in the Oil and Gas Sector

CUSTOMER SATISFACTION Companies in the oil and gas sector are beginning to feel optimistic in 2018. The average price of crude oil in 2017 was 24.6% higher than it was…
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February 17, 2018 in B2B: Briefs, Briefs, Energy: Briefs

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…
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February 16, 2018 in B2B: Briefs, Briefs, Energy: Briefs

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…
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February 15, 2018 in B2B: Briefs, Briefs, Energy: Briefs

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…
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February 14, 2018 in B2B: Briefs, Briefs, Energy: Briefs

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…
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February 13, 2018 in B2B: Briefs, Briefs, Energy: Briefs

Collaborative for CUBES™

COLLABORATIVE FOR CUSTOMER-BASED EXECUTION AND STRATEGY. Recognizing customers are the ultimate source of cash flow and financial value, firms continuously invest in strategic priorities and execution activities designed to satisfy…
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February 12, 2018 in B2B: Briefs, Briefs, Energy: Briefs

Busting the Value Trap

COLLABORATIVE FOR CUBES SHOWS HOW B2B COMPANIES CAN INCREASE SALES. Customer-facing businesses are constantly looking to make customers happy. Consumers are well aware of this because they’re bombarded with advertisements…
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