Consumer Products http://www.booz.com Consumer Products RSS feed from Booz & Company. Tue, 07 Feb 2012 23:22:07 -0600 Supercharging Shopper Solution Results: Improving Returns Through Shopper Marketing and Trade Promotion Alignment http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50128668?gko=cb63a A new Booz & Company survey reveals that there is a select group of shopper marketing leaders that are capturing more influence with retailers and better returns. They achieve this by identifying and pursuing the right solution platform priorities, aligning their sales and marketing organizations to better focus on their platform priorities, and developing new funding and planning processes to support better decision making, greater lead time, and superior execution. Egol, Matthew; Van Duyne, Jon; Boswell, Penny Wed, 01 Feb 2012 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50128668?gko=cb63a Tablets in the Enterprise: Five Steps for Successful Adoption http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50103490?gko=3d6fd The enormous popularity of tablet computers among consumers is forcing enterprises of all sizes to accept them as part of their technology arsenal as well. Much of this activity has been driven from the top down, beginning with top executives and board members of large enterprises, but that will likely change soon, as the productivity gains from new ways of using the devices become clearer. Appling, George Thu, 19 Jan 2012 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50103490?gko=3d6fd Getting to Good Governance: From Policing to Orchestrating http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50066231?gko=ae824 As technology projects increase in complexity, public and private organizations are searching for new mechanisms to control their costs and ensure systems deliver what they need. In doing so, they should go beyond the traditional project management office and consider a strategic implementation office, which extends the scope of oversight and is thus able to prevent common pitfalls before they occur. Bitar, Jad; Shehadi, Ramez; Tohme, Walid; Naamani, Mohamad Mon, 09 Jan 2012 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50066231?gko=ae824 Educated, Ambitious, Essential: Women Will Drive the GCC's Future http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50041441?gko=dbb48 Private-sector companies in GCC countries have an opportunity to address several pressing issues, including nationalization imperatives, local unemployment, and their own talent gaps, by attracting more national women into their workforce. Hoteit, Leila; Shehadi, Ramez; Lamaa, Abdulkader; Tarazi, Kamal Tue, 20 Dec 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50041441?gko=dbb48 Measuring Industry Digitization: Leaders and Laggards in the Digital Economy http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50030291?gko=79493 The pace of digitization is picking up rapidly but the speed at which digitization is taking place varies a great deal from industry to industry. To gain a better understanding of the relative degree to which digitization is transforming different industries, we have created the Industry Digitization Index. Whether they are currently digitization leaders or laggards, all industries can benefit by investing in the input, processing, and output capabilities needed to extend their digital footprints throughout their business ecosystems. Friedrich, Roman; Gröne, Florian; Koster, Alex; Le Merle, Matthew Tue, 13 Dec 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50030291?gko=79493 2012 Consumer Packaged Goods Industry Perspective http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50014028?gko=05ebf Although merger and acquisition activity has not yet returned to the peak levels of the mid-2000s, the restructuring of assets is still one of the industry's most notable trends and expansion in emerging markets remains a major driving force. We would like to offer our thoughts on the current business environment for consumer packaged goods companies, what 2012 holds, and the capabilities that this industry needs for success right now. Egol, Matthew; Neely, J; Rawlinson, Richard Wed, 07 Dec 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50014028?gko=05ebf Web and Social Media Analytics: A Data and Technology Perspective http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49970322?gko=a50fd Web analytics is the measurement, collection, analysis, and reporting of Internet data for the purposes of understanding and optimizing Web usage. Today, Web interactions between commercial businesses and their customers are as important, if not more so, for a business's growth as customer touches through traditional voice and bricks-and-mortar channels. This Leading Research deck discusses the data and technology opportunities and challenges associated with Web analytics. Nair, Ramesh; Parande, Raj; Nair, Balu; Goryunov, Yuri Mon, 21 Nov 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49970322?gko=a50fd The Impact of U.S. Internet Copyright Regulations on Early-Stage Investment http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49953075?gko=43985 New startup companies have long been an important driver of innovation and economic growth in the U.S., and few of them would have grown to maturity without early-stage financing. This study, based on a survey of almost 200 angel investors and interviews with 20 prominent venture capitalists, analyzes the extent to which this financing might be affected by the copyright regulatory environment. Ahmed, Tashfeen; Le Merle, Matthew; Pencavel, Christopher; Sarma, Raju Tue, 15 Nov 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49953075?gko=43985 Surviving the Industry Shakeout: Imperatives for MENA Distributors http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49933632?gko=ce34d Middle East distributors of consumers goods will need to fundamentally change their identities and business models if they are to survive in a rapidly changing competitive landscape. Chahine, Gabriel; Sheikh, Faisal; Bahmanyar, Golnaz Thu, 03 Nov 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49933632?gko=ce34d Почему так важна культура: «Глобальные лидеры инноваций - 2011» (The 2011 Global Innovation 1000: Why Culture is Key) http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50099720?gko=f24f0 В предыдущих отчетах по исследованию цикла «Глобальные лидеры инноваций» (Global Innovation 1000) мы видели, что компании, ориентирующиеся на разработку самых передовых продуктов и услуг, можно отнести к одной из трех основных моделей стратегии развития инноваций: «выявление новых потребностей» (Need Seekers), «понимание рынка» (Market Readers), и «технологическое лидерство» (Tech Drivers). В этом году в нашем седьмом ежегодном отчете по проведенному исследованию 1000 крупнейших в мире компаний по инвестициям в исследования и разработки основное внимание уделяется взаимосвязи между тремя моделями стратегии, культурой и организацией и финансовыми результатами. Основной вывод состоит в том, что корпоративная культура принципиально важна для успешности инноваций, и ее воздействие на эффективность деятельности может быть измерено. Jaruzelski, Barry; Loehr, John Tue, 25 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/50099720?gko=f24f0 The 2011 Global Innovation 1000: Why Culture is Key http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49867677?gko=3607a In past editions of the Global Innovation 1000, we found that companies focused on developing cutting-edge products and services fall under one of three fundamental innovation strategy models: Need Seekers, Market Readers, and Tech Drivers. This year, our seventh annual study of the world's 1000 largest corporate R&D spenders focuses on the link between the three strategy models, culture, and organization -- and their effect on companies' alignment to innovation objectives and the impact on financial performance. The key finding: culture is key to innovation success, and its impact on performance is measurable. Jaruzelski, Barry; Loehr, John Mon, 24 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49867677?gko=3607a Shopper Marketing 5.0: Creating Value With Shopper Solutions http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49844105?gko=1eb44 This year's fact-based shopper marketing study, prepared in partnership with Shopper Sciences and the Grocery Manufacturers Association, reveals, among other findings, that leading CPG manufacturers and retailers are increasingly adopting a solutions-based approach to amplify the impact of their shopper marketing investments. Egol, Matthew; Leisure, JP Mon, 17 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49844105?gko=1eb44 A Marketing Identity Check: Differentiated Capabilities Earn the "Right to Win" http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49841949?gko=7fde1 Booz & Company, Korn/Ferry International, and the Association of National Advertisers (ANA) recently conducted a survey of 350 senior marketing professionals across many industries to find out how the role of marketing is evolving. This Leading Research presents the findings and our analysis. Pandit, Yogesh; Ripsam, Thomas Wed, 12 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49841949?gko=7fde1 Evolving Supply Management Leadership: A Blueprint for CPO Success http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49827495?gko=d0d48 In today's increasingly complex business environment, the role of the chief procurement officer (CPO) has evolved and expanded. This Perspective analyzes how the role is changing, traits required for success, and steps CPOs can take to transform the job and its impact on the organization. Singh, Rohit; Thelen, Bruce; Turner, Martha Thu, 06 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49827495?gko=d0d48 Campaigns to Capabilities: Social Media and Marketing 2011 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49820007?gko=df5dd Booz & Company and Buddy Media recently conducted a survey of North American marketers to learn more about how companies are embedding social media into their marketing organizations and activities. This Leading Research summarizes the results of that survey. Premo, Karen; Vollmer, Christopher Tue, 04 Oct 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49820007?gko=df5dd Business Process Empowerment: Powerful New Capabilities for Front-Office Staff http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49817941?gko=d62a5 This Perspective examines business process empowerment (BPE), a customer-focused, strategically driven alternative to traditional, back-office focused business process management, with particular applicability in service industries. BPE combines process architecture with a continuous improvement culture to drive sales and otherwise improve front-office operations. Acker, Olaf; Blockus, Adrian; Gröne, Florian; Wheeler, Keith Thu, 29 Sep 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49817941?gko=d62a5 Business Value Realization in Transformation Programs: Improving User Adoption of New Capabilities http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49794335?gko=7268f Many business transformation programs entail developing new capabilities that have a substantial IT component. A critical success factor for the transformation program is the adoption of the new capabilities (including technology) by users. A business value realization (BVR) program preps users to accept, absorb, and adopt new capabilities, and ensures management understands and supports the level and type of preparation that's needed. Nair, Ramesh; Pillai, Manoj; Nayar, Ajay; Kumar, Shivani Wed, 21 Sep 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49794335?gko=7268f Manufacturing's Wake-Up Call http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49740314?gko=11b13 A new study shows how the decisions made today by goods producers and policymakers will shape U.S. competitiveness tomorrow. Kaushal, Arvind; Mayor, Thomas; Riedl, Patricia Tue, 23 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49740314?gko=11b13 Value Creation Tutorial: What Private Equity Has to Teach Public Companies http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49704545?gko=62c5f Certain companies are singularly adept at adapting their business to create and sustain value over time, but most are not. It's here that the example of top-tier private equity (PE) firms can be illuminating and useful. In this Perspective we explore seven private equity lessons that public companies can apply or adapt. Couto, Vinay; Divakaran, Ashok; Hawkes, Harry; Caglar, Deniz Tue, 23 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49704545?gko=62c5f A Strategic Approach to Self Service: Capture the Value, Avoid the Pitfalls http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49704542?gko=d6ed7 : Self-service offers operational efficiencies, enables transformative business models, and enhances customer experiences. A strategic approach to self-service adoption and implementation requires an analysis of a company's core capabilities and its "way to play" in the market, industry trends, the proper mix of self-service and human interaction, and customer value propositions, as well as the development of six self-service capabilities. Chatterjee, Arindam; Pötscher, Florian; Alewine, Ralph; Swartz, Joshua Mon, 22 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49704542?gko=d6ed7 M-Commerce Comes of Age: Collaborate to Succeed http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49703713?gko=31c02 Developed markets are on the cusp of mass adoption of mobile commerce. Many companies now see m-commerce as a strategic priority but few will find themselves in a sustainable, value-accruing position. For most, the only way to win at scale is through collaboration in the form of as-yet-untried partnerships. Boyes, Edward; Knott, Michael; Miles, John Thu, 18 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49703713?gko=31c02 Shared Services in Marketing Organizations: A Model for Improving Effectiveness and Efficiency http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49651182?gko=0c394 Leading companies are capturing scale from transactional activities and developing advantaged capabilities using marketing shared services--a coordinated, consistent, and collaborative approach to their marketing service delivery model. This Perspective outlines a four-step program that companies can apply to avoid pitfalls and adopt best practices as they adopt or expand their marketing shared services model. Kapoor, Namit; Landry, Edward; Ripsam, Thomas Tue, 02 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49651182?gko=0c394 Buying Right the First Time: IT Sourcing Simplified http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49639031?gko=d6c01 To create successful partnerships, an IT project sourcing strategy should answer three critical questions: What is the desired target or result for the project? Who should the organization partner with to deliver results? How should a partner be selected? Bitar, Jad; Shehadi, Ramez; Tohme, Walid; Ramamoorthy, Chandrasekar Mon, 01 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49639031?gko=d6c01 Ensuring Success in Shopper Marketing: The Essential Role of the Sales Team http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49639066?gko=ecfc4 As consumer packaged goods (CPG) companies expand their shopper marketing initiatives, they should be careful not to neglect the integral role of the sales team in ensuring success. Sales should participate in shopper marketing program development and execution, particularly in developing shopper insights and retailer intimacy, designing the shopper marketing playbook at the account level, program execution, and performance measurement. Egol, Matthew; Van Duyne, Jon Mon, 01 Aug 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49639066?gko=ecfc4 Building an External Innovation Capability http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49635335?gko=b2a74 This Perspective outlines the tools most likely to form the basis of an external innovation capability, and details the questions that Chief Innovation Officers will need to answer in order to develop a business plan that can be presented to the entire executive team. Le Merle, Matthew; Campbell, Jamie Thu, 28 Jul 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49635335?gko=b2a74 Making Segmentation Deliver: Linchpin for a Customer-Centric Operating Model http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49606607?gko=9f27e Customer segmentation has become a critical capability for making sense of growing volumes of customer data to develop and drive successful go-to-market strategies. But a company will succeed only if its operating model is specifically designed to make use of segmentation results and insights. Yulinsky, Corey Mon, 11 Jul 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49606607?gko=9f27e Revitalising the European Dream: A Corporate View http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49625143?gko=09902 Business leaders are cautiously optimistic about the future of Europe and see an opportunity to revitalize the European Dream, according to this study from INSEAD and Booz & Company. Some 2,000 business leaders were surveyed on how the EU should move forward to ensure its place as a global player. The survey was launched as part of the inaugural The State of the European Union forum. Karlsson, Per-Ola Thu, 07 Jul 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49625143?gko=09902 Best-Cost Country Sourcing: A Next Generation Approach http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49597065?gko=21953 In the current consumer products and retail environment, getting best-cost country sourcing right is mandatory for success on a global scale. This Perspective identifies three sourcing maturity levels: novice, progressing, and best in class. It provides both a questionnaire for determining your company's level and specific critical steps for success. Dutzler, Harald; Mansson, Anna; Parthasarathy, Sriram; Phillips, Dave Tue, 05 Jul 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49597065?gko=21953 Maximizing Marketing ROI in China: An Approach to Profitable Campaigns http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49584088?gko=36567 Multinational consumer packaged goods providers and retailers in China have struggled to calculate marketing ROI due to a lack of sufficient data, among many other factors. Collecting the right data and developing a rigorous strategy for calculating marketing ROI for every promotional campaign are absolute essentials for doing business and suc­ceeding in the dynamic Chinese economy. Bessler, Joni; Treppo, Steven; Xu, Adam; Deng, Michael Wed, 29 Jun 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49584088?gko=36567 The Next Wave of Digitization: Setting Your Direction, Building Your Capabilities http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49582410?gko=2d3e6 Digitization is reaching an inflection point. Three powerful forces are driving the shift: consumer demand, the push for new technologies, and the prospect of even greater economic benefits. This Perspective provides guidance to CEOs and their man­agement teams about the relevance of digitization in their respective industries, and the factors most likely to accelerate or decelerate the digitization phenomenon. Friedrich, Roman; Koster, Alex; Le Merle, Matthew; Peterson, Michael Tue, 28 Jun 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49582410?gko=2d3e6 Limiting the Impact of Data Breaches: The Case of the Sony Playstation Network http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49557056?gko=ab61b The seemingly unending stream of data breaches could be avoided or mitigated with a rigorous approach and a proactive process for risk management. Such an approach can make all the difference when senior management is called to account in the aftermath of a crisis. Gazzini, Alessandro; Holt, Matthew Wed, 08 Jun 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49557056?gko=ab61b New Demographics: Shaping a Prosperous Future as Countries Age http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49532304?gko=f0f24 The world as a whole is being shaped by a demographic megatrend: increasing aging and dependency. To better understand aging and its effects, Booz & Company introduces an approach that we call new demographics. Bernnat, Rainer; Moujaes, Chadi N.; Najjar, Mazen Ramsay; Shediac, Richard Tue, 31 May 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49532304?gko=f0f24 The E-Commerce Imperative for Traditional Retailers: Letting Go of Old Conventions http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49463209?gko=769bb This Perspective explores how traditional bricks-and-mortar retailers need to adjust to succeed in the e-commerce space, in particular by letting go of old conventions. Dutzler, Harald; de Vuijst, Coen; Huissman, Robbert Mon, 09 May 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49463209?gko=769bb Standing Up a Cloud-Enabled Marketing Capability http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49443979?gko=50716 In the new era of the cloud--together with the expected explo­sion in connected devices and the dynamic applications optimized for them--information can be continu­ously fed to cloud-enabled "big data" and analytic engines, opening up the promise that all of marketing could migrate to a true real-time Internet marketing model. Very few chief marketing officers (CMOs) have thought through the capabilities they will need to drive these (mostly) new marketing activi­ties. And very few are ready to lead their organizations into this new world. Le Merle, Matthew; Minasian, Philip Wed, 27 Apr 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49443979?gko=50716 Motivating Behavior Change: Boosting Performance by Mobilizing Pride Builders http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49432667?gko=de3a0 Organizations should follow a rigorous approach to determine who the Pride Builders are, and then build on their insights and capabilities to influence behaviors. Pride Builders can be helpful allies in spreading both motivational behaviors and performance behaviors. In practice, an eight-step tactic we call a performance pilot is often valuable in gaining insights and demonstrating impact. Katzenbach, Jon; Post, Laird; Viriot, Aurelie; Gruber, Jonathan Thu, 21 Apr 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49432667?gko=de3a0 Are You Ready for a Black Swan? Stress-Testing the Enterprise with Disrupter Analysis http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49377584?gko=893b0 Too often, the boards and leaders of large companies are unaware of the risks involved in black swan events, unnecessarily exposing their organizations, their shareholders, and themselves to grave consequences. The solution to this problem is disrupter analysis. Le Merle, Matthew Mon, 11 Apr 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49377584?gko=893b0 Global Perspective on Tablet Early Adoption and Usage http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49371293?gko=68a75 In January of this year, Booz & Company surveyed more than 330 tablet users globally to gain insights into early-adopter profiles, behavior, and usage. This piece presents some of the key results and our accompanying analysis. Friedrich, Roman; Künstner, Thomas; Peladeau, Pierre; Knott, Michael Wed, 06 Apr 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49371293?gko=68a75 Private Label: Untapped Opportunity for GCC Retailers http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49371294?gko=48823 GCC retailers that successfully create a private label offering can increase revenues, improve profitability, and strengthen customer loyalty. Chahine, Gabriel; Valenti, Davide; Nader, Karl Wed, 06 Apr 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49371294?gko=48823 Unleashing the Power of Teams: From Theory to Execution http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49285337?gko=5e8ee While the fundamental theory of team performance is perhaps well known, many teams fall short of their full potential because they fail to move from theory to execution, particularly when it comes to making critical decisions about when, where, and how to team. Katzenbach, Jon; Viriot, Aurelie; Vlak, August Wed, 16 Mar 2011 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49285337?gko=5e8ee Make or Buy: Three Pillars of Sound Decision Making http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945433?gko=c592f This Perspective explores the dynamics of make-or-buy decisions and presents a framework to help companies make the right decisions. The framework is built on three key pillars--business strategy, risks, and economic factors. Schwarting, Detlef; Weissbarth, Robert Thu, 10 Mar 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945433?gko=c592f The Capable Supply Chain: Linked with Strategy for Superior Performance http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49165643?gko=f7e96 Booz & Company has developed a profiler that lets compa­nies test the coherence of their supply chain capabilities against their defined "way to play" to ensure sufficient align­ment for premium returns. And when alignment is lacking, the profiler provides customized recommendations for improvement. Kauffeld, Richard; Michaels, Adam; Mueller, Curt Mon, 07 Mar 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49165643?gko=f7e96 Buy Globally, Think Globally: How Procurement Officers Can Apply Foresight to Outsmart Competitors http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49165645?gko=07a75 Procurement departments have often been slow to recognize and respond to situations taking place on the ground in local sourcing markets that have the potential to significantly disrupt their supply chains. By answering four simple questions, procurement officers can stave off difficulties and get a jump on competitors that are still paying less attention. Dutzler, Harald; Harnett, Laura Wed, 02 Mar 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49165645?gko=07a75 Casting a Wide Net: Building the Capabilities for Open Innovation http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49598593?gko=77dad Originally published in the March/April 2011 issue of the Ivey Business Journal , this piece identifies and describes three strategies for open innovation, and explains what an organization must to build the right capabilities needed for it to succeed. Holman, Richard; Jaruzelski, Barry Tue, 01 Mar 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49598593?gko=77dad Be Prepared to Bounce Back: Building a Resilient Supply Chain http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49136978?gko=78045 Supply chain risk has steadily grown as companies have increased their reliance on outsourcing and sole sourcing while simultaneously failing to shockproof their supplier networks. This Perspective details four steps that companies need to take to develop a resilience framework that will help them to mitigate supply chain risk. Turner, Martha Fri, 25 Feb 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49136978?gko=78045 Off the Table, into the Pocket: Capturing Procurement Savings http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49136977?gko=4d174 Companies continue to turn to their procurement function as a source for additional savings. Yet for a variety of reasons the identified savings are never actually captured and reflected on the bottom line. This Perspective discusses six elements that must be in place to get the most from procurement savings initiatives. Hawkes, Harry; Houston, Patrick; Turner, Martha Fri, 25 Feb 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49136977?gko=4d174 Restructuring in Consumer Products: Pursuit for Coherence Drives M&A Agendas http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49013983?gko=15738 The CPG industry is poised for the next wave of portfolio shuffling. Leading companies will increasingly build their product offerings around distinctive capabilities systems, which will lead to more asset swapping and M&A activity as brands migrate to those environments in which they will thrive. Leinwand, Paul; Misra, Amit; Neely, J Fri, 21 Jan 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49013983?gko=15738 Turning "Like" to "Buy": Social Media Emerges as a Commerce Channel http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49009342?gko=adef0 The market for social commerce will explode over the next five years as companies race to establish stores on social networking sites. As this growth surge happens, social commerce will take its place alongside stores, telesales, and the more traditional Web to emerge as a significant sales channel in its own right. Anderson, Matt; Brusa, Jennifer; Price, Jerell; Sims, Joe Wed, 19 Jan 2011 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49009342?gko=adef0 Social CRM: How Companies Can Link into the Social Web of Consumers http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48964237?gko=2c452 Social networking and other new technologies have given rise to the "social consumer." Navigating this new world requires a new way of approaching customer relationship management, commonly called social CRM. In addition to their traditional CRM tools and processes, companies must rethink their product, channel, and customer strategies in order to build an entirely new relationship with their customers through greater transparency. Acker, Olaf; Gröne, Florian; Yazbek, Rami; Akkad, Fares Tue, 21 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48964237?gko=2c452 Consumer Products Industry Perspectives for 2011 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48960313?gko=8161e As 2010 draws to a close, there is cautious optimism about the outlook for companies that cater to consumers. But in the coming year, consumer companies will be challenged to generate real revenue. Those that best address four trends will meet the challenge: the new consumer frugality; the needs and desires of an aging and health-conscious population; the increasing fragmentation of media and growing number of digital consumers; and opportunities in the big emerging consumer markets of China, India, and Russia. Baquero, Jose Gregorio; Moeller, Leslie; Hartley, Elisabeth Wed, 15 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48960313?gko=8161e Imperatives for MENA Consumer Goods Companies: Building Sustainable Success http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48953722?gko=215e5 In the MENA region, a complex consumer environment and uneven economic growth require consumer goods companies to tailor their approaches carefully for each market, channel, and consumer segment. But although this is important, it is not enough: They must also cement consumers' loyalty by following a more holistic approach to consumer engagement and working closely with local distributors to deliver a more complete and differentiated brand experience to consumers. Chahine, Gabriel; Molina, Heberto Wed, 15 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48953722?gko=215e5 Succeeding in the MENA Region with Consumer Products: A Market-Focused, Consumer-Driven Approach to Sustained Profitability http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48953720?gko=be7e4 In the MENA region, a complex consumer environment and uneven economic growth require consumer goods companies to tailor their approaches carefully for each market, channel, and consumer segment. But although this is important, it is not enough: They must also cement consumers' loyalty by following a more holistic approach to consumer engagement and working closely with local distributors to deliver a more complete and differentiated brand experience to consumers. Chahine, Gabriel; Molina, Heberto Wed, 15 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48953720?gko=be7e4 Manufacturing's New Role in CPG: U.S. Automakers Show the Way http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48947920?gko=b321e With consumers slower to open their wallets, the consumer products industry needs to follow the lead of manufacturing sectors like automotive and drive down costs while main­taining or improving quality. They can best do this by building a true manufacturing operating system--an approach that aligns business strategy with organizational, measurement, and operational discipline to boost productivity. Mayor, Thomas; DuVall, Michael; Elliott, Kimberly Fri, 10 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48947920?gko=b321e A Conversation with Paul Leinwand and Cesare Mainardi, Authors of The Essential Advantage http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48203382?gko=cc99c In this interview, the authors of "The Essential Advantage" point out that in this unpredictable economy, traditional approaches to strategy are a luxury most companies cannot afford. Instead they need to follow a Capabilities-Driven Strategy, starting by conducting a clear-eyed assessment of what they as a firm already do exceptionally well, and then doubling down on those differentiating capabilities. Further, they need to limit their focus to, at most, six capabilities, and make those capabilities work together as a mutually reinforcing system that perpetuates competitive advantage. Leinwand, Paul; Mainardi, Cesare Thu, 02 Dec 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48203382?gko=cc99c Sales Force Design: Assessing Stark Choices and Getting It Right http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48814302?gko=dc9e4 The structure and productivity of sales forces have turned into major concerns for many C-level executives. Every sales force redesign needs to address two fundamental questions: How many sales forces are needed? And what is the optimal reporting structure? It also needs to be executed flawlessly. Dubey, Akshat; Kapoor, Namit; Ripsam, Thomas Mon, 15 Nov 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48814302?gko=dc9e4 Zero-Based Cost Management: A Holistic Approach to Managing Budgets http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48814282?gko=57edd In the current economic environment, there is increasing interest in the concept of "zero-basing" cost and activity levels. Although the concept of zero-basing is understood in theory, it is often misapplied. A structured and pragmatic approach to zero-basing can help achieve sustainable cost reduction while protecting key activities. Clark, Andrew; Groves, Stuart; Nordahl, Hege; Waterlander, Otto Mon, 15 Nov 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48814282?gko=57edd Shopper Marketing 4.0: Building Scalable Playbooks That Drive Results http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49293175?gko=66c07 A report issued by the Grocery Manufacturers Association (GMA) and Booz & Company found that over the next three years, 83 percent of food, beverage, and consumer product manufacturers plan to increase their investments in shopper marketing. A majority of companies (55 percent) rank shopper marketing as their number one investment and will boost spending by more than 5 percent annually. The findings and recommendations are based on a survey of more than 2,000 shoppers; a survey of industry executives representing manufacturers, retailers and shopper marketing agencies; interviews with industry executives and analysis. Egol, Matthew Tue, 09 Nov 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/49293175?gko=66c07 Forever Frugal? 2010 U.S. Consumer Survey Confirms Persistent Frugality http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48780302?gko=35cb5 This year's Booz & Company survey of U.S. consumers reveals that consumers continue to feel they are on shaky ground, and their purchasing behaviors reflect this sentiment. The task for consumer products companies and retailers in the months ahead will be to monitor and understand in detail the evolving behaviors of various consumer segments and to formulate responses to these behaviors category by category. Clyde, Andrew; Egol, Matthew; Hodson, Nick; Tau, Marcelo Wed, 27 Oct 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48780302?gko=35cb5 Beyond the Dashboard: Unleashing the True Value of Business Intelligence http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48738226?gko=0f32e Getting the most out of a business intelligence deployment means following a rigorous set of guiding principles, assigning clear roles and responsibilities, and managing change throughout an organization. It also means working closely with an ecosystem of partners, and getting the right metrics to the right people at the right time. Kurtzman, Kenny; Michaels, Adam Wed, 13 Oct 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48738226?gko=0f32e Next-Generation Sales and Marketing Planning: Running Consumer Products Companies by the Numbers http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48637457?gko=01e02 A few leading consumer products companies are pursuing next-generation planning processes now, with the help of of advances in analytics and planning tools along with a set of guiding principles. Those companies that are successful will capture a significant competitive advantage. VanDelden, Hans Thu, 23 Sep 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48637457?gko=01e02 A Renaissance at Risk: Threats and Opportunities for Swiss Manufacturing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48188949?gko=675b5 Booz & Company conducted this study of Swiss manufacturing competitiveness in cooperation with the Swiss-American Chamber of Commerce. The authors offer logical and coherent recommendations for what must be done to preserve the strength of manufacturing in Switzerland today, while framing the debate for the challenging steps that will be required to sustain the manufacturing renaissance of recent years. Bach, Olaf; Haddock, Ronald; Hoppe, Niklas Fri, 25 Jun 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48188949?gko=675b5 The Rise of Mobile Applications Stores: Gateways to the World of Apps http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48176567?gko=755f8 There will be clear winners and losers in the mobile app market, however. Players like Apple and Android have significant head starts. And e-tailers and retailers such as Amazon and Best Buy will be well positioned going forward. But every member of the mobile app ecosystem must begin positioning itself now for the evolution of the market into a system of stores offering downloadable apps that transcend the mobile markets and can be accessed on multiple devices. Appling, George; Pappalardo, Giulio Wed, 23 Jun 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48176567?gko=755f8 The Rise of Social Apponomics: How Social Media and Apps are Transforming E-Commerce http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47909666?gko=e47db A new evolutionary stage of e-commerce is emerging--the era of "social apponomics." In this next stage of e-commerce evolution, new business models are made possible by social media, consumer insight, and tailored applications. The main value drivers for e-commerce are shifting from the direct mon­etization of online traffic to customer life-cycle management. The key to success is understanding customer needs and creat­ing online customer experiences that translate into customer lifetime value. Anderson, Matt; Harter, Gregor; Hagen, Henning; Plenge, Stefan Tue, 27 Apr 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47909666?gko=e47db Going to Market in China: How Consumer Goods Companies Can Find Optimum Profits in the New Consumer Marketplace http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47804822?gko=73398 Going to market in China is a complex undertaking, particularly given the vast size and population of the nation itself. Most fast-moving consumer goods (FMCG) companies, in an effort to enter China and expand rapidly with minimal up-front financial investment, defaulted to a wholesaler distribution strategy. Though this model served companies well initially, it has outlived its usefulness--at least in many markets across China. To capture the economic potential of China, leading FMCG companies will have to consider both more direct distribution and more exclusive third-party distribution approaches. Bessler, Joni; Xu, Adam; Baquero, Jose Gregorio Thu, 25 Mar 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47804822?gko=73398 The New Consumer Frugality http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47806008?gko=6cb18 A new survey of 2,000 U.S. consumers confirms that a "new frugality" is now becoming entrenched among U.S. consumers and is reshaping their consumption patterns in ways that will persist even as the economy starts to recover. In this changed environment, marketers and retailers need to do several things: build marketing strategies and tactics that address where and why consumers shop; identify differences in consumer behavior; differentiate their marketing messages and promotional offers between more price-conscious consumers and those who place greater value on brand or convenience; and engage shoppers along the full path to purchase. Clyde, Andrew; Egol, Matthew; Rangin, Kasturi; Sanderson, Richard Thu, 25 Mar 2010 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47806008?gko=6cb18 2010 Consumer Spending Survey: New Marketing Imperatives http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47685279?gko=05427 A "new frugality," born of The Great Recession and evidenced by two consecutive years of declining per capita consumption, is now becoming entrenched consumer behavior that is reshaping consumption patterns in ways that will persist even as the economy rebounds, according to a new survey of 2,000 U.S. consumers from Booz & Company. This new consumer spending report, the second issued by Booz & Company since the early days of the recession in October 2008 confirms a picture of pervasive retrenchment in consumer spending that spans a broad range of consumer product categories. But the survey also suggests that increased frugality may have become learned behavior, making many Americans more cautious and discerning consumers. What is more, the study suggests that these behaviors are "sticky," and unlikely to quickly change as the economy shows signs of improvement. Clyde, Andrew; Egol, Matthew; Hodson, Nick; Leinwand, Paul; Moeller, Leslie; Rangin, Kasturi; Sanderson, Richard Wed, 24 Feb 2010 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47685279?gko=05427 Consumer Packaged Goods (CPG) Industry Perspectives for 2010 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47341030?gko=bae08 While the CPG industry fared better than most other sectors of the global economy, it was hardly immune to the effects of the financial crisis that began in September 2008. Improvement in the economic environment is finally allowing CPG companies to respond to deep-seated structural and demographic changes. In light of these trends, it's no longer sufficient for CPG companies to introduce minor tweaks to established products to meet next year's targets--there simply isn't enough real estate in the store for them. As the page turns on 2009, CPG companies need to address their capability gaps, particularly in three broad areas: empowering their organizations, building the supply chains of the future, and modernizing marketing programs. Various Authors Fri, 04 Dec 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47341030?gko=bae08 Shopper Marketing 3.0: Unleashing the Next Wave of Value http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47303565?gko=62693 This co-branded study was conducted under the auspices of Grocery Manufacturers Association's (GMA) Shopper Marketing Committee. Shopper marketing has reached a major crossroads. It continues to be one of the fastest grow­ing and most promising areas of marketing spending for consumer packaged goods (CPG) manufacturers and retailers. But to maintain its growth and fulfill its promise, shopper market­ing must evolve beyond a siloed, tactical practice and become a strategic capability that is better integrated with other major investments across the marketing and media ecosystem. Egol, Matthew; Landry, Edward Tue, 24 Nov 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47303565?gko=62693 Getting Routes to Market Right: Designing Profitable Go-to-Market Models in Consumer Goods http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47189797?gko=1a1c2 The routes to market that consumer packaged goods (CPG) companies use to sell and service their trade accounts determine their sales volume, their ability to deliver the proper levels of customer service in a cost-effective manner, and their success at securing scarce retail shelf space for their products. Nevertheless, few CPG companies have a comprehensive conceptual platform for optimizing their routes to market. Such a platform must enable companies to design go-to-market (GTM) models that: have a strong customer focus; are aligned with strategic goals and value offerings; balance customer needs, revenue growth, and cost-to-serve; and, finally, are flexible enough to be adapted in response to changing strategic goals and competitive threats. This Perspective describes a proven platform for creating such models. Dubey, Akshat; Navarro, Carlos; Valero, Juan Wed, 11 Nov 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/47189797?gko=1a1c2 Making Room for Multinational Consumer Goods Companies http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48736038?gko=3bdaf The past few years have ushered in significant changes in the way large multinational companies get consumer products to market in the GCC countries. These changes will benefit almost everyone involved, particularly consumers. But understanding exactly how each party will be affected requires an examination of the forces at work. Chahine, Gabriel; Sheikh, Faisal Sun, 01 Nov 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/48736038?gko=3bdaf A Fresh Look at Sales and Operations Planning http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/46677352?gko=33300 For companies up and down the consumer packaged goods (CPG) value chain, now is the time to take a fresh look at sales and operations planning (S&OP) processes. Although S&OP is a well-established tool in the CPG industry, nearly a quarter of companies still do not use it, and many others could be realizing greater benefits than they do today from their S&OP efforts. Increased complexity in the value chain is putting pressure even on well-run S&OP processes, making accurate forecasting and planning more difficult. Booz & Company advises CPG industry participants to keep in mind seven key parameters when refreshing their S&OP approach. Hawkes, Harry; Malhotra, Abhishek; Mueller, Curt Wed, 16 Sep 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/46677352?gko=33300 Connecting with GCC Consumers: CPG Marketing and Sales Executives Must Respond Strategically to New Buying Patterns http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/46318194?gko=e451d Consumers in the Gulf Cooperation Council (GCC) region are altering their buying patterns in response to global economic uncertainty. To offset cost pressures and succeed in this difficult environment, companies need to deepen their knowledge of consumers' changing behavior and use it as a strategic lever. As consumer packaged goods (CPG) companies tailor their sales and marketing strategies to capitalize on these insights, they must achieve a careful balance between weathering the crisis and positioning themselves for long-term growth in a region with very attractive demographics and unique socioeconomic trends. For a brief overview of the survey, see "Limited Damage: GCC Consumers Are Still Spending, for Now" Chahine, Gabriel; Molina, Heberto; Sheikh, Faisal Tue, 21 Jul 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/46318194?gko=e451d Limited Damage: GCC Consumers Are Still Spending, for Now http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/46319082?gko=39bc7 The countries of the Gulf Cooperation Council (GCC) have not been spared by the global recession, but so far most residents have maintained their pre-recession spending levels. A wide-ranging survey of consumers in Saudi Arabia and the United Arab Emirates (UAE) shows that they remain comparatively untroubled about the region's economic prospects so far, and their behavior at stores and restaurants reflects this: Only 28 percent of consumers in the UAE and Saudi Arabia have reduced their spending levels in the past six months. Such comparatively strong spending could suggest that consumers in the region still perceive resilience and strength in their local economies. For a more detailed discussion of the survey results, see "Connecting with GCC Consumers: CPG Marketing and Sales Executives Must Respond Strategically to New Buying Patterns" Chahine, Gabriel; Molina, Heberto; Sheikh, Faisal Tue, 21 Jul 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/46319082?gko=39bc7 After Winter Comes Spring: Navigating the Recession with Eyes Wide Open http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45903854?gko=b6141 Along with the rest of the country and the world, the San Francisco Bay Area is struggling through a steep economic decline, although Bay Area companies are faring considerably better than most. The Bay Area Council Economic Institute (BACEI) and Booz & Company recently partnered to survey leading companies in this important region to understand both their strategies for addressing immediate concerns and for long-term recovery. Our findings reveal the Bay Area has plenty of reason for optimism, and it will likely retain its privileged position and emerge from the downturn strong and positioned for continued growth. Clausen, Kim Bruun; Cuellar, Max; Nallicheri, Melanie I. Thu, 18 Jun 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45903854?gko=b6141 Konsumfreudig, aktiv, vermögend, sucht... Der richtige Marketing-Mix für den Konsummotor 50+ http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45358644?gko=c390d This Viewpoint demonstrates the tremendous market power of consumers aged 50 and above. It adapts typical marketing approaches to untap this important demand segment. The paper provides a structured approach and a wealth of examples that help determine to which extent a specific product portfolio and marketing is needed - or a standard "universal design" approach will do. (Published in German.) Dittrich, Katharina; Habbel, Rolf; Heumann, Diana; Zink, Wolfgang Tue, 21 Apr 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45358644?gko=c390d Next-Generation Supply Chains Bigger Steps, Smaller Footprints http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45143808?gko=46feb Major shifts in global business conditions are radically altering input costs and risk. In response, companies must realign their supply chains, including: rethinking product formulation and packaging, restructuring the supply chain network and footprint, and realigning the role of suppliers and third parties. These changes will improve efficiency, resiliency, and sustainability, while allowing for more responsive supply chains with greater flexibility to support growth. Kauffeld, Richard; Malhotra, Abhishek; Potter, John; Turner, Martha Fri, 03 Apr 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45143808?gko=46feb Innovating Through the Downturn: A Memo to the Chief Innovation Officer http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/44948743?gko=3ab79 In the current recession, companies must quickly tailor their product and technology initiatives to new market realities and refocus their investments on their core R&D and innovation capabilities. Chief innovation officers who execute six tactical actions over the next 12 months can help their companies survive the downturn and prosper during recovery. Holman, Richard; Jaruzelski, Barry Mon, 23 Mar 2009 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/44948743?gko=3ab79 Procurement's New Operating Model http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43470849?gko=31f08 There are many reasons that the operating models constructed to procure and pay for goods and services prove inadequate. They may not include the processes, tools, or resources needed to fully execute the sourcing strategy. They may not be properly connected to organizational decision making or sufficiently integrated into key corporate planning processes. Or the IT systems that enable them may be fragmented, impeding efficiency and clouding the visibility necessary to ensure compliance with overall purchasing policies and objectives. In order to mitigate these problems and deliver on purchasing's cost, quality, and service commitments, companies must evaluate and design their procurement operating models along four fundamental dimensions: organization, processes, technology, and performance management. Houston, Patrick; Hutchens, Robert Mon, 12 Jan 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43470849?gko=31f08 Getting Creative: Efficient Sourcing in Marketing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460761?gko=60f0b Marketing provides a tangible opportunity for cost savings, but few companies have found a way to increase the function's purchasing efficiency. To gain the maximum benefit to their bottom lines and marketing efforts, companies will have to ensure that marketing and procurement departments collaborate to an unprecedented degree. There are four steps that companies can take to begin the process of managing their marketing dollars more efficiently: Analyze marketing spending in detail; adopt a more rigorous approach to spending; deploy decision support tools to end-users; and create a clear delineation of roles and responsibilities. Dutzler, Harald; Houston, Patrick; Turner, Martha Fri, 09 Jan 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460761?gko=60f0b Lessons from China: The Importance of Knowledge-based Sourcing in Low-cost Countries http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460672?gko=15b49 For years, it has been clear to practitioners that sourcing from China and other low-cost countries (LCCs) requires a rigorous and thorough approach, particularly when companies are seeking complex products. Booz & Company has developed an new approach to working with LCC suppliers that we call knowledge-based sourcing, which significantly increases companies' insight into their supply bases. In addition to understanding their suppliers' production costs, companies that practice knowledge-based sourcing carefully assess manufacturing and transportation economics, lead-time requirements, schedule stability, the likely degree of product design changes, and the technical skills of the suppliers. Haddock, Ronald; Pfitzmann, Michael; Wilk, Reid Fri, 09 Jan 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460672?gko=15b49 Smoothing the Path for Procure-to-Pay: A New IT Approach http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43470897?gko=6cea5 Many companies have their direct spending under control, but their indirect spending is far less disciplined and much too costly. In order to reform procure-to-pay--essentially, the second half of the procurement process, in which employees actually purchase the items or services negotiated with vendors during the first half of the process--companies need to have a holistic understanding of the IT systems that support it. Replacing procurement's existing IT infrastructure with an end-to-end solution is not the answer. The best approach avoids the inefficiencies and integration problems of large systems by blending together individual modular applications, each meant to address a specific area of the procurement process. Weinberg, Jim; Rieder, Bernhard; Barta, Jeffrey Fri, 09 Jan 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43470897?gko=6cea5 Sourcing Transformation http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460676?gko=96ce0 In today's risky global business environment, supplier networks are the ultimate lifeline for many companies--delivering the far-flung materials, goods, and services that drive worldwide commerce. The sourcing function has thus become an indispensable contributor to the strategic goals and overall competitiveness of companies in every industry. In no other period has sourcing had so much power to make a significant impact in support of a company's strategic direction and overall competitiveness. And those organizations that are striving to achieve sourcing excellence will enjoy the competitive advantages it yields. This Perspective offers four rules for approaching sourcing excellence: Redesign procurement procedures in simple, concrete ways that can produce measurable and significant value; create total transparency in purchasing costs and trade-offs; collaborate fully with internal and external stakeholders; and become an influential corporate leader. Houston, Patrick; Schwarting, Detlef; Turner, Martha Fri, 09 Jan 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460676?gko=96ce0 The Collaboration Game: Building Value in the Retail Supply Chain http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460662?gko=42c82 Retailers have historically maintained an adversarial relationship with consumer packaged goods (CPG) companies, their primary suppliers. Negotiations over price, promotional support, and marketing budgets, among other persistent areas of disagreement, often result in damaged relationships and minor gains--only to have the fights resume the following year. But companies that want to build holistic relationships with selected suppliers across the value chain, which can result in higher revenue and lower costs than the old haggling habits, must pursue collaboration and cross-functional participation. Harper, Simon; Kapoor, Amit; Kesteloo, Marco; Heinonen, Pertti Fri, 09 Jan 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460662?gko=42c82 The New CPO http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43470911?gko=fc4e6 The growth in outsourcing, the drive for efficiency, and the dramatic cost savings that can be delivered by well-managed supply chains and pricing analytics have transformed purchasing into a strategic function in many companies. In a recent Booz & Company survey of 100 CPOs and supply chain management leaders, 66 percent of respondents said the CPO will play a larger role in setting business strategy in the next five to 10 years, and 44 percent of respondents said activities in the purchasing department will be a top priority. But hiring the merely good is not enough for organizations that want to build world-class purchasing departments. Instead, they must make stellar appointments--filling the senior procurement jobs with people who can become tomorrow's top corporate leaders. This Perspective offers five steps for recruiting top talent to the function. Harper, Simon; Houston, Patrick Fri, 09 Jan 2009 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43470911?gko=fc4e6 The Rise of Mobile Marketing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43196421?gko=c0973 The mobile channel offers an exciting opportunity for marketers--one that most have yet to fully embrace. One avenue to pursue is the creation of a branded mobile offering,in which the marketer creates a portal dedicated to its product, service, or brand. With constant access to each customer, branded mobile portals can build interactive relationships by identifying consumers not only in terms of personal identity, but also in terms of commercial behavior, geographic location, and social and communication patterns. The rewards for companies that capitalize on these possibilities--deeper engagement with consumers, increased brand loyalty, and enhanced customer lifetime value--are not to be missed. Friedrich, Roman; Gröne, Florian; Hölbling, Klaus; Peterson, Michael Mon, 01 Dec 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43196421?gko=c0973 Who Would Ever Want to Be a CMO? http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43108454?gko=28257 On paper, running a marketing department sounds like a dream job. Marketers have tremendous opportunities in a new digital world of constant change, as well as a portfolio of instruments and tools that have never been richer or more precise. With a more strategic approach and greater accountability, marketing can drive business in a way that was not possible before. And yet, the job is more challenging than ever before. This excerpt from a speech at the 2008 CMO of the Year award ceremony examines the stumbling blocks and opportunities. Harter, Gregor Wed, 12 Nov 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43108454?gko=28257 Opportunities in the Crisis: Three Steps for Building a Consumer Products Powerhouse http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43032914?gko=234b6 Some consumer companies are poised to use the economic crisis to build for the future. We see three opportunities that many companies have not yet recognized. One is to capture insight into the changing profile of consumers to tailor offers at multiple and lower price points. Another is to use the pressures from the crisis to involve the entire company in supporting the pricing strategy and value proposition by increasing efficiency, minimizing risks, and cutting costs. Finally, companies with strong balance sheets are in a unique position to make strategic acquisitions that can reposition their brands and business portfolios for continued success in the eventual recovery. Rawlinson, Richard Wed, 05 Nov 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43032914?gko=234b6 Tailored to Fit http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42905985?gko=a0002 As the Brazilian economy grows and becomes more complex, the mechanisms that represent shareholders and debt holders must become more sophisticated. Each company must take a tailored approach to corporate governance that suits its needs and ensures lasting change and the long-term sustainability of the enterprise. Pigorini, Paolo; Ramos, Arthur; de Souza, Ivan Mon, 27 Oct 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42905985?gko=a0002 Handheld Devices: The Next Phase of Trade Promotion Excellence http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42781996?gko=a1200 Consumer products companies make massive investments in their trade promotion programs--yet most executives and managers have no clear data on how well their trade programs are working, due in large part to a lack of reliable information about what happens in the stores. But a recent arrival offers great potential for addressing that problem: mobile computing in the form of handheld devices. They can provide valuable data at every stage of the promotion program, from assessment before the event, to analysis afterward, to planning for the future. In addition, the software allows management to track and report field force productivity, making it easier to get the force to focus on the right visits and to schedule those visits along an efficient timetable. Van Duyne, Jon; VanDelden, Hans Fri, 17 Oct 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42781996?gko=a1200 Consumer Spending in the Economic Downturn http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42738605?gko=cef07 U.S. consumers have cut back spending significantly over the past six months, according to a new survey on consumer spending from Booz & Company. More than one third of consumers have made substantial cutbacks in frequent purchases, such as dining out, driving and shopping for everyday goods. In addition consumers plan to continue tightening their household budgets even further if the economy worsens, cutting back on a range of products and services and durable goods, from electronics purchases to gym memberships to children's toys. While the survey found that consumers will reverse many of these cost-saving measures as finances improve, some changes in spending behavior appear to be long-lasting. Leinwand, Paul; Moeller, Leslie; Shriram, Kolinjuwa Thu, 16 Oct 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42738605?gko=cef07 The Magic Number http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42343726?gko=d1c50 The IT organization in many CPG companies increasingly finds itself caught between opposing imperatives--being encouraged to provide greater support to the business while being ordered to cut costs. In response, some IT organizations have already begun to pursue lower cost structures, but blindly targeting a particular spending level may ignore critical business needs. Every company must determine its own "magic number"--the percentage of revenue that should be devoted to IT spending--and learn to build the capabilities it needs for growth while keeping costs down. DeCamp, Corrie; Mavros, Kelley; Tucker, Jeffrey Tue, 09 Sep 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42343726?gko=d1c50 Next Wave Sourcing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41992012?gko=7baeb Procurement chiefs are being asked to undertake a host of new respon­sibilities, from decreasing supply chain complexity to stimulating supplier innova­tion. A Booz & Company survey of more than 100 business leaders reveals how cutting-edge procurement departments are meeting these challenges. Dutzler, Harald; Liberoth, Peter-John; Schwarting, Detlef; Spieker, Robert Wed, 06 Aug 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41992012?gko=7baeb Offshoring the Brains as Well As the Brawn http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41936486?gko=d2038 According to a study by the Duke University Offshoring Research Network (ORN) project and Booz & Company, providers of outsourcing services are increasingly performing innovation work, such as new product development and R&D. Companies are seeking these services offshore as the analytical talent required for this work becomes more globally dispersed. Couto, Vinay; Lewin, Arie; Mani, Mahadeva; Sehgal, Vikas Thu, 31 Jul 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41936486?gko=d2038 The Power of Alignment http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41980869?gko=8b9b9 Retailers' increased clout, ever-tightening shelf space, and merger activity have created opportunities for many brands to move into a broader set of categories, leaving many CPG companies looking at their organizational models and asking: Should we manage by category or by brand? Bahadur, Nikhil; Leinwand, Paul; Misra, Amit; de Vuijst, Coen Thu, 31 Jul 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41980869?gko=8b9b9 Attracting Global Interest http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42030072?gko=8713a Successful Chinese companies have prospered to date through sheer scale, force, and structural position--in other words, through their "hard power." This hard power will continue to be important, but it will not be enough on its own to ensure success. Chinese companies will also need to develop "soft power." Cainey, Andrew; Tse, Edward Tue, 01 Jul 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42030072?gko=8713a Putting Headquarters in Its Place: A Lean, Global Corporate Core http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45922570?gko=f4838 This Perspective addresses the challenges of organizational design and proposes a new approach to organizing senior management around the Global Core. It presents four models for this new view of senior management, drawn from our own consulting experience and the firm's study of hundreds of other corporations. These models of the Global Core are pertinent to a variety of organizations ranging from highly diversified financial holding companies to more industry-specific companies where operational involvement by senior management does succeed in creating value. Couto, Vinay; Karlsson, Per-Ola; Neilson, Gary Mon, 23 Jun 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/45922570?gko=f4838 The Dominant Genes: Organizational Survival of the Fittest http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901976?gko=5694c Organizational success hinges on effective execution, and effective execution is a matter of ability and agility. New research from Booz & Company shows that there are two key levers to pull in building an able, agile organization. Fernandes, Lauren; Neilson, Gary Thu, 19 Jun 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901976?gko=5694c Change Management Graduates to the Boardroom http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901974?gko=66968 A new study from Booz & Company shows that there is a better way to sustainably execute change. Hannegan, Christopher; Harshak, Ashley; Rawlinson, Richard; Suarez, David Tue, 17 Jun 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901974?gko=66968 Beyond the Mass Mailing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901862?gko=2231b In an average city on an average day, the average citizen runs into some 5,000 marketing messages. Gröne, Florian; Hölbling, Klaus; Acker, Olaf Mon, 17 Mar 2008 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901862?gko=2231b Integrating China into Your Global Supply Chain http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901762?gko=abc47 For too long, many companies have exhibited tunnel vision in their approach to doing business in emerging markets, such as China, India, Brazil, and Russia. Some have seen them purely as venues for low-cost sourcing; others have considered them rapidly expanding pools of customers who are attracted to imported goods. But a new breed of company that we call global supply chain integrators (GSCIs) has recognized that these markets are more than just low-cost source markets or the mega-growth markets of our age: At a minimum, they are both. Bliss, Christoph; Haddock, Ronald Tue, 04 Mar 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901762?gko=abc47 China Manufacturing Competitiveness 2007-2008: China's Shifting Competitive Equation http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901744?gko=ef278 The "China Manufacturing Competitiveness 2007-2008" study, conducted for the first time in 2007 and planned annually thereafter, surveyed 66 manufacturers among the members of AmCham Shanghai's Manufacturing Business Council. It found that, due to low labor costs and high expectations regarding a market of 1.3 billion people, multinationals have tended to build export-oriented factories with operating strategies based on abundant, cheap labor and distribution channels aimed at rapid increases in annual sales. Multinationals, as a whole, have not imported the very best practices from their operations elsewhere in the world. Bliss, Christoph; Grichnik, Kaj; Haddock, Ronald; Winkler, Conrad Sat, 01 Mar 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901744?gko=ef278 New Life for Tired Brands http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901824?gko=b7705 In this s+b column, the authors postulate a framework for deciding if a brand that has lost its currency should be retired and replaced or whether it has life left. Jullens, John; Bahadur, Nikhil Tue, 26 Feb 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901824?gko=b7705 On Track for Growth http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901812?gko=cee7b Railroad companies, both public and private, are reinventing themselves as customer-conscious businesses. Tipping, Andrew; Zubrod, Justin Tue, 26 Feb 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901812?gko=cee7b How Big Is Your Carbon Footprint? http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901828?gko=fb1bc As concern mounts over rising fuel prices, the long-term availability of energy, and climate change, companies are turning their attention to one area where opportunities to conserve energy and reduce carbon emissions abound: the industrial supply chain. Martha, Joseph; Turner, Martha Tue, 12 Feb 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901828?gko=fb1bc The Power of Managing Brands Globally http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42501760?gko=ad124 The question of how to manage global brands across a set of diverse geographies has spurred significant debate among consumer packaged goods (CPG) companies. They must walk a fine line in developing these capabilities: On the one hand, doing so allows them to achieve the benefits of scale and speed their expansion in new markets; on the other hand, without the right structure in place to manage these capabilities, companies are likely to see increased organizational complexity. This article examines the approaches that leading CPG companies are taking to finding the right structure. Aguirre, DeAnne; Leinwand, Paul; Saha, Sudeshna; Viriot, Aurelie Tue, 05 Feb 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42501760?gko=ad124 Coping with Record-setting Commodity Prices and Volatility http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460684?gko=df215 In the past few years, the price of many commodities has risen sharply--jumping precipitously in early 2008 to record or near-record levels. The degree to which companies depend on any particular commodity varies across industries, and among individual companies and products: Yet few sectors have been immune from the recent run-up in prices. Whether because of the price of steel for cars, resin for household product packaging, aluminum for soda cans, grain for breakfast cereals, or jet fuel for airlines, the distress has scarred many balance sheets. To profit in such an environment, a company must create a fine-tuned approach to handling commodity price shocks that integrates deep insight into underlying cost drivers with improved pricing transparency and strategic foresight. Houston, Patrick; Mueller, Matthias; Ryan, James; Turner, Martha Wed, 09 Jan 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43460684?gko=df215 Reinventing Procurement to Drive Growth and Profitability http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43469605?gko=34cef Procurement chiefs are being asked to undertake a host of new responsibilities: decrease supply chain complexity, speed products to market, stimulate supplier innovation, enhance operational security, and even consider the social and environmental impact of the supplier in sourcing decisions. In leading companies, sourcing is evolving from a stand-alone function that ensures that materials move through the supply chain at the lowest possible cost to a nerve center that monitors, anticipates, and responds to a variety of needs throughout the company--and even those of its suppliers. To learn how some leading companies plan to meet this transformational sourcing challenge, Booz & Company interviewed chief procurement officers at more than 100 global companies with a reputation for procurement excellence. Through these conversations, we discovered that companies will need to make four key organizational adjustments to stay in front of the next wave of change in sourcing:more cross-functional integration, better supply networks, more collaborative supplier relationships, and greater supply chain resilience and risk management. Dutzler, Harald; Liberoth, Peter-John; Schwarting, Detlef; Turner, Martha Wed, 09 Jan 2008 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43469605?gko=34cef Why Your Next CEO Should Come from Inside http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901818?gko=2f18e Harvard Business School professor Joseph L. Bower believes that only home-grown leaders have the sense of history and respect for culture to bring companies through major transitions. But not every insider is up to the job. Wheeler, Steven Tue, 11 Dec 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901818?gko=2f18e Setting Out to Conquer the World: Business Model Challenges and Lessons Learned in the Internationalization of Latin American Companies http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901930?gko=5a452 After two decades of battling multinational companies (MNCs) and the U.S. and European brands that invaded their local markets, Latin American companies have acquired sufficient muscle to compete at home and, increasingly, internationally. Costa, Letícia; Pigorini, Paolo; Ramos, Arthur; de Souza, Ivan Mon, 03 Dec 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901930?gko=5a452 A Blueprint for Strategic Leadership http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901798?gko=32f2b This comprehensive look at leadership shows how CEOs and their teams can create the kind of company in which executives can thrive. Wheeler, Steven Tue, 27 Nov 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901798?gko=32f2b The Customer Connection: The Global Innovation 1000 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901800?gko=bbf6f This year, the study of world's 1,000 largest corporate R&D spenders finds two primary success factors: aligning the innovation model to corporate strategy and listening to customers every step of the way. Jaruzelski, Barry; Dehoff, Kevin Tue, 27 Nov 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901800?gko=bbf6f Buying Right in Asia: Successful M&As in a Challenging Market http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901888?gko=5167d Acquiring and integrating companies is a risky business anywhere in the world, with a 50 percent success rate at best. In Asia, buying companies can be even trickier than elsewhere. Cainey, Andrew; Tse, Edward Fri, 09 Nov 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901888?gko=5167d Not Just Effective but Efficient: A New Blueprint for Marketing in an Era of Fragmented Media http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901922?gko=49e38 CMOs need to pay more attention to marketing sourcing while increasing transparency into the marketing ROI. Bahadur, Nikhil; Houston, Patrick; Mueller, Curt; Turner, Martha Mon, 05 Nov 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901922?gko=49e38 The Missing Metric: Measuring Shelf-Space Profitability http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901954?gko=fb551 If retailers and manufacturers had an objective and easily duplicated metric for shelf-space profitability, they could craft better decisions about which products to stock and how to best make use of all that space. Harper, Simon; Kapoor, Amit; Potter, John; Thompson, Laura Thu, 01 Nov 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901954?gko=fb551 The Power of Operational POS: From Managing at the Mean to Managing the Meaningful http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901958?gko=874fd New capabilities are redefining how manufacturers and retailers work together to grab their share of customers' wallets. Kauffeld, Richard; Leinwand, Paul; Sauer, Johan; Utzig, Carter Thu, 01 Nov 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901958?gko=874fd HD Marketing 2010: Sharpening the Conversation http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901826?gko=f082c This study, the first cross-industry partnership of its kind, asked more than 250 marketers to participated in surveys, interviews, or both. Together, they identified the ways in which the complex media environment is reshaping the marketing ecosystem. Vollmer, Christopher; Landry, Edward Thu, 11 Oct 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901826?gko=f082c Rebuilding Lego, Brick by Brick http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901822?gko=9e4ed This article provides a rare in-depth look into Lego's transformation as it rationalized and streamlined its product development, sourcing, manufacturing, and distribution. Samakh, Edouard; Oliver, Keith; Heckmann, Peter Fri, 28 Sep 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901822?gko=9e4ed Boosting the Bottom Line through Improved Trade Promotion Effectiveness http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901868?gko=1ad3e Many consumer packaged goods (CPG) manufacturers are so focused on generating additional volume that the overall efficiency of their trade spend investment is low. Alexander, Trey; VanDelden, Hans Sat, 01 Sep 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901868?gko=1ad3e Context and Complexity http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901832?gko=afb92 To succeed in China, multinationals will need to take the familiar list of three C's (customers, company, and competitors) and add one more: context. Tse, Edward Sat, 01 Sep 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901832?gko=afb92 Exercising Common Sense http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901838?gko=a3029 Ten critical factors -- from setting aggressive targets to balancing the need for new capabilities with the need to cut costs -- that can prevent common mistakes in major change programs. McGrath, Jack; Neilson, Gary Tue, 28 Aug 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901838?gko=a3029 Partners at the Point of Sale http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901820?gko=614d4 Shelf-centered collaboration (SCC) is a design-based solution to the consumer value chain conundrum: a way to link manufacturers and retailers together with point of sale data and analytics. Kauffeld, Richard; Sauer, Johan Tue, 28 Aug 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901820?gko=614d4 The New Complete Marketer http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901810?gko=2f3e4 Chief marketing officers are moving beyond their roles as deliverers of marketing services and representatives of the customer to the company to take a serious role in company strategy. Tipping, Andrew; Landry, Edward; Harter, Gregor Tue, 28 Aug 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901810?gko=2f3e4 Navigating the Network: Communications That Create Lasting Change in Today's Dynamic World http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901918?gko=5a08e Companies facing the prospect of radical change often succeed in engineering the business aspect of the change, but fall short in genuinely engaging key stakeholders in understanding and embracing the change. Aguirre, DeAnne; Hannegan, Christopher; Neilson, Gary Wed, 15 Aug 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901918?gko=5a08e Smart Centers -- A New Way to Overcome Chronic Contact Center Underperformance http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901934?gko=c8dab For years, most call center managers have placed increasing productivity and improving customer service at the top of their agenda. Yet despite significant investment in new technologies, not much has changed, with average utilization rates hovering well below established benchmarks. Why the lack of progress? Because the cause of underperformance wasn't -- and isn't -- primarily technical. Among the many call centers the authors studied, the primary differentiator between top performers and average performers isn't technological but structural. This whitepaper offers organizational recommendations that can improve performance. Camarate, Jorge; Sanderson, Muir Wed, 15 Aug 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901934?gko=c8dab Is On-Shoring Your Contact Center Enough? Delivering a Competitive Advantage Through Contact Centers http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901900?gko=c3997 Taking the Smart Center approach may be the single biggest step that companies can take to improve service as well as control overall costs in their call centers. Kohler, Philip; Sanderson, Muir; Smith, Fiona Tue, 14 Aug 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901900?gko=c3997 Lean in the DNA: Improving Operational Efficiency in the Public Sector http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902080?gko=e8449 The full potential for Lean thinking in the public sector will only be realised if seen as part of a larger fundamental change in the way services are delivered. Already, some small-scale pilot projects have shown that the approach can work. However, in order to succeed on a larger scale over time, organizations must consider some critical factors to make Lean principles work. Ramakrishnan, Vikram; Sanderson, Muir Wed, 01 Aug 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902080?gko=e8449 Preempting Private Equity http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901852?gko=a5ef9 Executives of public companies can create the same level of shareholder value as private-equity players. Pettit, Justin Thu, 05 Jul 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901852?gko=a5ef9 The End of Trade Spending http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901982?gko=0002b Although the end of trade spending may be on the horizon, its demise is not occurring fast enough for most consumer packaged goods (CPG) executives: Manufacturers sink a significant amount of cash into trade spending in combination with other customer spend--as much as 28 percent of gross sales. But thanks to two specific changes in the way manufacturers are approaching their retail partners, the days of trade "spending" as a losing investment may be giving way to an era in which trade investment is a win-win. Leinwand, Paul; Treppo, Steven Fri, 29 Jun 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901982?gko=0002b Big Impact In a Small Format http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901990?gko=ba0d9 After years of hype about "big box" retailing, small retail formats are gaining traction in both mature markets in Europe and emerging markets in Latin America and Asia. Ripsam, Thomas Tue, 19 Jun 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901990?gko=ba0d9 Avoiding the Procurement Rabbit Hole http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42231823?gko=89a83 Many CPOs have implemented more and more sophisticated ways of improving the procurement function itself, while neglecting coordination with the wider organization. E-procurement, e-auctions, spend analysis, and procurement outsourcing are all examples of how procurement has focused inwardly over the past five years. By pursuing ever-increasing functional depth, however, procurement is in danger of following Alice's steps in Wonderland and falling down its own rabbit hole. Harper, Simon; Saporito, Fabrice Fri, 15 Jun 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42231823?gko=89a83 Beyond the Borders http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42030075?gko=7a24e As more Chinese travelers leave the mainland to explore the world, the travel industry must figure out what these consumers really want. Haddock, Ronald; Ma, Kevin; Tse, Edward Fri, 01 Jun 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42030075?gko=7a24e Seven Reasons Divestitures Are Harder Than You Think http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901932?gko=06e7f Before moving to cash in on businesses you think will be attractive, it is worth taking a hard look at the process of divestiture. Whether it's an outright sale or even a spin off to shareholders, in today's business environment splitting off pieces of a business is much harder than it appears. It can have an impact on not only the divested entity, but the seller itself. Adolph, Gerald; Neely, J Tue, 01 May 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901932?gko=06e7f Headquarters: Irrelevant or Irreplaceable? http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901896?gko=d5751 For years, the prevailing wisdom has dictated a lean, mean corporate core. There's nothing wrong with this logic, but the implied premise that "bigger means bloated" is faulty. Couto, Vinay; Neilson, Gary Tue, 03 Apr 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901896?gko=d5751 Keeping the Weight Off: Sustaining Cost Reduction Over the Long Term http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901904?gko=51ec3 Traditional cost-cutting programs only address an organization's structure and overlook the other aspects of Org DNA that affect costs: decision rights, information flows, and motivators. Ericksen, Matthew; Powers, Elizabeth; Ribeiro, Frank Tue, 03 Apr 2007 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901904?gko=51ec3 The Shifting Nature of Chinese Industry http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901962?gko=f600a Facing intense competition -- especially in manufacturing, where productive overcapacity has relentlessly driven down the prices of many goods -- Chinese companies are acknowledging that they will have to do things differently. Tse, Edward Wed, 14 Feb 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901962?gko=f600a Keeping Inventory and Profits Off the Discount Rack: Merchandise Strategies to Improve Apparel Margins http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901902?gko=ff6ec In focusing their attention on saving a few cents per unit, apparel retailers may be missing an opportunity to significantly increase profits through better design of their merchandise value chain. Hardman, Doug; Harper, Simon; Notaney, Ashok Wed, 07 Feb 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901902?gko=ff6ec The Adaptive Sales Force: Five Steps for Staying Aligned with Customers http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901942?gko=05f1a Five steps for aligning the sales force with customer needs in a manner that ensures it will be flexible and responsive to future changes. Landry, Edward; Ripsam, Thomas; Sayer, Bart Tue, 09 Jan 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901942?gko=05f1a The Matrix Reloaded http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901790?gko=f19d0 CPG companies that master the matrix organization enjoy a competitive advantage that is powerful, sustainable, and highly adaptable as market and company priorities change over time. Kerins, Jason; Lauster, Steffen M. Tue, 02 Jan 2007 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901790?gko=f19d0 Beyond Offshoring: Building Regional Service Networks in Asia http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901880?gko=c9e36 With the right plan and effective execution, offshoring can be a critical step toward the creation of an integrated regional service network. Cainey, Andrew; Haddock, Ronald Mon, 18 Dec 2006 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901880?gko=c9e36 Smart Spenders: The Global Innovation 1000 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901802?gko=c21c3 Once again, Booz Allen's annual study of the world's 1,000 largest corporate R&D budgets shows that high investment can't buy success. Jaruzelski, Barry; Dehoff, Kevin Fri, 01 Dec 2006 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901802?gko=c21c3 Creating Value Through Customization http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901994?gko=9db2f Retailers are increasingly demanding customized products and services from consumer goods manufacturers, but half of all customized programs fail to meet the goals of either party. Egol, Matthew; Kauffeld, Richard Wed, 04 Oct 2006 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901994?gko=9db2f Next Generation Global Sourcing Opportunities http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901998?gko=dc361 Consumer products companies today face a set of challenges that are different from any they have experienced before. On one hand, market saturation, retailer consolidation, and increasingly specialized consumer preferences have slowed growth and made it more important than ever before to be first to market with customer-relevant products. On the other hand, increasing retailer power, customer price sensitivity, and mounting supply-chain complexity are exacerbating cost pressures and distracting management from its core mission. Couto, Vinay; Divakaran, Ashok; Tucker, Jeffrey Thu, 27 Jul 2006 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901998?gko=dc361 Making Partnerships Work: A Relationship Guide for Chinese and Foreign Companies http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901768?gko=dd034 This paper is a guide for working successfully as foreign and local partners in China. Cainey, Andrew Wed, 05 Jul 2006 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901768?gko=dd034 Risk Stewardship: The Next Frontier in Building Shareholder Value http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901928?gko=20eea This whitepaper posits that all too many companies fail to look beyond the traditional downside risks to their business to consider the upside risks, such as missed growth opportunities. Schirra, Wolfgang; Waterlander, Otto Mon, 01 May 2006 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901928?gko=20eea Achieving Operational Excellence in China http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901988?gko=b5fda Multinational companies' operations in China must address the labor productivity gap, poor asset productivity, and the increased importance of quality. Haddock, Ronald Mon, 17 Apr 2006 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901988?gko=b5fda Managing Discontinuities in China http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901910?gko=e4836 Given China's tumultous market environment, companies need to take a flexible approach and respond quickly to sudden changes in supply and demand patterns. Haddock, Ronald; Tse, Edward Sat, 01 Apr 2006 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901910?gko=e4836 Where to Start: Service Oriented Architecture Is a Reality, But How Should You Take Advantage of It? http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902076?gko=ee3e3 Service-oriented architectures (SOA) are proving effective at keeping spiraling IT costs in check and still allowing evolution. Alvarez, Eduardo; Jackson, Tim; Benson, Jim Thu, 02 Mar 2006 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902076?gko=ee3e3 Tandem or Solo: Selecting an Ownership Approach in China http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901938?gko=94af5 This white paper spells out the answer to one of the most fundamental dilemmas facing any company entering China today: Do we go in alone, or do we find a Chinese partner? Tse, Edward Wed, 01 Mar 2006 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901938?gko=94af5 Relocate? Transform? Which Option is Right? http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945591?gko=16e38 A few companies in the West have stubbornly and successfully refused to bow to competition from low-cost countries. One example is an industrial materials producer in Europe, which was facing an onslaught of competition from cheap Korean and Chinese imports. Instead of simply assuming it was overmatched, the company refocused its product portfolio so that its customer base would be only the leaders in their sectors -- in other words, manufacturers that were interested in product quality and willing to pay a premium for it. Kutschera, Hans-Jörg; von Hochberg, Peter Sun, 01 Jan 2006 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945591?gko=16e38 Unraveling the Chinese Puzzle http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945148?gko=2d029 For many manufacturers, China has become the 800-pound gorilla. It dominates every conversation and strategic plan; even when it isn't a real threat, the fear exists that it is about to become one. As usual, an educated analysis, diligently conducted, can make the difference between acting out of irrational fear and performing a logical assessment of risk and potential reward. Grichnik, Kaj; Haddock, Ronald; Samakh, Edouard Sun, 01 Jan 2006 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945148?gko=2d029 The DNA of Marketing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901784?gko=f3b23 Marketing organizations are widely perceived to be falling short of the high expectations company leaders have for them. A new survey of 4,000 marketing executives by Booz & Company and the Association of National Advertisers (ANA) shows that poor functioning may be part of the "DNA" of marketing organizations--and indicates that both performance and profitability can be improved by fixing two building blocks of organizational health: information flows and decision rights. Booz and the ANA have developed an online diagnostic tool, www.marketingprofiler.com, that can aid marketers as they attempt to match their marketing organization to their company's mission. Dixon, Brodie; Landry, Edward; Tipping, Andrew Mon, 12 Dec 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901784?gko=f3b23 Beyond the Brand: Fighting the Retail Wars with Smart Customization http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42102165?gko=179ff Despite the passion, hype and multi-billion-dollar spending, the dirty secret of consumer packaged goods is that companies cannot win with branding. Egol, Matthew; Leinwand, Paul; Moeller, Leslie Tue, 06 Dec 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42102165?gko=179ff Money Isn't Everything http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901840?gko=324f0 Lavish R&D budgets don't guarantee performance. A new Booz & Company study of the world's 1,000 biggest spenders reveals the value of an innovation dollar -- and the basics of a better strategy. Dehoff, Kevin; Jaruzelski, Barry Thu, 01 Dec 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901840?gko=324f0 The Cooperative Future http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901946?gko=24562 From Rome and Amsterdam, the authors make a case for cooperative corporations--an increasingly important client base for Booz & Company in Europe and elsewhere--as a viable response to the pressures of globalization. Lotti, Riccardo; Mensing, Peter Tue, 01 Nov 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901946?gko=24562 The Four Dimensions of Intelligent Innovation http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901786?gko=91d26 A new approach to ideation and development that Booz & Company calls Intelligent Innovation. Over the last decade, companies have made great strides in retooling their innovation engines. Leaner and faster, they can get products from concept to customer in record time. But even a Ferrari does not know where to drive. While there are still plenty of opportunities to enhance execution, inspiration and insight are increasingly the critical challenges for innovation executives. But improving these capabilities demands different, more outward-looking techniques. Hauser, Richard; List, Georg; Veldhoen, Steven Thu, 29 Sep 2005 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901786?gko=91d26 Capital Is Real Money Too: Using Supply Chain Management to Control Capital Projects http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902074?gko=81d25 It's not often that capital projects management and supply chain management are used in the same breath--but they should be. A Booz & Company analysis of energy company performance from 2001 to 2003 found that while the amount most businesses spent on capital projects was proportional to their size, companies that executed projects best by closely monitoring and controlling costs and schedules were able to significantly increase their net earnings relative to their peers. McKenna, Matthew; Wilczynski, Herve Mon, 18 Jul 2005 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902074?gko=81d25 Keeping it Simple http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41979320?gko=68c26 Process complexity is one of the silent killers of profitability. Any time a new product is added or changed or a service level is increased without addressing complexity the result is a process that is a little more cumbersome and a little more costly. Over the long haul, many good strategies go wrong simply because of the drag created by all those incrementally increasing costs. CIOs have an important role to plan in managing that complexity. Egol, Matthew; Hirsh, Evan; Irwin, Gil; Martin, Karla; Rao, Giridhar Fri, 01 Jul 2005 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41979320?gko=68c26 Business and AIDS in China http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901992?gko=98a97 China is in a unique position to proactively address HIV/AIDS while rates of infection are still relatively low (0.07%). Businesses have the opportunity to not only prevent the growth of HIV/AIDS, but to help mitigate the long-term economic costs of the disease for both individual companies and China's economy. Beever, Charles; Tse, Edward Sat, 14 May 2005 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901992?gko=98a97 Mastering the Innovation Challenge: Results of the Booz & Company European Innovation Survey http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901912?gko=4825c According to a recent Booz & Company study, European executives are setting ambitious innovation performance targets for the next three years. Respondents not only seek to boost their return on innovation investment by an impressive 29 percent, but they also hope to increase product/service introductions while shortening time to market, increasing quality, and decreasing product/service costs. Hauser, Richard; List, Georg Thu, 05 May 2005 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901912?gko=4825c Innovation's OrgDNA http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901760?gko=4345c Innovation--the ability to define and develop new products and services and deliver them to market--is the fundamental source of value creation in companies and an important enabler of competitive advantage. Dehoff, Kevin; Jaruzelski, Barry; Kronenberg, Eric Fri, 15 Apr 2005 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901760?gko=4345c The Five Principles of Smart Customization http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901950?gko=d2ad7 "Smart Customizers" -- those that successfully trade off the value of variety against the costs associated with introducing more complexity into their business models outperform peers two to one in terms of revenue growth and have profit margins 5 percent to 10 percent above competitors. Egol, Matthew; Hirsh, Evan; Martin, Karla Fri, 15 Apr 2005 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901950?gko=d2ad7 Developing a China Strategy that Delivers Results http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902048?gko=16d6a The emergence of China in the global economy is arguably the most significant economic event in recent history. With economic growth averaging between 8 and 9 percent per annum for the past decade, coupled with a truly massive domestic population, most global companies have long since recognized that China is simply too large a market for them to ignore. Haddock, Ronald; Tse, Edward Tue, 01 Mar 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902048?gko=16d6a Managing Brands for Value Creation http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902052?gko=cab0a Why are some companies so successful at leveraging brands, while others achieve far more modest returns on their branding budgets? To find out, we and the brand consulting firm Wolff Olins carried out research among marketing executives across Europe. It shows that over 90 percent of companies believe their brand is a key element of their success--twice as many as five years ago. Yet less than 20 percent put the management of their brand at the heart of their business systems and capabilities. Harter, Gregor; Koster, Alex; Peterson, Michael Tue, 01 Mar 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902052?gko=cab0a Making Mergers Work: The Critical Role of the CFO http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901908?gko=c8ef2 Many elements of the CFO's expanded, everyday role become more crucial in a merger, and success in these areas can help beat the odds and create a transaction that delivers. Adolph, Gerald; McNeese, Cynthia Thu, 20 Jan 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901908?gko=c8ef2 No Surprises: Creating an Effective "Early Warning" System http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901920?gko=96324 This study outlines the elements of an effective early warning system and the surprises that can occur if one element is missing or underemphasized, or if the relationships between them are out of balance. Kerins, Jason; McNeese, Cynthia Thu, 20 Jan 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901920?gko=96324 Outsourcing and the CFO http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902034?gko=da95b CFOs are expected to deliver continuous improvements in their own organization. Outsourcing offers a compelling approach to drive significant cost and effectiveness benefits; this article examines some of the key considerations for organizations contemplating outsourcing. Alvarez, Eduardo; Couto, Vinay Sat, 01 Jan 2005 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902034?gko=da95b Putting the Strategic Back in Sourcing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42102610?gko=10757 Taking a strategic approach to purchasing will drive sustainable results across the organization. A successful procurement agenda needs to address four key dimensions: processes, organization, technology, and performance management McKenna, Matthew Wed, 15 Dec 2004 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42102610?gko=10757 The Overmanaged Organization http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340540?gko=9fd38 Burdened with multiple layers of management, these organizations tend to suffer from "analysis paralysis." When they do move, they move slowly and reactively, often pursuing opportunities later or less vigorously than their competitors. More consumed with the trees than the forest,managers spend their time checking one another's work, rather than scanning the horizon for opportunities or threats. These organizations are frequently bureaucratic and political in nature and tend to frustrate self-starters and results-oriented individuals. Mitchell, Deanna; Neilson, Gary Wed, 15 Dec 2004 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340540?gko=9fd38 Putting Perspective in Planning: How Finance Can Improve Planning Effectiveness http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901924?gko=60394 It's planning time again. For most, this is a painful exercise. In the worst cases, the resulting plan is more aspiration than inspiration. Unrealistic sales targets, sandbagged expense budgets, and other hopes are forged into next year's roadmap. Stacks of reports and terabytes of data are generated but often ignored during interminable planning meetings. After all that, the plan is forgotten in a few months. Do any of these aspects sound familiar? Heinz, Irmgard; Kerins, Jason; McNeese, Cynthia Mon, 18 Oct 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901924?gko=60394 Are CMO's Irrelevant? http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901874?gko=740c1 In collaboration with the Association of National Advertisers, the leading U.S. marketing trade organization, Booz Allen Hamilton surveyed 370 people at more than 100 companies in nine industries in an attempt to discover whether marketing is in fact disconnected from the leadership agenda, determine the causes of any dysfunction, and uncover the best practices of superior marketing organizations. Hyde, Paul; Landry, Edward; Tipping, Andrew Mon, 11 Oct 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901874?gko=740c1 The Passive-Aggressive Organization http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901956?gko=ba47d So congenial as to seem conflict free, the Passive-Aggressive Organization breeds a culture of simulated compliance where "everyone agrees but nothing changes." Building a consensus to make major changes is no problem; it's implementing the changes that can prove impossible. Kellner, Karl; Neilson, Gary Wed, 18 Aug 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901956?gko=ba47d Measuring And Analyzing Corporate Values During Major Transformations http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902104?gko=ebcd1 Much as an athlete's true mettle is tested under the pressure of competition, an organization's corporate values are never as strained as when a company is in the midst of a major transformation. Aguirre, DeAnne; Burger, Christian; Krings, Joerg; Tipping, Andrew Fri, 16 Jul 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902104?gko=ebcd1 The Road Towards More Effective Product/Service Development http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901960?gko=db3c7 Product development has universally been identified as a key driver for growth and value creation. As a result, companies are focusing significant investments on the pursuit of the so-called "killer idea". In our opinion however, successful product development for many companies is not so much about developing "killer ideas" as about being able to control their product development activities and ensuring scarce resources are used in the most efficient and effective way. List, Georg; Mensing, Peter; Veldhoen, Steven Mon, 12 Jul 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901960?gko=db3c7 The Customer-Centric Organization: From Pushing Products to Winning Customers http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902102?gko=e3dfb Astute companies are increasingly looking to their customers to drive growth-tailoring offerings, indeed their whole organizations, to customers' unique needs. The problem many companies face, however, is: How do you cater to customers without incurring debilitating costs in complexity? Building a truly customer-centric organization is the solution. Egol, Matthew; Hyde, Paul; Ribeiro, Frank; Tipping, Andrew Wed, 07 Jul 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902102?gko=e3dfb Raising Your Return on Innovation Investment http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901830?gko=c91da Each company has an intrinsic innovation effectiveness curve. Here are three ways to lift it. Kandybin, Alexander Thu, 01 Jul 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901830?gko=c91da Change Management Perspective http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43000314?gko=5b6df Managing change is a critical component of any major transformation. It is a necessary process that helps companies successfully implement new strategies. Change management gets results by building sponsorship from the top, creating leaders who will act as change agents, and by changing behaviors in frontline teams and individual employees in business units. Aguirre, DeAnne; Hyde, Paul; Neilson, Gary; Tipping, Andrew Tue, 15 Jun 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43000314?gko=5b6df Teaching New Dogs Old Tricks: What Service Business Can Learn from Manufacturing http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43000323?gko=9f146 Service organizations face unprecedented challenges in today's business environment. Customers demand better service and more customized offerings. Sales managers push for incremental evenue, improved retention, and higher service levels. And senior management expects the virtually impossible--meaningful cost cutting at the same time as new product launches, acquisition integrations, and new market entry. Bailey, Curt; Nallicheri, Narayan Tue, 15 Jun 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/43000323?gko=9f146 Achieving the Value of Large Scale Programs http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41903715?gko=0bc57 With the continued uncertainty in global markets, the ability to bring large-scale programs to a successful conclusion has become even more critical for the survival of many Fortune 500 companies--regardless of whether they are under pressure to achieve multibillions of dollars in savings or to realize revenue synergies from an acquisition.Our experience in many large-scale transformations has taught us that things can go wrong without a dedicated, structured, and comprehensive program management approach. Lauster, Steffen M.; Ripsam, Thomas Tue, 01 Jun 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41903715?gko=0bc57 An Overall Approach to Change Management http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902022?gko=40146 There comes a point in any successful change movement when a great truth dawns on those involved: The inevitability and wisdom of the ongoing change is finally understood, and the new reality accepted. And what typically evokes this realization? Not hard data, nor a new process, nor an edict from above. Aguirre, DeAnne; Neilson, Gary; Schirra, Wolfgang; Tipping, Andrew Sat, 01 May 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902022?gko=40146 Picking Process Redesign Methodologies http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945518?gko=0bc63 Roughly 25 years have passed since TQM first galvanized the executive suite. Since then, we have seen cycles as predictable as the seasons, in which new methodologies become the latest fad and then settle down into accepted management tools such as ISO 9000, BPR, JIT, Value Engineering, and others. These methodologies essentially promised to transform the enterprise into a sleek, disciplined, process-focused organization, and to measure the improvement they had delivered. Despite the abundance of methodologies and endeavors, however, results have proven illusive or unsustainable. Alvarez, Eduardo; Gupta, Amit; Kaul, Anil; Neilson, Gary Sat, 01 May 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41945518?gko=0bc63 10 Principles of Change Management http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901804?gko=43a3f Tools and techniques to help companies transform quickly. Aguirre, DeAnne Thu, 15 Apr 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901804?gko=43a3f The New CFO Agenda: Global G&A Survey Insights and Implications http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901792?gko=a388f For most companies, significant challenges remain in improving the cost-effectiveness of their internal services. As the external environment shifts for a company's core business and the marketplace for G&A services, so too does the internal economy of the firm as BU customers demand increasingly customized services. In this charged environment, G&A practices are evolving rapidly and fundamentally. This report examines both the traditional and leading-edge approaches to G&A management andtheir impact on company performance. Couto, Vinay; McNeese, Cynthia; Pigorini, Paolo Thu, 15 Apr 2004 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901792?gko=a388f The Gridiron Metamorphosis http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340537?gko=70d11 The most successful strategy-based transformations follow a three-phased approach that integrates the development and implementation of the strategy/operating model with the process for driving the human and emotional elements of change. As is the case with the coaching staff on the gridiron, the roles of the CEO and top team will change across the three phases of the transformation.Phase 1: Engaging the Top and Leading the ChangePhase 2: Cascading Down and Breaking BarriersPhase 3: Mobilizing the Base and Creating Ownership Aguirre, DeAnne; Hyde, Paul; Krings, Joerg; Neilson, Gary; Schirra, Wolfgang; Tipping, Andrew Mon, 15 Mar 2004 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340537?gko=70d11 Ten Guiding Principles of Change Management http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902024?gko=9a9bb Success at large-scale transformation demands more than the best strategic and tactical plans, the traditional focus of senior executives and their advisers. It requires an intimate understandingof the human side, as well--the company's culture, values, people, and behaviors that must be changed to deliver the desired results. Plans themselves do not capture value. Value is realized only through the sustained, collective actions of thousands or tens of thousands of employees who are responsible for designing, executing, and living the change. Neilson, Gary Mon, 01 Mar 2004 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902024?gko=9a9bb Cascading Ownership and Mobilizing the Base http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902046?gko=06098 You know that significant change is required for your company. You've done the analysis and come up with the right solution. You've gotten senior management buy-in, promised results, and announced the change program to the middle management. Three months have passed, but the change has stalled. Why hasn't the organization adopted the change? With dramatic market shifts and rapid executive turnover, strategic change programs must be implemented and deliver results quickly. Aguirre, DeAnne; Neilson, Gary Sun, 01 Feb 2004 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902046?gko=06098 Smart Customization: Profitable Growth Through Tailored Business Streams http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902008?gko=29857 The way a company responds to demands for customized products or services can make the difference between performance that leads a sector and performance that lags that of industry peers. A Booz & Company study of product and service companies found that Smart Customizers--companies that focused simultaneously on value creation strategies and delivery alignment--outperformed industry peers two-to-one in revenue growth, and had profit margins 5% to 10% above competitors'. Companies that failed to align the value of variety with the cost of complexity were five times as likely to grow at rates below their industry average. Egol, Matthew; Martin, Karla; Moeller, Leslie Mon, 03 Nov 2003 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902008?gko=29857 Managing Customization Complexity in Service Companies ... Through an Enabling Organization http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42157407?gko=301c0 Too many companies have embraced customization in the name of growth without adapting their operating model to balance the necessary cost tensions that result. In essence, companies have outgrown their operating model, thereby risking their business resilience. The solution lies in adapting the "DNA" of the organization to identify, isolate, and optimize complexity. Alvarez, Eduardo; Buchanan, Ian; Bush, Carl; Chang, Jong; Gupta, Amit; Lakenan, William; Oliver, Keith; Pigorini, Paolo; Saddi, Joe; Tipping, Andrew; Uchida, Akira Wed, 22 Oct 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42157407?gko=301c0 Optimizing Internal Demand http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340410?gko=6fd05 In recent years, as top-line growth has stalled, companies have had to get creative about cost reduction. As always, they are looking first to pare expenses in internal services. What is different is the lens they are applying; the perspective has broadened. Instead of relying solely on supply-side tactics to cut costs (e.g., process reengineering, automation, outsourcing, offshoring), companies are now managing the demand for internal services as well, challenging both service providers and business-unit customers to make serious affordability and service level trade-offs. Couto, Vinay; Pigorini, Paolo; Saddi, Joe Wed, 15 Oct 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340410?gko=6fd05 A New Take On Business Process Redesign http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902110?gko=4d9b7 The business process reengineering approach popular in the mid- to late-'90s may have delivered on the initial cost reduction front, but it is ill-equipped to evolve with new market requirements. Neilson, Gary; Saddi, Joe Sat, 11 Oct 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902110?gko=4d9b7 Management Spans and Layers: Streamlining the Out-of-Shape Organization http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902056?gko=4ab9b If you look closely at the management ranks of many Fortune 500 corporations, you'll see: excessive layers and narrow spans of control, particularly among mid-level directors and managers. The result is often bureaucratic buildup, bottle-necked decision-making, and a general lack of innovation. Employees laboring at the customer-facing end of this attenuated organization structure are hamstrung by vertical decision-making and multi-matrixed reporting relationships. Organizations like these need to look beyond simple headcount reductions to find more lasting and effective methods for getting in shape. Neilson, Gary; Saddi, Joe Wed, 01 Oct 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902056?gko=4ab9b No Place Left to Squeeze: Rethinking IT Cost Management Strategies http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902058?gko=149d4 Current economic conditions are forcing companies to significantly rebase General & Administrative costs. For many organizations, the cost cutting in the IT function is expected to deliver 40% or more of overall savings. The problem is, many organizations are already struggling with budgets that are barely adequate to the demands being placed on their IT function. With no place else to squeeze, the traditional approaches to IT cost management aren't effective anymore. It's time for a new approach. Our recent experience indicates that managing the "demand" for IT services yields as much, if not more, benefit than traditional "supply" focused cost reduction programs. Alvarez, Eduardo; McNeese, Cynthia Tue, 01 Jul 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902058?gko=149d4 Driving Demand Management for Internal Services http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902106?gko=db5ef To date companies have have attacked internal service costs from the supply side. Our client experience suggests that there are benefits from managing the demand for such services. Couto, Vinay; Kaul, Anil; Neilson, Gary; Saddi, Joe Mon, 12 May 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902106?gko=db5ef Getting IT Right: An Approach to Managing IT Complexity http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902020?gko=897a7 Growing complexity in information systems poses a significant challenge to senior managers. Mergers and acqusitions, changing markets and customer demands have encouraged piecemeal investments in new functionality. The resulting patchwork of systems often fails to provide adequate support for key business objectives. Alvarez, Eduardo; Irwin, Gil Thu, 01 May 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902020?gko=897a7 Shining the Light on Shadow Staff: Understanding and Minimizing Hidden Staff Costs http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902062?gko=bc5ab Peer into the hallways of any business unit, and you will likely find "shadow staff", people performing tasks that duplicate those performed elsewhere in the organization. No matter the industry, shadowm staffs lurk in the corners of most large enterprises. Once brought to light these positions can add another 30 to 80% to total support staff head counts. Neilson, Gary; Saddi, Joe; Spiegel, Eric Thu, 01 May 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902062?gko=bc5ab Supply Chain Management at 21 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902054?gko=b3a4d While SCM officially reached "adulthood" this year--21 years after our Keith Oliver first coined the term--it continues to fall short of its substantial promise. A survey we recently conducted points to the reasons the discipline has underdelivered, suggesting that top management needs to take a far broader view of Supply Chain Management, deepen its own involvement in the design and ongoing guidance of the function, and take a more realistic view of what technology can--and cannot--do. Hölbling, Klaus; Heckmann, Peter Thu, 01 May 2003 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902054?gko=b3a4d Attacking Overhead Costs from Both Sides http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901876?gko=6dda0 "Business is flat. I need to cut overhead costs quickly to meet my earnings forecast. At the same time, I have to launch an even bolder round of restructuring to bring costs down 30 to 40 percent over the next three to five years. And I need to achieve these goals without undermining the core functional capabilities needed to keep my business moving and, ultimately, achieve above-market growth." Sound familiar? Seem impossible? Alvarez, Eduardo; Couto, Vinay; Neilson, Gary Sat, 22 Feb 2003 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41901876?gko=6dda0 The View from the Top http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340716?gko=150bc Encouraging and facilitating the "right" amount and type of senior management interaction is a constant challenge. If interaction is too frequent, too transactional or too structured, the management team gets bogged down in tactical minutiae. If interaction is too sporadic, too strategic, or too undisciplined, the dialogue will fail to drive real and substantive action. Chang, Jong; Neilson, Gary; Pigorini, Paolo; Saddi, Joe; Trépant, Hugo Sun, 15 Dec 2002 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/42340716?gko=150bc When Everyone Agrees But Nothing Changes http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902032?gko=c41e7 Senior executives continually lament the amount of time they spend wrestling with organizational problems rather than building their business. From the CEO on down, business leaders routinely express variations on the same fundamental themes -- "We have the right strategy and a clear action plan, but we can't seem to execute," "Our industry is undergoing tremendous upheaval, but our people either don't recognize it or won't do anything about it". Addressing these concerns-- or rather the critical organizational constraints that underlie them -- is often the key to unlocking superior financial performance. Kletter, David; Neilson, Gary Fri, 01 Nov 2002 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902032?gko=c41e7 Shared Services Inc.?: From Back-Office to Profit-Maker http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902064?gko=343ff Companies have invested millions of dollars and accumulated years of experience in running highly efficient internal shared services operations. Now many are wondering how to unleash the next wave of value. Many believe that the next breakout strategy will take the form of an extended enterprise play, in which shared services will move beyond the walls of the corporation, either as a seller of services to external customers or as a buyer and aggregator of external services for internal clients. Couto, Vinay; Kaul, Anil; Neilson, Gary Sat, 01 Jun 2002 00:00:00 -0500 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902064?gko=343ff Capturing Value Through Customer Strategy http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902026?gko=6307b Does Customer Relationship Management (CRM) technology truly enable improved customer alignment or is it simply a repeat of the ERP debacle of the 1980s and '90s? How can executives sort through the discord around CRM to take decisive actions that result in bottom-line benefits? Casey, Thomas Fri, 01 Feb 2002 00:00:00 -0600 http://www.booz.com/global/home/what_we_think/reports_and_white_papers/ic-display/41902026?gko=6307b