[vc_row][vc_column][vc_column_text] The first thing and probably one of the most important in turnaround is building the turnaround team. I mean dealing with people issue. The external and internal turnaround teams Normally in turnaround there are two teams. The external team that…
Annual Budget: Are You Using Budget As a Real Strategic Execution Tool?
[vc_row][vc_column][vc_column_text] Nowadays, most firms have annual budget processes in place. Nevertheless, there are no many of them using a budget process that is fully align with the company strategic execution process. Even many large firms use budgets just as a “merely”…
How to Grow Your Business. Why Do B2B Firms Fail to Grow? Sales and Marketing Turnaround
[vc_row][vc_column][vc_column_text] Nowadays, one of the main business issues is how to grow business and “obviously” profitably grow. Therefore, the first task is to identify what is limiting our growth, I mean why we are failing to grow. Thus, we are analyzing…
Human Resources Myopic: How Firms Are Losing the Human Capital Battle
[vc_row][vc_column][vc_column_text] In 2014 the Spanish football league champion has been Atletico de Madrid. How is a club with just the 30% of the budget of Real Madrid and Barcelona able to over perform those huge teams? The answer could be playing…
Analyzing B2B Sales Profiles: Who Are You?
[vc_row][vc_column][vc_column_text] Nowadays closing large and complex deals in B2B is getting harder and harder for sales staff. Large firms in order to guarantee the best deal in important purchases are creating robust procurement teams, hiring well prepared professionals from specialized industries…
Creative Destruction in Human Resources: Creating High Performance Teams with the 20–70–10 Rule
[vc_row][vc_column][vc_column_text] Jack Welch is a leader with followers and detractors. So we are going to analyze the 20-70-10 Rule that some people could say that is a worthy management tool that creates high performance teams, and others say that is a…
How Does Top Management Make Decisions?
[vc_row][vc_column][vc_column_text] Many CEOs assume that making and publishing an organizational chart is enough in order to answer the structure and some relates matters like company style. However, there are some key questions like the style question “How does top management makes…
From Value Chain and Processes to Strategy Execution
[vc_row][vc_column][vc_column_text] Value chain concept was created in 1985 for Michael Porter. In 1993 Michael Hammer and James Champy brought us the concept of processes that cut across functional organizational structures. Those processes promise dramatic improvements in terms of cost, quality and…
How Important Must the SCM Function Be?
[vc_row][vc_column][vc_column_text] The Value Chain tool (Michael Porter 1985) shows us the main activities of the firm. Those activities are separate in primary and support activities. If we analyze the primary activities, we can get the conclusion that primary activities are Demand…
Sales Department Analysis (B2B)
[vc_row][vc_column][vc_column_text] One of the first things for turnaround a sales department is to know what the people profile is. So I would suggest the following classification: Farmers, Hunters, and Soldiers. [/vc_column_text][vc_single_image image=”1236″ img_size=”full” alignment=”center” title=”Sales department staff classification: Farmers, Hunters, and…