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Ideas: Redefining High Performance
What drives great companies? In an environment of unprecedented complexity, traditional explanations and prescriptions are no longer adequate. To become a high-performance business today requires an entirely new framework of understanding—and a new set of practical, solutions-oriented capabilities.
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Outsourcing: Catalyst for Change
Recognizing that finance and accounting are at the heart of the way an organization is run, a small but growing minority of companies are outsourcing these functions—not simply to reduce costs but as a way to achieve transformational change. Here is how three of them did it.
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Technology: The Economic Value of Trust
Today's technologies provide companies with unprecedented access to customer information—and raise serious concerns about privacy. By taking a deliberate approach to building customer trust, a business can turn the privacy challenge into a significant competitive advantage.
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Information Technology: Value Discovery: A Better Way to Prioritize IT Investments
The current debate over IT spending often misses the point. It’s not how much you spend, it’s the way you manage your IT spending that counts. The goal is not reduced spending but selective, value-creating spending that makes a greater contribution to the bottom line.
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Marketing Strategy: Innovation by the Bundle
Instead of selling products or services separately, innovative companies can bundle them into combinations that are more valuable than the simple sum of their parts. Consumers will pay a premium for such “lifestyle solutions,” and they will remain highly loyal to those that deliver real value.
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Sales Force Performance: Timing the Handoff
Converting prospects to paying customers is more expensive—and far less effective—than it should be for many companies. Here's a systematic way to help you improve the distribution of leads to sales reps.