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New business buildingSales growthStrategy

Discovering business opportunities in South Korea

6 July 2018 — South Korea has been known as a rapidly growing prosperous economy, home to global conglomerates called chaebols. However, the actual opportunities and challenges of the South Korean market remain unknown to most foreign companies. Here we discuss recent developments in the South Korean economy, and what it means in terms of opportunities for market entry.

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DigitizationStrategyTurnaround and transformationSales growth

Market leadership in the digital and customer centric age

10 June 2020 — As enhanced customer experience, customer centricity and intimacy become increasingly common as a winning strategy across the B2B world, we argue in this article that they no longer provide sufficient and clear strategic direction to drive companies toward market leadership. We also propose a revision to a classic framework on market leaders’ value disciplines in today's digitalized business world.

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Turnaround and transformation

Building the skills of a Chief Transformation Officer

18 September 2017 — In a world of continuous change, companies should turn market pressure into a change capability that becomes a competitive advantage. Appointing a chief transformation officer to comprehensively lead change itself is a solution.

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StrategyM&A and divestmentsSales growthNew business building

Increasing agility in decision-making to improve competitiveness

3 October 2018 — Corporations must increasingly be agile and timely decisions are critical to initiate changes. Complex organizational structures, management by consensus and unstructured decision-making processes hinder agility in decision-making.

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New business buildingSales growthProductivity improvement

The untapped business opportunity in Southeast Asia – productivity improvement

30 March 2016 — Low productivity is the main challenge facing Southeast Asian economies. There is a macroeconomic imperative to boost productivity but implementation is difficult. In this article, we address automation, efficiency and human capital development as key new business development areas in the region.

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StrategyNew business building

Succession planning in the context of a family business and why you need outside help

13 January 2016 — The subject of family owned business is important globally, and in particular in the Middle East, where it is further exacerbated by the fact that many of these types of businesses are first or second generation family-owned companies.

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Turnaround and transformationDigitization

Managing the challenges throughout corporate digital transformation

30 April 2020 — Consolidating Reddal’s observations and learnings on corporate digital transformation subject via 2018-2020, this article discusses the identified challenges and provides suggested actions to maximize the return of digital transformation.

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DigitizationSales growth

Digital B2B customer portals – leveraging B2C learnings in the B2B world

15 September 2017 — With the increasing importance of customer experience across industries, B2B companies can differentiate by borrowing from the B2C playbook and simplifying their customer interface, facilitating relationship management, and developing digital customer portals.

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Sales growthFinancial performance

Optimizing sales managers’ role in digital sales transformations

23 May 2019 — B2B organizations undergoing sales transformations tend to focus on improving digital tools and training for salespeople with insufficient guidance for sales managers. In this article, we discuss typical challenges in managing sales and what it takes for sales managers to both support and succeed personally in digital transformations.

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Sales growth

Implementing dynamic pricing for smart revenue management

19 December 2014 — Dynamic pricing is a revenue management process where the products or services are priced differently depending on the current demand and supply conditions in the market. This article describes how dynamic pricing can be utilized to improve the top line – from setting up the objectives to execution of revenue management.

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Financial performance

Improving decision-making by including uncertainty in budgets

14 April 2014 — Quantifying and estimating project and investment results are very important for financial planning, investment comparison and decision making purposes. However, business is always conducted in an uncertain environment while financial planning is commonly done using single-value revenue and cost-side estimates, which managers assess using rules of thumb. In this article, we present an approach where the best, base and the worst case scenarios are used to improve the estimates.

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Turnaround and transformationDigitization

Digital transformation: The interplay of explorative and exploitative capability development

20 May 2020 — When responding to the digital disruption, finding balance between radical and explorative trials and incremental and exploitative developments is key in unlocking the full potential of digitalization.

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