Boosting sales performance management through iterative lean start-up type approach
20 December 2016 — Improving sales performance management is a straightforward way to focus efforts where they can bring most value. Developing sales performance management through lean start-up type methodology can help companies leverage existing growth opportunities more effectively without wasting resources.
China sharpens maritime economic statecraft amid US tensions
15 October 2025 — Recent Chinese actions, from sanctioning U.S. subsidiaries of South Korea’s Hanwha Ocean to imposing steep port fees on U.S.-linked vessels, illustrate Beijing’s growing use of targeted economic tools in the maritime domain.
Utilizing an agile structural approach in process development
23 October 2017 — To avoid the embarrassment of failed process development or ERP system, combining agile approach with process structure should be used. This article provides a practical way to solve the core problem behind the failures – how to reach the employee buy-in.
Capturing the neglected consumption growth potential in China
29 June 2020 — Based on Reddal’s work in China over the past few years and recent insights, this article shares different realities around Chinese consumers and shares potential actions to tap into uncovered consumer potential in China.
Governance reform to accelerate SMEs’ growth in Korea
13 January 2025 — The Korean industrial ecosystem needs to reduce its excessive reliance on conglomerates and enhance the independence of SMEs. This shift would benefit individual companies and contribute to the value enhancement of the Korean economy.
An emerging trend of compact luxury cruise ships in the marine industry
6 November 2023 — Several new cruise lines are adopting an underdog strategy, deviating from the trend of launching increasingly larger cruise ships with up to 10 000 people in passenger capacity. While giant ships are a short-term "cash cow" for operators, smaller ships are believed to have distinct long-term advantages.
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.
Stochastic budgeting – forecasting large uncertain sales projects
21 June 2012 — Today’s markets are increasingly sensitive, and analysts react strongly to even the slightest unexpected events in a company’s performance. The efficiency of markets to share, disseminate and analyze data is seen in the increased volatility that seems to affect companies even in the most stable industries. Sales budgeting and forecasting is an area where even basic improvements can yield a much deeper insight into the company’s situation and outlook.