Tag Archives: mckinsey quarterly

The Eight Essentials of Innovation – McKinsey & Company

June 26, 2015

McKinsey & Company’s current quarterly issue contains an excellent article entitled The Eight Essentials of Innovation. As a strategic planning facilitator I find that asking the questions associated with each essential to be a useful tool to discuss with my clients as they go through the strategic planning process. It is tempting to think these items may not apply to nonprofits or government agencies because it is presumed that these organizations have no competition. Nothing could be further from the truth. Every organization is a candidate for replacement if they are not efficient and customer focused. I’ve found that asking the questions associated with these essentials to be very useful for schools that I work with. Think schools have no competition? Better think charter schools, home schooling, etc. The same applies to post-secondary schools. Anyway, here are the eight essentials:

1.  Aspire
2.  Choose
3.  Discover
4.  Evolve
5.  Accelerate
6.  Scale
7.  Extend
8.  Mobilize

Now check out the article.

 

Where Sales Reps Go Wrong

Today’s Daily Stat from the Harvard Business Review.

Today's Stat is brought to you by McKinsey Quarterly
JUNE 21, 2010
Where Sales Reps Go Wrong
The “most destructive” failures of business-to-business sales reps are too much contact with customers (35%) and inadequate product knowledge (20%), a McKinsey survey of sales targets indicates. Customers want to be contacted, not bombarded. The upside of getting things right is significant: A primary supplier perceived as having a high-performing sales force can boost its share of a customer’s business by eight to 15 percentage points.

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