Riding the Next Wave of Outsourcing
Low-cost-country outsourcing has become much more sophisticated, but that doesn’t mean outsourcing is the answer for every company. Not all products – and not all portions of a product’s supply chain-should be outsourced. Lasting competitive advantage requires a nuanced approach. You must consider internal costs and organizational processes in deciding what you send, where you send it, and how you operate. Even when outsourcing is … [ Read more ]
Content: Article | Authors: Hubert Hsu, Jim Hemerling, Jonathan Cowan, Katrina Helmkamp, Michael Zinser | Source: Boston Consulting Group (BCG) | Subject: Outsourcing / BPO
Fixing the Fatal Flaws of Your Sales Force
Today, most consumer goods companies are trying to upgrade their sales forces to serve increasingly sophisticated customers and fight the war for visibility, shelf space, and promotions. But product pushers can’t become insight generators overnight. The authors discuss eight fatal flaws of sales forces and how companies can make detailed, thoughtful, nuts-and-bolts adjustments to remedy them.
Content: Article | Authors: Katrina Helmkamp, Michael Zinser, Simon Goodall | Source: Boston Consulting Group (BCG) | Subject: Marketing / Sales