33 Posts found for Author: Paul F. Nunes

When suppliers attempt channel change, they face numerous challenges from retaliation to customer rejection. But proper analysis and appropriate strategies can go far toward minimizing the degree of conflict participants must overcome. That is why we developed a channel conflict strategy matrix to identify where conflict may arise and how to weight that conflict when determining channel strategies.

Content: Article | Authors: Bruce W. Bendix, John B. Goodman, Paul F. Nunes | Source: Accenture | Subjects: Marketing / Sales, Strategy

A long list of constraints stands in the way of the kind of successful innovation necessary for high performance. Attempting to micromanage away the problem isn’t the solution, however. Instead, company leaders must actively choose a philosophy of innovation that helps everyone in the organization understand how to get beyond the obstacles to success.

Content: Article | Authors: Anita M. Thompson, Jane C. Linder, John F. Engel, Paul F. Nunes | Source: Outlook Journal (Accenture) | Subject: Innovation

High performers excel at consistently making the critical decisions that give them the right strategic direction and a winning market focus and position.

Content: Article | Authors: David Mann, Paul F. Nunes, Tim Breene | Source: Outlook Journal (Accenture) | Subjects: Best Practices, Management

Common to every great company is the ability to create and maintain a unique combination of business attributes that enable it to outperform its rivals. This competitive essence comprises both a company’s ability to succeed in today’s markets and its positioning for the future.

Content: Article | Authors: Paul F. Nunes, Tim Breene | Source: Outlook Journal (Accenture) | Subjects: Best Practices, Management

New research shows a large and growing gap between companies in their approaches to marketing-a gap that increasingly corresponds to similar variations in their financial performance. Here’s how a handful of companies have achieved significant business impact with marketing capabilities so pioneering, and so broadly applied, that they are true pacesetters.

Content: Article | Authors: John G. Freeland, Paul F. Nunes, Stephen Dull | Source: Outlook Journal (Accenture) | Subjects: Best Practices, Marketing / Sales

Many of today’s largest companies are at junctures where there is opportunity to leave behind long-held assumptions about scale and market position. High-performance companies achieve their extraordinary success by balancing management’s concentration on gaining scale with a proportional focus on the mastery of distinctive capabilities and the creation of a high-performance anatomy. The scale-driven perspective is not without merit; it is simply incomplete.

Content: Article | Authors: Paul F. Nunes, Tim Breene | Source: Outlook Journal (Accenture) | Subjects: Management, Strategy

With hit products like no-wrinkle shirts and designer mints, some businesses are profiting from an updated form of mass marketing. A Harvard Business Review excerpt.

Content: Article | Authors: Brian A. Johnson, Paul F. Nunes, R. Timothy S. Breene | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Demographics, Marketing / Sales

From appliances to medical equipment, from aircraft to golf clubs, the Internet is giving consumers unprecedented access to a growing number of used products. Whether your market is consumer or business-to-business, the emergence of efficient electronic resale markets will fundamentally change the perspective and behavior of your customers.

Content: Article | Authors: Julia Kirby, Paul F. Nunes | Source: Outlook Journal (Accenture) | Subjects: Marketing / Sales, Strategy

In this challenging economic climate, many firms are focusing on cost-cutting and on gaining short-term efficiencies. Our study of more than 3,500 consumers suggests, however, that innovation geared toward actual consumer preferences and incomes may be the best tool to achieving valuable long-term results.

Content: Article | Authors: Brian A. Johnson, Paul F. Nunes | Source: Accenture | Subjects: Innovation, Marketing / Sales

Commerce is once again becoming conversational as technology enables companies to interact intelligently with individual customers across time. Gaining a better understanding of the mechanics of good conversation can help businesses become more than good companies-they can also become good company.

Editor’s Note: this is an excellent article and deceptively so. I first started skimming it and halfway through realized that it contained a lot … [ Read more ]

Content: Article | Authors: Brian A. Johnson, Paul F. Nunes | Source: Outlook Journal (Accenture) | Subjects: Customer Related, Marketing / Sales

Most companies need to rethink their basic assumptions about how sales and service programs are designed, funded and managed. And as they transform customer care, their mantra must be: All customers are not created equal.

Content: Article | Authors: Paul F. Nunes, Robert E. Wollan | Source: Outlook Journal (Accenture) | Subjects: Customer Related, Management

By focusing on combining the best capabilities of both partners, innovative and durable co-branding programs can create significant value for companies and their customers. And they can be particularly useful in an environment of spending constraints.

Editor’s Note: read on for an overview of the four main types of co-branding…

Content: Article | Authors: Patrick D. Lynch, Paul F. Nunes, Stephen F. Dull | Source: Outlook Journal (Accenture) | Subject: Marketing / Sales

So far online marketing has been something of a bust. So what went wrong? Most online marketers forgot that no amount of flashy Web technology could replace a sophisticated understanding of consumer behavior. Here’s how to learn from their mistakes.

Editor’s Note: I found the discussion of the four generic types of buying behaviors identified by Professor Henry Assael to be quite useful.

Content: Article | Author: Paul F. Nunes | Source: Outlook Journal (Accenture) | Subject: Marketing / Sales