Thinking Laterally in PMI: Optimizing Functional Synergies
Acquirers often squander value in mergers by treating integration of business functions as a mechanical, cost-saving exercise – overlooking valuable revenue synergies and value generating activities. By thinking more laterally and approaching PMI as an opportunity to rethink how functions can enhance value, acquirers can secure superior long-term growth. This Focus Report, second in our series on PMI, describes how this approach can be applied … [ Read more ]
Content: Article | Authors: Christophe Duthoit, Ivan Bascle, Joerg Matthiessen, Peter Strüven, Robert Tevelson, Simon Goodall | Source: Boston Consulting Group (BCG) | Subject: Mergers & Acquisitions
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