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Selection of our iCEO Expert Papers

The selection of our iCEO expert papers gives you a first insight into the level of experience, competence and business knowledge of our vetted international executives. Subscribe to our blog and newsletter to receive the latest iCEO expert papers published on a regular basis.

CEO Papers

THE RETENTION OF THE CUSTOMER

Author: Colin Thompson, CEO, UK, iCEO #49200

Great business success is actually about one fundamental skill. It doesn't sound a very exciting skill so the business motivators do not talk about it much. But when you master it, you will become wealthy. Simple as that. The skill is getting and keeping customers. If you want to be five times more successful than you are now - you need five times more of the right customers. How do you make this happen?https://www.ceo-worldwide.com/blog/top-executive-file-retention-of-the-customer/ Read more...

HR Papers

How can a French HR Director help a foreign group to set up in business in France and to buy a company there?

Author: Philippe Chauvet, VPHR, France, iCEO #16147

The cultural background and the specificity of French legislation are difficult to grasp for a foreign company trying to set up in France. If financial, commercial and technical analysis are quite universal, the social part requires a deep knowledge of all french players and a HR director experienced in negociating with all parties. Read more...

Sales & Marketing Papers

The Mathematics of Persuasive Communication

Author: Philip Yaffe, VPSM, Belgium, iCEO #32896

"The Mathematics of Persuasive Communication" from Philip Yaffe gives a completely new approach to perfect communication. Philip, consultant in marketing and communication, explains through simple mathematical equations how everybody can write bestselling sales text and speeches. Read more...

White Papers

Turnaround of a derailed M&A Integration Effort

Author: Nitin Kumar, CEO, USA, iCEO #44080

M&A transactions come with high expectations from shareholders, employees, customers and associated communities. However meeting the expectations depends on how well the target has been integrated to realize the value and harness the potential of the acquisition. It is very often observed that a poor M&A integration derails after a reasonable time period has passed from the date of the deal announcement. The problem tends to be a covert issue that acts like slow poison while executives are caught unaware. Such poor integration efforts require a structured turnaround. Read more...

Case Studies

Rakesh Shah (RVR Management) was recruited to develop a detailed plan, and to identify how the company could achieve its growth objectives.

Author: Rakesh Shah, Business Unit Director, UK, iCEO #62822

What would you do, when you have an ambitious growth plan that you must meet and at the same time your revenue is declining? Would you increase the pressure? Or get external help? This might just be the best solution, as these case studies show. Read more...

Sales & Marketing Files

The Challenges of Emerging Market CMOs - 5 Pitfalls to avoid

Author: André Van Regenmortel , VPSM, Canada, iCEO #61547

In his last expert file, André van Regenmortel gave a very useful overview why you should enter emerging markets now, where you should do so, and how you should do it. Now he goes one step further and explores the challenges of emerging, and thus very special and difficult markets. Read in this excellent paper, what pitfalls you may expect and how you can avoid them. Read more...

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Improve your sales efficiency

Author: Ray Coyte, VPSM, UK, iCEO #50408

Time and sales – Do you have too much or too little? Most people think their own sales teams are not “World Class” and that they lack efficiency and effectiveness. Possibly you feel the same. Do you think that your sales could be better? Do you wonder why deals are just not happening? The good news is that you are not alone; almost all companies think the same, including your competition. Not many people however know what is causing the problem or even how to fix it... Read more...

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Customers are now smarter at buying than the salesmen are at selling

Author: Ray Coyte, VPSM, UK, iCEO #50408

If you are an executive, you may have read one or more of the thousands of books currently available on how to improve sales performance. With so many books advising on how to be great at sales, you may be forgiven for wondering why there are so few talented salespeople out there. Read more...

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Politics in Business – do they mix?

Author: Ray Coyte, VPSM, UK, iCEO #50408

If asked, I suspect that most salespeople would say that they do not get involved in their clients internal politics. But, they would be making a big mistake if they ignored them. Indeed if you believe Wikipedia; politics is defined as “a process by which groups of people make collective decisions”. Any salesman who avoids or ignores the politics therefore is unwise.... Read more...

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Don’t write short texts. Write concise ones

Author: Philip Yaffe, VPSM, Belgium, iCEO #32896

If you are puzzled by this admonition, it is probably because you have been led to believe that "short" and "concise" are synonyms. They aren’t.My dictionary shows two definitions for "concise":
1. Brief and to the point
2. Short and clear
If "short" is already part of the definition of concise, they cannot be synonyms. There must be a difference. So what is it, and how does it affect your writing? People pay attention to texts that catch and hold their interest. Once that interest wanes, they stop reading. It's as simple as that. Whatever effect radio, television, films, the Web, etc. may have had on average attention span, individual attention span is governed by self-interest. This has always been true, and remains so. The objective, therefore, is not to constrain a text to fit some artificial limit, but to be certain that everything it says has purpose and meaning for the reader. This is what makes a text concise, whatever its length... Read more...

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Stop Writing Press Releases. Start Writing News Releases

Author: Philip Yaffe, VPSM, Belgium, iCEO #32896

"Stop writing Press Releases. Start writing News Releases!" from Philip Yaffe gives a completely new approach to writing a press release - excuse: a NEWS release. Philip Yaffe is a former reporter/feature writer with The Wall Street Journal and a marketing communication consultant. He recently published the book:" In the “I” of the Storm: the Simple Secrets of Writing & Speaking (Almost) like A professional". Read more...

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The Mathematics of Persuasive Communication

Author: Philip Yaffe, VPSM, Belgium, iCEO #32896

"The Mathematics of Persuasive Communication" from Philip Yaffe gives a completely new approach to perfect communication. Philip, consultant in marketing and communication, explains through simple mathematical equations how everybody can write bestselling sales text and speeches. Read more...

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Have a strong emerging markets offense - Prevent failure at home©

Author: Stephan Bassett, VPSM, USA, iCEO #18178

Emerging markets like China or India offer new market development opportunities which cannot be ignored when setting business strategies, or you will soon see emerging market brands squeeze your home market. Traditional marketing business models must be restructured to be strongly effective and help you open new markets by beating them on their own ground. Read more...

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Using Article Writing as an Internet Marketing Strategy

Author: Phil Morettini, VPSM, USA, iCEO #9064

This article deals with the advantages of online "Article Marketing" as an excellent technique for building traffic to you site. Expert articles on your industry increase your company's credibility. Publishing your articles on other sites with a link back to your own website will provide traffic back to your site. Content on your site and back links to your site will in consequence lead to higher ranking in the search engines. Read more...

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a timely professional matching process to identify and present the right international executives with relevant local expertise amongst our interim managers, executives, and executive investors.

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