iCEO Expert Papers
Selection of Expert Papers
The selection of insight papers written by our iCEO™ gives you a first insight into the level of experience, competence and business knowledge of our vetted international executives. Subscribe to our newsletter to receive the latest insight papers published on a regular basis.
The difference between a strong case and a weak case has very little of to do with finance and everything to do with understanding a few simple elements of case design. To help understand why, consider briefly a “Top Five” list of common business case mistakes. Read more...
According to a landmark Mc Kinsey study in 1997, 6.000 manager and executives stated that the most important corporate resource over the next twenty years will be talent. Smart, sophisticated business people who are technologically literate, globally astute and operational agile. In 2000 they updated the study and found, despite the economic slowdown and the end of the dot.com boom, the war for talent was intensifying dramatically. McKinsey found that attracting and retaining talent was not jus Read more...
Sales & Marketing Papers
"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...
According to CSO Insights recent survey of more than 1500 sales leaders from around the world, less than half of all forecasted deals result in a sale. It’s no wonder that over 70% of the organisations surveyed admitted that their ability to close deals in the timeframe originally forecasted “needed improvement”. The challenge in recently funded start-ups is even worse - in fact one frustrated VC was recently heard to observe that a monkey throwing darts could probably forecast more accurately than many of their portfolio companies’ sales teams! Read more...
Rakesh Shah (RVR Management) was recruited to develop a detailed plan, and to identify how the company could achieve its growth objectives.
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...
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