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Marketing & Sales Excellence in the Crisis

Reduce costs without jeopardising sales generation capabilities

Chief executives are preparing their companies for worst-case scenarios and at the same time gearing up to emerge in a strong position once the crisis has passed.

Industrial goods & services, Consumer goods & retail

Excellence through the Downturn

Repositioning the Company in the Competitive Landscape

Operations management

Pricing in a downturn

The value of a structured pricing approach

In today’s economic environment, most companies are focused on projects that provide immediate payback. Proactive executives are currently engaging in typical downturn-management activities such as cost-cutting and working capital management.

Strategy

The Hidden Value In Your Accounts Receivable

The hidden value in accounts receivable - how to use 3rd party services

First-class accounts receivable management increases a firm’s value. Overlooked by many companies, reducing accounts receivable by use of 3rd party services, is a value creation lever frequently addressed by private equity owned companies.

Industrial goods & services, Consumer goods & retail

Total Market Orientation

Benchmarking study reveals key levers underpinning marketing and sales excellence

Arthur D. Little and the Leipzig Graduate School of Management recently undertook a cross-industry benchmarking study to identify the key levers to achieving marketing and sales excellence.

Supply Chain Performance Excellence

Realising potential within the supply chain to drive down costs and optimise service

A research study by Arthur D. Little shows that many companies are not currently taking advantage of supply chain excellence practices or are not doing so fully.

Operations management

Manufacturing Network Concentration

Now Could Be the Time to Act

Manufacturing networks drive unnecessary costs, capital and obstruct service if not aligned with products, sales and production technology. Historic events and organisational heritage often lead to manufacturing networks that are not optimal from these perspectives.

Industrial goods & services, Consumer goods & retail

Let the Shop Come to You

mCommerce – Becomes a Business

Game-changing smartphone applications in the Consumer Goods and Retail industry are impacting the way consumers shop, communicate, access information, and plan their time. For retailers, at the end of the day, it’s about how and where the consumer decides to spend his money.

Making new product launch decisions

Making new product launch decisions in an uncertain environment

Making new product launch decisions, such as where and in which sequence, is becoming ever trickier, as the environment into which the product will be launched changes constantly.

Strategy

Improving Satisfaction throughout the Customer Lifecycle

Improving satisfaction throughout the customer life-cycle

It is ever more crucial for companies not only to keep customers happy but to keep the right customers happy. But how can they measure the value of customers through the whole customer life-cycle? In this article, the authors explain the methodology developed by Arthur D.

Strategy