Organizationally Increasing the Customer Focus – Brad McLane at the Chicago GSB Marketing Roundtable

By Tim J. Smith, PhD | October 30, 2002

On Tuesday, 29 October 2002, Brad McLane of Russell Reynolds Associates, an Executive Search Firm, offered his insights into the growing importance of the Chief Marketing Officer in Industrial and B2B corporations. His talk, entitled “The Role of the Strategic Marketing Executive in Non-Consumer Driven Companies”, was both attentively received and critically examined by the…

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Shifting the Ground-rules of Tech Business

By Tim J. Smith, PhD | October 23, 2002

An attractive concept in high-tech business is that ideas are the trump card in setting corporate strategy. The creation and possession of intellectual property separates the power of technologically driven companies from other B2B businesses in their management of the industry landscape. For instance, consider how intellectual property can change negotiation power between suppliers and…

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Improved Pricing Practices

By Tim J. Smith, PhD | October 16, 2002

Nothing is more contentious in a company than prices. Those on the front lines would usually like to see a lower price so that they can close more sales and move more units. Those in operations would prefer to see high prices to cover the costs. Finance enters and they too want to see upward…

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Hitting the Ground Running – Stephanie Covall-Pinnix of SGS Net

By Tim J. Smith, PhD | October 9, 2002

In August of 2002, Stephanie Covall-Pinnix was appointed as Director of Business Development at SGS Net. Despite the tough economic times and new position, she chose to hit-the-ground-running in energizing the revenue generation engine of SGS Net. Starting with a team evaluation and a small change in staff, she immediately initiated a strategy to drive…

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