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Don't Just Set Prices: Manage Them Strategically
Negotiate the offernot the pricewith the customer.
Program Highlights How to influence price expectations rather than react to them. When "price sensitivity" is actually a response to poor pricing policies. The myth that customers understand the value of what they're buying. Traditional pricing methods involve a trade-off. You want to charge as much... read more
Executing Leadership Transitions
Strategies and Practice
Program Highlights Why having an enemy is only outdone by having a cause. The value of the "Obvious Number Two." Why it's OK to have fun. Scott McNealy believes leaders cannot be created—only identified. But even natural leaders need exposure. They need the opportunity to take on challenges that hon... read more
Idea of Marketing in the Total Access, Real-Time Marketplace
Will marketing functions soon be worked into software?
Program Highlights Why the current model of marketing doesn't work. How your distribution channel can make or break your brand. The blurring of the line between marketing and IT. In the past, marketing was essentially a broadcast activity: a limited, unidirectional casting-out of your message into t... read more
Organizing Your Business Around the Customer
What's important to your customer and what's important to your business are not mutually exclusive.
Program Highlights Building a business on profits rather than on volume. Mapping your effectiveness in delivering the best customer experience. Gaining market share through customer retention and personalization at the point of sale. Not all customers are created equal. Ten percent of your customers... read more
People-First Management: Creating a Culture of Trust
Program Highlights The cornerstones of good business: credibility, respect and fairness. How to give your employees a vested interest in your company's success. The critical need for setting clear expectations—and acting accordingly. There's more to AFLAC's success than just simply a duck. Granted, ... read more
