What Our Experts are Saying

The official blog of TrustedPeer®

Labeled ‘October, 2013’

Douglas Frank PhD

Organization Design:  A Key to Mergers, Acquisitions, and Divestitures

Mergers, acquisitions, and divestitures continue to trigger organizational restructurings.

Worldwide merger volume in the second quarter of 2013 was half a trillion dollars, with 40% of that in the US alone. While merger activity is highly cyclical and is well off pre-crisis peaks, the overall trend is up and we can expect it to accelerate as economic conditions improve.

Yet one consulting firm estimates that 70 percent of mergers fail to increase shareholder value. This may be due to the fact that mergers often bring together two organizations with distinctly different designs and cultures, and harmonizing these is a serious challenge. This   More...

Philip Bouchard

Disrupting Management Consulting

(Part 3 of 3)DISRUPTING MANAGEMENT CONSULTING: A truly disruptive model offers immediacy, breadth, consistency, predictability, recognition of interdependencies and focus on client success.I’m hearing a lot of noise these days about new business models that are disruptive to management consulting. So far, these purported “new models” and what they have to offer have underwhelmed the business world.This much I know: The Internet is changing the knowledge economy. It can make high-level experts available to companies all over the world. And it can match expertise to need in way that is timely, targeted and efficient. The experiences I’ve had as a CFO,   More...

Rick Smith

Elements of Sales Compensation

Companies vary significantly on the structure of their sales organizations depending on their business model.  Understanding the business model is critical to developing sales compensation plans that will drive the goals of the company and excite the entire sales organization to meet or exceed corporate financial targets. 

But keep in mind that sales compensation is probably the most important compensation plan in the company. It needs to be clear in its components and transparent in its implementation. Every company should have a sales compensation governance process for developing and managing the sales compensation plan. (See Best Practice #5.)

In constructing a sales compensation plan, begin by   More...

Edie Goldberg PhD

Has Your Business Got Talent?

Talent Management is a strategic and deliberate approach to attracting the best people to an organization, managing and retaining them once they are in, and developing their talents as they move through the business. The approach needs to be linked closely to an organization's culture and strategic direction.

In today's competitive business environment, it is increasingly difficult for companies to find ways to outperform their peers.  In the past, reliable processes and execution were the keys to an organization's success.  Today, it is much more about an organization's ability to innovate quickly to meet the changing needs of a fast-paced world.   More...

Richard Butterfield

The Persuasive Power of Corporate Storytelling

The need for story runs deep in our species.

Cultures define themselves through stories called myths. Religions embody their values and beliefs in stories. Nations rely on stories – the Trojan War, the six wives of Henry the Eighth, the Great Depression – to conceptualize, understand, and pass down their histories from generation to generation. Parents tell stories to teach their children. Stories are what we use to try to make sense of the world and ourselves.

As the philosopher Kenneth Burke said, “Stories are equipment for living.” 

Stories are also highly effective equipment for professional communicators. Stories help us compare notes about   More...

Denis Mehigan

Hidden Corporate Real Estate Brokerage Fees:  What It Could Be Costing Your Company

Companies are increasingly questioning whether to out-source transaction management functions or keep them in-house.

The decision to outsource transaction management functions to vendors, or to assume them in-house, is receiving increasingly thoughtful attention from top management. Historically, companies have perceived transaction management as external to their core business and in many cases they are not even aware of the amount they pay to brokers to clinch a deal.

Take the case of a venture capitalist firm in Palo Alto, California. When asked if they knew the amount paid to the broker for the lease they had just signed, they shook their heads   More...

Philip Bouchard

Avoiding Management Mistakes

(Part 2 of 3)

AVOID BONEHEAD MANAGEMENT MISTAKES: We all make mistakes. But many of them could be avoided if business professionals had easy access to the right expert at the right time.

In my business career, I’ve made my share of regrettable, bonehead mistakes.  What made them regrettable was that they could easily have been avoided – because these were known common problems with known best practice solutions.  

It wasn't like I was creating a new technology or developing a breakthrough business model. I didn’t need to reinvent any wheels. These were operating problems.

Any of these sound familiar?I built out an   More...

Rick Bragdon

MiO and the World Language of Branding

Increased use of names beyond the United States require "world language" naming techniques, international trademark search and language analysis in multiple countries.

Successfully creating names to be used internationally requires familiarity with multiple languages and the idiosyncratic ways in which letters and letter combinations are pronounced by speakers of these languages. Not only that, but some words and names may have meanings that are positive in one language, but pejorative in another. "World language" is a way of naming that significantly increases the likelihood that a name will appeal to and be pronounceable by target audiences in many countries.  MiO, for   More...

Scott Ware

In Baseball and Business, Don't Run Afoul of OFAC

THE OFFICE OF FOREIGN ASSETS CONTROL: In the highly-regulated environment of U.S. government sanctions, baseball teams, Cuban players and businesses large and small face serious penalties if they don’t play by the rules. This is no game. 

Baseball fans need no introduction to Yasiel Puig and Yoenis Cespedes. Both have been in the post-season spotlight – Puig as the dynamic rookie for the Los Angeles Dodgers and Cespedes in his second year as star slugger for the Oakland A’s.

Puig and Cespedes are two of 21 Cuban-born players in Major League Baseball. Next season, Jose Abreu, the most recent Cuban defector seeking   More...

John Carter

Who's Driving Your Product Roadmap?

Our clients are finding that Product Roadmaps can attempt to serve two masters and fail both. For example, we’ve seen Sales teams insert a customer’s pet feature into the product plan in order to close a sale. At the same time, Product Management uses the roadmap to assure the CEO that they plan to support her vision even though Engineering has not even seen it. To use Product Roadmaps at cross-purposes misses the point of the tool.

In other cases, Product Roadmaps are cartoonish and made to satisfy eager B2B customers. They lack real meaning or vitality for an organization that   More...

Philip Bouchard

What’s This All About?

(Part 1 of 3)

YOU CAN’T ALWAYS GET WHAT YOU NEED: Immediacy and laser-targeted relevance are now management consulting requirements. What we in business need and what we get don’t match. That’s why I founded TrustedPeer.

When I face a business problem and don’t have the expertise I need, I want precise subject matter expertise very quickly. I have three options for finding it.  Each option is risky and inefficient, and the time to resolution is unpredictable. Conduct an Internet search. Internet search is time-consuming and unreliable. How can I trust content that is dated, anonymously written or is link-bait?   More...

Dennis Lormel

Thinking Like a Bad Guy in Order to Do Good

When it comes to fraud and money laundering, can you think like a bad guy? The truth is, we all can. However, many of us do not realize this fact. More importantly, most of us possess a high level of personal integrity that precludes us from considering the temptation of accepting the opportunity to commit fraud. Unfortunately, a good number of people do succumb to the lure of fraud. The frauds these unscrupulous individuals perpetrate can be extremely devastating.  This was never more evident than it has been More