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The Value of Longtail Customers

The value of Longtail Customers

LinkedIn Artikel »Scienceworcs »

November 2019: When reviewing business, senior management usually starts with a snapshot on totals, gains, and losses of revenue by product, territory, sales team, etc. The longtail of customers, however, rarely gets attention in such meetings. As a consequence, companies typically leave sizeable value potential on the table - often without knowing.

Let’s face IT!

Let's face IT!

LinkedIn Artikel »Scienceworcs »

November 2019: A radically new perspective on Information Factories. How come, each top manager can probably cite at least two recent large-scale IT projects that failed miserably, but at the same time does hardly remember a major disaster at a large chemical plant over the last decade or so?

Innovation Map

Innovation Map

  

October 2019: When happened what? How quickly did a technology assert itself? And why? What does this mean for me and my business? Who grew up with which technology? Who didn't? What does this mean for transformation processes?

Future Port Prag Konferenz

Future Port Prag Conference

Video »

September 2019: Our partner Dr. Roland Klüber discussed the future of mobility in Prague. He presented his view on the future of multi-modal mobility coining the term “mobility roaming” for seamless international mobility services. A large part of the audience envisioned to skip car ownership within the next ten years.

Leadership in the digital age

Leadership in the digital age

  

May 2019: Digital tools and economy-wide digital processes changes business management. The method PIE provides a basis to navigate this highly complex world with optimal inclusion of all stakeholders.

Nursing home providers expand ...

Nursing home providers expand

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October 2018: An increasing number of nursing home providers are expanding their business into the provision of home care services. The providers of home care services need strategic answers if they do not want to leave their business to nursing home providers. (German)

Arts, psychology, and consulting

Arts,psychology and consulting

www.hc-heiling.com »

October 2018: At our quarterly meeting, we addressed the issue of data analytics and the benefits of arts in consulting projects. We would like to thank Hans-Christian Heiling for providing deep insights into the psychology and diversity of the reasons for why teams might be dysfunctional.

Business Model Navigator

Business Model Navigator

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September 2018: Does your business face new challenges and needs to be realigned or advanced? Does a new business not yet perform well or should it be redeveloped from scratch? Learn more about how our Business Model Navigator may help you overcome those challenges!

Combined approach …

Combined approach

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August 2018: Article by Michel and Reichling published in the conference proceedings of the trade fair for nursing homes, arguing that the development of cross-sector services and the success of such combined services is no coincidence. (German)

Remuneration schemes in sales

Renumeration schmemes in sales

  

June 2018: There are numerous publications on remuneration and incentive schemes in sales. We do not want to add another one to the vast amount of conceptual analyses, but rather want to address some practical, feasible issues: What do we want to achieve with the remuneration scheme?

Lünendonk Handbuch Consulting

Lünendonk Handbuch Consulting

To Handbuch Consulting 2018 »

March 2018: The new Lünendonk “Handbuch Consulting 2018” has been published, including an article by Theron on corporate and staff management in the era of digital transformation.

What is our sales force up to?

What is our sales force up to ?

  

December 2017: Objective indicators of sales performance are as important for a company’s success as state-of-the-art production planning: “You can’t manage what you don’t measure” (P.Drucker). Meeting targets depends largely on the quality of the management of the sales function.

Creating the future …

Creating the future

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Oktober 2017: Innovations present a challenge to managers. The THERON Innovation Cube integrates the aspects of human behaviour and management approaches on innovation, product development and commercialization for the purpose of successful innovation.

Increasing profit in eCommerce

Increasing profit in ecommerce

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August 2017: Does E-Commerce work or will most E-Traders go bust? The average profit of German E-Shops was as low as 1’288 EUR (2016)! We show with the help of a digital transformation framework how long-term success can be achieved.

Post-Merger-Integration

Post Merger Integration

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July 2016: Mergers & acquisitions are essential to fulfill strategic growth and profitability targets. Two thirds of all transactions, however, fail to deliver the desired results. Professionally managed post-merger integration (PMI) helps to prevent the most common pitfalls.

Strategy – Science or art?

Strategy Science or art ?

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April 2016: Well-versed strategy consultants commonly quote the phrase: “Strategy is an art, not a science“. The client can’t comprehend the logic behind the strategic recommendation in detail. A “globally recognized and applicable strategy practice” (GRASP) is missing.

When Google Fails …

When google fails

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February 2016: What do you think – is there a big difference between operating a pub and running a coach company?

Smart Metering

Smart metering

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April 2015: Smart meters are devices which measure energy consumption by the second (!), report it every 15 minutes and allow for “intelligent” (remote) controlling – so much for theory. (German Article Energy EcoSystems 2014, Leipzig)

Strategy for the digital economy

Strategy for the digital economy

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March 2015: Our society is becoming increasingly digitalized. Digitalization and connectivity invade every aspect our lives and the way we do business. Some simple rules facilitate navigation. (German, stra|te|gema, Inspect 3/2015)

Brandenburg Gate – How not to ...

Brandenburg Gate

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March 2015: The story of Berlin’s new BER Airport is not a typical case study of a privately owned and operated infrastructure asset. Private investors pulled out as soon as they understood the detrimental dynamics of this project. (German)

Business models of Industry 4.0

Business Model of Industry 4.0

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May 2014: From product to performance in a flexible value chain network: efficiency has a higher priority than flexibility according to the mantra of the industry. This approach is now being challenged by the vision of Industry 4.0. (German, stra|te|gema, Inspect 5/2014)

It’s time to spend a lot of money

It's time to spend a lot of money

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July 2014: It’s high time for large-scale companies to spend a lot of money. Periods of low interest rates have hidden potential – investments in high-risk businesses. This fact is often being overlooked.

Digitalization Vision Industry

Digitalization Vision Industry

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March 2014: Machine vision markets have been growing above average. The 2014 forecast is also very positive. The demand for imaging and optics is higher than it has ever. However, indications of digital change appear on the horizon. (German, stra|te|gema, Inspect 3/2014)

Breakthrough for electric vehicles?

Breakthrough for electric vehicles ?

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February 2014: For the first time, Theron Advisory Group developed a ranking of registrations of electric vehicles. In 2013, the Smart ED ranked higher than the Renault Zoe and the Nissan Leaf, while the Tesla S ranked higher than the Nissan Leaf in the U.S.(German)

Demand/Supply Split:

Demand supply split

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August 2013: It is a matter of fact that certain issues are particularly persistent. This is true for a phenomenon known as “demand/supply split” – it is some kind of doctrine of the “right” IT organization. A systematic value destruction. (German)

Views on E-Mobility

Views on E-mobility

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July 2013: Development of e-mobility has been discussed frequently in politics and the media. Public discussion often tends to follow the claims of lobbyists for subsidization, public investment in the infrastructure and focuses on solutions for metropolitan areas.

IT Time-to-Market Management

IT time to market management

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January 2013: Systematic management of the time to market (TTM) has a major impact on the success in many industries. Important innovations can be launched within a shorter period of time, costs will decline and satisfaction will increase.

dU + dEα = δQ + δW

First rule of thermodynamics

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February 2013: Economists are very different from physicists. There is no effective transfer of knowledge between those ivory towers. It is a pity. In fact, it is even fatal since economists are looking for new solutions. Their theories do no longer seem to work in a world that becomes more and more complex. (German)

Big Data – Hands off!

Big Data - hands off!

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January 2013: The world is crowded with data. With the “internet of things” the abundance of digital traces will overwhelm us. If we believe the fortune tellers, this mass contains a great treasure – the Holy Grail of global giants and the growth hormone of entrepreneurs.

Commercial Due Diligence

Commercial Due Dilligence

  

November 2012: Nobody wants to buy a pig in a poke – for good reasons. In fact, more than two thirds of all acquisitions miss their objectives due to various reasons. Hence, nobody can take the risk to acquire a company without prior examination. The obvious solution: commercial due diligence.

State-run energy supply

State run energy supply

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October 2012: Remunicipalization is a clear trend, with a legitimate rationale of the change in the energy policy. The expectations of privatization have not been fulfilled. (German)

Sailor between worlds

Sailor between worlds

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August 2012: The news is scary – since everything has been fine so far. Germany is sailing through the crisis as captain James Cook sailed through the unknown seas of Polynesia. It is true that the barometer of the economic mood starts to fall, but it already did so with Lehman… (German)

Sustainability and brand impact

Sustainability and brand impact

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May 2012: A new meaning has been attached to the term “sustainability”. It means ecology, social affairs, and economy. Ecology is no longer contrary to economy, but they are interrelated. Sustainable behaviour raises consumer confidence. Violations will not be tolerated by consumers. (German)

Typical of IT

Typical of IT

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May 2012: "Typical of IT – you can’t live without it, but you can’t live with it either." Even though such a statement might sound superficial and unfair, there is some truth in it. Let’s bring the issue to a more objective level and let’s have a look at the value which IT adds to the company!

Danger zone: IT projects

Danger zone: IT Projects

  

April 2012: The implementation of IT projects presents the managers with a major challenge. Only 32% of IT projects are successful in terms of observing the schedule, budget, and requirements.

The end of an era – Goodbye SMS

The end of an era - Goodbye SMS

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March 2012: A business which once was considered to be the greatest innovation in the telecommunications industry is ceasing to exist. The Short Messaging Service (SMS), a great success story of the German high‐tech industry, faces a sad end.

Trend of remunicipalization

Trend of remunicipalization

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February 2012: The trend of remunicipalization is gaining momentum. The establishment of a new municipal utility in Hamburg, Berlin’s intention to enter the network business, and numerous small projects all over Germany make good progress. (German)

Crowding-out?

Crowding out?

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January 2012: We are much poorer than we think we are. Since inflationary pressures are increasing even though prices still seem to be stable.

Network economics

Network economics

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December 2011: Enterprise 2.0 is the equivalent to Web 2.0 and even though – depending on the definition – it is frequently used to describe different issues, it usually refers to the use of “social software” by companies. However, that’s not what it actually is! (Interview, German, Competence Site)

Zeitgeist sitting on a powder keg

Zeitgeist sitting on a powder keg

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November 2011: The global economy is in turmoil. Countries whose per capita debt exceeds the available income of their citizens by 100% – such as Germany, for instance – are the rule and not the exception any longer.

Caught in a mousetrap

Caught in a mousetrap

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October 2011: Henk Huizing (Dutch pension provider PGGM), said that “regulatory risk has proven to be the biggest risk in infrastructure over the last two years”. As if to validate his assertion, German regulator Bundesnetzagentur forcefully demonstrated in early September just how much investors have to fear.

The gas industry in a turning tide

The gas industry in a turning tide

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October 2011: “Natural gas is key to new energy policy” and “Comeback of natural gas!” These are the catchphrases of industry representatives these days. However, there are also other voices.

The third way

The third way

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July 2011: We shouldn’t necessarily trust in politics, which brought us the EURO crisis, to solve the issue. (German)

Creating the sales department (de)

Creating the sales department

 

March 2011: The sales function needs to be adapted to your market. Read how this works, explained by the example of energy markets.

Restructuring

Restructuring

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March 2011: Crisis is over – now is the time for economic recovery. True? Restructuring and insolvencies continue to be an issue. What countermeasures can entrepreneurs and owners take? (German, Handelsblatt supplement)

Quo Vadis, Sales?

Quo vadis, sales ?

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March 2011: Quo Vadis, Sales? – Systematic mismanagement of the value chain of integrated electricity suppliers.

IHK report Berlin Watersupply

IHK report Berlin Watersupply

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March 2011: The Chamber of Industry and Commerce IHK Berlin had the costs and benefits of remunicipalization of Berliner Wasserbetriebe examined in a brief scientific assessment focusing on the impact of tariffs. The major outcomes will be presented in the following. (German)

Strategists or Restructurer?

Strategist or Restructurer ?

  

February 2011: When you want to review your strategy, ask executives with successful restructuring experience!

Successful IT project management

Successful IT project management

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February 2011: Research studies have found out that up to 40% of all IT projects fail and 46% do not reach their budget or time targets. The following proposal gives some ideas on how to structure an IT project, including roles, responsibilities, and detailed activities.

Hidden risks of energy suppliers

Hidden risk of energy suppliers

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February 2011: “An industry flying blind” – Political decisions create substantial hidden risks for the business of energy suppliers.

The automotive aftermarket

The automotive aftermarket

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January 2011: The aftermarket, i.e. repair services and spare parts, has long been the cash cow of the automotive industry. In the medium term, the automotive industry will either have to earn money with all activities again or discontinue them. (German)

Strategy – fast and effective!

Strategy - fast and effective!

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November 2010: Which manager is not familiar with the many questions and difficulties that arise when developing strategies? At the business unit level or in medium-sized companies, in particular, strategy development presents a major challenge. (German)

Automotives future

Automotive Future

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October 2010: The German automotive industry runs from success to success. However, the industry owes the positive news to some special effects: a China export boom, domestic demand for company cars and a stable used car market. None of these effects will last. (German)

Strategy Consulting changes (de)

Strategy consulting changes

  

October 2010: The strategy consulting industry is changing. Read the interview with our partner Rolf Hamacher. (German)

Competitive Analysis

competitive analysis

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September 2010: Dealing with strategy from a management perspective is often perceived to be of theoretical value. This notion is caused by the methodology which strategy professionals usually apply to this very complex problem.

Value-add by effective change!

Value-add by effective change!

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June 2010: The only thing constant is change. Every organization in the business world, public administration, science or in any other area with social interactions is constantly subject to external and internal changes and dynamic transformation. It usually happens almost unnoticed. (German)

Project Recovery

Project Recovery

www.competence-site.de »

May 2010: Read on leadership in strategy development in the interview with Peter Jumpertz. (German)

Capitalism in crisis?

Capitalism in crisis?

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May 2010: We have all lived in real existing socialism. And most of us actually like it. Bowling clubs, boy scouts, soccer clubs, women’s institutes, even the Hells Angels – they all are purely socialist schemes. However, we only enjoy being in a community as long as we are not forced to join it. (German)

Project Audit

Project Audit

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April 2010: You will get an overview of how project audits must be set up in order to fix non‐performing or threatened projects. The term and the necessity will be explained briefly, indications of emerging problems will be listed, and the typical course of a project audit will be explained.

Project Recovery

Project Recovery

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October 2009: Why fail projects? What to do to bring projects back on track? Read more on our approach to recover projects. (German)

Customer orientation – No, thanks!

Customer orientation - No, thanks !

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June 2009: What do ABB and Lanxess have in common? They both almost collapsed under the complexity of their business. Both companies are back on track today. (German)

A new understanding of strategy

A new understanding of strategy

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June 2008: Swissair, Enron, Karstadt-Quelle – you will come across their names when looking for companies that destroyed value. What are the reasons for their failure? What about renowned companies that make profits? (German)

Offshore Software Development (de)

Offshore Software Development

 

August 2007: Which factors determine success in offshore software development ?

Project Recovery

www.competence-site.de »

March 2004: Many IT projects fail on their goals. 40% miss their goals and 46% miss cost and time budgets. (German)

Successful Project Recovery

Successful Project Recovery

www.competence-site.de »

October 2003:The following case study presents the introduction of a warenwirtschaft system at a retailer.(German)