As the world becomes increasingly transparent, professional service firms need to know more about their clients and their potential clients. You may have read how the management consulting firm McKinsey took on an assignment with the South African government and the state-owned power company, Eskom. The story did NOT have a happy ending, tarring the …more
I can’t say I’m a fan of procurement. I recognize that every company wants value in its purchases. Yet, procurement’s behavior often reflects a singular mission: secure the cheapest price point possible. I also find that procurement often takes the same approach to selecting PR services as pitting Walmart against Costco in buying soda pop. …more
Whether you’re buying soft-serve yogurt, a car or communication services, everyone wants value. After walking through the doors of the Willow Glen Creamery multiple times, I still calculate the per-ounce price for a mini vs. small vs. medium size to ascertain the best value. Yet, the per-unit price shouldn’t be the primary driver behind the …more
