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McKinsey & Company
(81 results)-
Case Studies
Case Study: Sales and Channel Management
January 6, 2006, 12:00am PST
A specialty chemicals manufacturer was working with a limited sales model. The company asked McKinsey to help them expand beyond this sales model with transactional sales tools. McKinsey worked...
Provided by McKinsey & Company
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White Papers
Anatomy Of A Healthy Corporation
May 1, 2007, 12:00am PDT
Given the familiarity of the concept of human health, why do business leaders find it so difficult to nurture health in a corporate context? At least three sets of impediments block the way. The...
Provided by McKinsey & Company
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White Papers
The Risk Revolution
September 1, 2008, 12:00am PDT
The subjects of this paper are understanding risk and implementing risk tools. The paper is organized into four sections. The first discusses the historical emergence of risk management. The...
Provided by McKinsey & Company
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White Papers
US Offshoring: Rethinking the Response
December 1, 2005, 12:00am PST
The paper, on the basis of a research, reveals that by 2008, U.S. companies are expected to offshore 2.8 million jobs, affecting less than 2 percent of all service employment. This is far fewer...
Provided by McKinsey & Company
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White Papers
Boosting Returns on Marketing Investment
January 6, 2006, 12:00am PST
The golden age of advertising is over, so marketers must now work harder to reach buyers. Distracted consumers and the proliferation of media and distribution channels are also undermining the...
Provided by McKinsey & Company
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White Papers
Mitigating Channel Conflict
January 6, 2006, 12:00am PST
Inspired by the rapid growth of Internet sales, many technology vendors are opening their own direct channels. The paper depicts that by doing so; however, they risk their existing partners, who...
Provided by McKinsey & Company
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Case Studies
Case Study: Marketing Spending Effectiveness
January 6, 2006, 12:00am PST
A leading brokerage firm was facing an explosion in the amount industry players were spending on advertising, an increase in the number of customer touchpoints, and an upswing in the frequency of...
Provided by McKinsey & Company
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Case Studies
Case Study: Customer Insights
January 6, 2006, 12:00am PST
A leading manufacturer of consumer goods faced eroding profits. Increasing raw material costs and retailer price competition had triggered a downward spiral of industry pricing, leading to...
Provided by McKinsey & Company
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Case Studies
Case Study: Customer Loyalty
January 6, 2006, 12:00am PST
A large, multiformat retailer faced two challenges. Retail sales were under threat from specialty stores and discounters. And the store's credit franchise was suffering as customers moved balances...
Provided by McKinsey & Company
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White Papers
The e-Tailer's Secret Weapon
January 6, 2006, 12:00am PST
Off-line retailing may be a mature, slow-growth business, but the on-line retail market is growing at double-digit rates. Nonetheless, these gains have yet to bring profits for most general...
Provided by McKinsey & Company
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White Papers
Customer Retention Is Not Enough
January 6, 2006, 12:00am PST
Every company knows that it costs far less to hold on to a customer than to acquire a new one. That's why customer retention has become the Holy Grail in industries from airlines to wireless. Yet...
Provided by McKinsey & Company
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White Papers
Do Retail Brands Travel?
January 6, 2006, 12:00am PST
Conventional wisdom holds that great brands must present one face to the world, a consistent image that defines a product wherever consumers find it. This paper talks about a survey of 40 retail...
Provided by McKinsey & Company
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White Papers
Riding Out the Storm
January 6, 2006, 12:00am PST
Pricing is a powerful and often neglected tool that is again attracting attention. But pricing power sounds at first pass like an oxymoron for many companies today. How can they raise prices when...
Provided by McKinsey & Company
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White Papers
Transparency's Dark Side
February 23, 2009, 12:00am PST
As Wall Street has turned upside down, calls for more transparency, not surprisingly, have become increasingly intense. Markets thrive on information, the argument goes, and more information is...
Provided by McKinsey & Company
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White Papers
The Right Way To Regulate
February 23, 2009, 12:00am PST
One of the primary misconceptions about the 2007 - 08 financial crisis is that it resulted from, and has thus ended, a monotonic march of deregulation over the last three decades of the 20th...
Provided by McKinsey & Company
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White Papers
How The world Has Already Changed
February 23, 2009, 12:00am PST
The troubles of the US subprime-mortgage market have now mushroomed into a global financial and economic crisis. Despite the massive government response, we still don't know when or how the...
Provided by McKinsey & Company
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White Papers
The Networked Market
February 23, 2009, 12:00am PST
Lying at the heart of the most common market theory - the efficient-market hypothesis - is the assumption that financial returns, including stock prices, are independent of one another. The...
Provided by McKinsey & Company
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White Papers
A Bigger Tent For Financial Reform
February 23, 2009, 12:00am PST
The financial crisis of 2008 - and the breathtaking rapidity with which it has spread - has brought home how truly interconnected world economies and markets have become. It has also underscored...
Provided by McKinsey & Company
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White Papers
Driving Profitable Growth Through Improved Customer Loyalty
January 1, 2010, 12:00am PST
Improving customer loyalty has clear, quantifiable benefits. The paper shows that improving customer migration can bring four times the economic impact typically achieved by reducing attrition...
Provided by McKinsey & Company
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White Papers
Creating Leading-Edge Selling Approaches
January 1, 2010, 12:00am PST
No marketing area is changing more than sales and channel management. And with the proliferation of new sales channels and technology-enabled selling, most companies now have the opportunity to...
Provided by McKinsey & Company
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White Papers
Translating Market Knowledge Into Profitable Business Solutions
January 1, 2010, 12:00am PST
Developing effective strategies across a range of marketing disciplines - including branding, pricing, segmentation, and marketing spending effectiveness - requires broad insights into customers...
Provided by McKinsey & Company
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White Papers
Maximizing The Effectiveness Of Marketing Spending
January 1, 2010, 12:00am PST
Current marketing spending levels are unsustainable. Increasingly, CEOs are demanding that marketing executives do more for less with their marketing budgets. Careful attention must be given,...
Provided by McKinsey & Company
-
White Papers
It's The Leverage, Stupid
February 23, 2009, 12:00am PST
The fundamental conceit of efficient-market theory - that markets can perfectly assess and thus price, slice, and dice risk - has collapsed. Because efficient-market theory predicted very low...
Provided by McKinsey & Company
-
White Papers
Accelerating Profitable Growth Through Innovative Marketing Strategies
January 1, 2010, 12:00am PST
Marketing strategy innovators are unlocking enormous value and creating leadership in their industries. Their success reflects an insightful response to new customer behavior as well as an ability...
Provided by McKinsey & Company
-
White Papers
Creating Leading-Edge Marketing Organizations
January 1, 2010, 12:00am PST
The rapidly changing marketing environment is making it harder than ever for marketers to compete effectively. Many traditional approaches to organizing the marketing function result in a group...
Provided by McKinsey & Company
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White Papers
Strategy And leadership In Turbulent Times
December 17, 2009, 12:00am PST
The economic shock of 2008, and the Great Recession that followed, didn't just create profound uncertainty over the direction of the global economy. They also shook the confidence of many business...
Provided by McKinsey & Company
-
White Papers
The Irrational Side Of Change Management
May 5, 2009, 12:00am PDT
Most change programs fail, but the odds of success can be greatly improved by taking into account these counterintuitive insights about how employees interpret their environment and choose to act....
Provided by McKinsey & Company
-
White Papers
Turning Risk Management Into A True Competitive Advantage
September 1, 2009, 12:00am PDT
Chief executives, chief risk officers and board members alike are asking the same questions these days. How is it possible that an entire league of institutions has had record write-offs and...
Provided by McKinsey & Company
-
White Papers
McKinsey on Payments
April 1, 2009, 12:00am PDT
As mobile communication devices grow more prevalent and sophisticated, and as consumers gain comfort in their everyday use, it is time for a fresh look at how mobile payments could impact the...
Provided by McKinsey & Company
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White Papers
Profiting From Proliferation
March 1, 2006, 12:00am PST
This paper provides an overview of Profiting from Proliferation, a new book by The McKinsey Quarterly on how companies should respond to the challenges posed by rising complexity in today's...
Provided by McKinsey & Company
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White Papers
A Reality Check for Online Advertising
June 16, 2006, 12:00am PDT
Internet advertising has recaptured the imagination of marketers, who see an enormous potential to raise the profile of their brands through vehicles such as paid search and online video. But the...
Provided by McKinsey & Company
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White Papers
Productivity Of Growing Global Energy Demand: A Microeconomic Perspective
November 1, 2006, 12:00am PST
Energy is again in the headlines. Higher oil, gas, coal, and uranium prices have brought back age-old concerns about whether the physical resources of the globe can meet the rapidly growing demand...
Provided by McKinsey & Company
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White Papers
Divide And Conquer: Rethinking IT Strategy
September 8, 2006, 12:00am PDT
Although companies manage established businesses and new ventures differently, they typically manage information technology just one way: with a broad stroke, to cut costs in rough times and to...
Provided by McKinsey & Company
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Software
McKinsey on Business Technology 1.0.4 (iOS)
May 2, 2012, 12:00am PDT
McKinsey on Business Technology is a quarterly publication that contains our latest thinking on technology strategy. Along with access to our articles this app provides a convenient way to...
Provided by McKinsey & Company
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White Papers
The Multilocal Challenge: Managing Cross-Border Functions
March 1, 2008, 12:00am PST
Companies are learning to adapt their organizational design to capture cross-border synergies and to protect local sources of profitability. Striking an appropriate balance between the protection...
Provided by McKinsey & Company
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White Papers
Building An Effective Change Agent Team
October 26, 2007, 12:00am PDT
A carefully constructed change agent program is essential to any successful operational transformation. When a company attempts a transformation focused on its operations, a sound plan and a...
Provided by McKinsey & Company
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White Papers
Freeing Up Cash From Operations
December 1, 2008, 12:00am PST
As the economy slows, companies should avoid the impulse to batten down their operations indiscriminately. Taking short-term steps and a balanced view of operations can keep cash flows healthy....
Provided by McKinsey & Company
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White Papers
Managing Capital Projects For Competitive Advantage
June 1, 2008, 12:00am PDT
Investment in capital projects is rising. First-rate contracting will help companies to get a significant leg up on their rivals. A rising global appetite for energy and energy-intensive...
Provided by McKinsey & Company
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White Papers
Market Rebels And Radical Innovation
January 1, 2009, 12:00am PST
Market rebels aren't Molotov cocktail - throwing World Trade Organization (WTO) opponents. They are groups of individuals who together shape markets through hot causes, which arouse emotions, and...
Provided by McKinsey & Company
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White Papers
The Next Step In Open Innovation
June 1, 2008, 12:00am PDT
The creation of knowledge, products, and services by online communities of companies and consumers is still in its earliest stages. Who knows where it will lead? For most companies, innovation is...
Provided by McKinsey & Company
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Software
McKinsey on Business Technology 1.0.4 (iOS)
May 2, 2012, 12:00am PDT
McKinsey on Business Technology is a quarterly publication that contains our latest thinking on technology strategy. Along with access to our articles this app provides a convenient way to...
Provided by McKinsey & Company
-
White Papers
McKinsey on Payments
April 1, 2009, 12:00am PDT
As mobile communication devices grow more prevalent and sophisticated, and as consumers gain comfort in their everyday use, it is time for a fresh look at how mobile payments could impact the...
Provided by McKinsey & Company
-
White Papers
Turning Risk Management Into A True Competitive Advantage
September 1, 2009, 12:00am PDT
Chief executives, chief risk officers and board members alike are asking the same questions these days. How is it possible that an entire league of institutions has had record write-offs and...
Provided by McKinsey & Company
-
White Papers
The Irrational Side Of Change Management
May 5, 2009, 12:00am PDT
Most change programs fail, but the odds of success can be greatly improved by taking into account these counterintuitive insights about how employees interpret their environment and choose to act....
Provided by McKinsey & Company
-
White Papers
Strategy And leadership In Turbulent Times
December 17, 2009, 12:00am PST
The economic shock of 2008, and the Great Recession that followed, didn't just create profound uncertainty over the direction of the global economy. They also shook the confidence of many business...
Provided by McKinsey & Company
-
White Papers
Creating Leading-Edge Marketing Organizations
January 1, 2010, 12:00am PST
The rapidly changing marketing environment is making it harder than ever for marketers to compete effectively. Many traditional approaches to organizing the marketing function result in a group...
Provided by McKinsey & Company
-
White Papers
Accelerating Profitable Growth Through Innovative Marketing Strategies
January 1, 2010, 12:00am PST
Marketing strategy innovators are unlocking enormous value and creating leadership in their industries. Their success reflects an insightful response to new customer behavior as well as an ability...
Provided by McKinsey & Company
-
White Papers
It's The Leverage, Stupid
February 23, 2009, 12:00am PST
The fundamental conceit of efficient-market theory - that markets can perfectly assess and thus price, slice, and dice risk - has collapsed. Because efficient-market theory predicted very low...
Provided by McKinsey & Company
-
White Papers
Maximizing The Effectiveness Of Marketing Spending
January 1, 2010, 12:00am PST
Current marketing spending levels are unsustainable. Increasingly, CEOs are demanding that marketing executives do more for less with their marketing budgets. Careful attention must be given,...
Provided by McKinsey & Company
-
White Papers
Translating Market Knowledge Into Profitable Business Solutions
January 1, 2010, 12:00am PST
Developing effective strategies across a range of marketing disciplines - including branding, pricing, segmentation, and marketing spending effectiveness - requires broad insights into customers...
Provided by McKinsey & Company
-
White Papers
Creating Leading-Edge Selling Approaches
January 1, 2010, 12:00am PST
No marketing area is changing more than sales and channel management. And with the proliferation of new sales channels and technology-enabled selling, most companies now have the opportunity to...
Provided by McKinsey & Company
-
White Papers
Driving Profitable Growth Through Improved Customer Loyalty
January 1, 2010, 12:00am PST
Improving customer loyalty has clear, quantifiable benefits. The paper shows that improving customer migration can bring four times the economic impact typically achieved by reducing attrition...
Provided by McKinsey & Company
-
White Papers
A Bigger Tent For Financial Reform
February 23, 2009, 12:00am PST
The financial crisis of 2008 - and the breathtaking rapidity with which it has spread - has brought home how truly interconnected world economies and markets have become. It has also underscored...
Provided by McKinsey & Company
-
White Papers
The Networked Market
February 23, 2009, 12:00am PST
Lying at the heart of the most common market theory - the efficient-market hypothesis - is the assumption that financial returns, including stock prices, are independent of one another. The...
Provided by McKinsey & Company
-
White Papers
How The world Has Already Changed
February 23, 2009, 12:00am PST
The troubles of the US subprime-mortgage market have now mushroomed into a global financial and economic crisis. Despite the massive government response, we still don't know when or how the...
Provided by McKinsey & Company
-
White Papers
The Right Way To Regulate
February 23, 2009, 12:00am PST
One of the primary misconceptions about the 2007 - 08 financial crisis is that it resulted from, and has thus ended, a monotonic march of deregulation over the last three decades of the 20th...
Provided by McKinsey & Company
-
White Papers
Transparency's Dark Side
February 23, 2009, 12:00am PST
As Wall Street has turned upside down, calls for more transparency, not surprisingly, have become increasingly intense. Markets thrive on information, the argument goes, and more information is...
Provided by McKinsey & Company
-
White Papers
The Risk Revolution
September 1, 2008, 12:00am PDT
The subjects of this paper are understanding risk and implementing risk tools. The paper is organized into four sections. The first discusses the historical emergence of risk management. The...
Provided by McKinsey & Company
-
White Papers
How Poor Metrics Undermine Digital Marketing
October 1, 2008, 12:00am PDT
The Web is the most measurable medium in the history of marketing. Now all that's left is figuring out how to measure it. The rapid growth of online advertising hides a serious challenge: the...
Provided by McKinsey & Company
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White Papers
Price Promotions In Latin American Retailing: They Don't Seem To Work
April 1, 2007, 12:00am PDT
Certain techniques retailers have long used to persuade their customers that they offer good value - frequent discounts, two-for-one deals, and other promotions - have limited effectiveness in...
Provided by McKinsey & Company
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White Papers
Cracking The Complexity Code
April 26, 2007, 12:00am PDT
There are two types of complexity. Understanding where to intervene is the key to managing them to create value. One view of complexity holds that it's largely a bad thing - that simplification...
Provided by McKinsey & Company
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White Papers
Managing In A Complex World
May 4, 2007, 12:00am PDT
Creating value from the challenges complexity presents is a major challenge confronting nowadays' companies. The idea that the world is growing more complex may be a cliché, but it is also true....
Provided by McKinsey & Company
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White Papers
Anatomy Of A Healthy Corporation
May 1, 2007, 12:00am PDT
Given the familiarity of the concept of human health, why do business leaders find it so difficult to nurture health in a corporate context? At least three sets of impediments block the way. The...
Provided by McKinsey & Company
-
White Papers
The Link Between Profits And Organizational Performance
July 23, 2007, 12:00am PDT
To be sure, many factors drive financial performance, and evidence of correlation is not evidence of causality. Therefore we have intentionally declined to isolate the financial impact of...
Provided by McKinsey & Company
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White Papers
Managing Capital Projects: Lessons From Asia
July 29, 2008, 12:00am PDT
Some Asian companies are better at executing capital projects than are rivals elsewhere. What lessons can others learn from them? Around the world, the resources needed for big new capital...
Provided by McKinsey & Company
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White Papers
The Role Of Networks In Organizational Change
April 1, 2007, 12:00am PDT
Companies that invest time and energy to understand their networks and collaborative relationships greatly improve their chances of making successful organizational changes. Sophisticated...
Provided by McKinsey & Company
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White Papers
The CEO's Role In Leading Transformation
February 1, 2007, 12:00am PST
The CEO helps a transformation succeed by communicating its significance, modeling the desired changes, building a strong top team, and getting personally involved. In this business environment,...
Provided by McKinsey & Company
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White Papers
Helping "Green" Products Grow
October 1, 2008, 12:00am PDT
When customers reach the cash register, they often forget their eco-friendly attitudes. Businesses can do a lot more to help would-be "Green" consumers walk their talk. The impulse to go "Green"...
Provided by McKinsey & Company
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White Papers
Assessing Innovation Metrics: Assessing Innovation Metrics
October 1, 2008, 12:00am PDT
A recent McKinsey Global Survey shows that companies are satisfied, overall, with their use of metrics to assess innovation portfolios - though many findings suggest that they shouldn't be. The...
Provided by McKinsey & Company
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White Papers
How Companies Approach Innovation: A McKinsey Global Survey
November 29, 2007, 12:00am PST
Executives say innovation is very important, but their companies' approach to it is often informal, and leaders lack confidence in their innovation decisions. Top managers and other professionals...
Provided by McKinsey & Company
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White Papers
Strategy In A "Structural Break"
January 5, 2009, 12:00am PST
During hard times, a structural break in the economy is an opportunity in disguise. To survive - and, eventually, to flourish - companies must learn to exploit it. There is nothing like a crisis...
Provided by McKinsey & Company
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White Papers
Leading Through Uncertainty
December 1, 2008, 12:00am PST
As customer preferences change, competitors falter, opportunities to gain distressed assets emerge, and governments shift from crisis control to economic stimulus, the next year or two will...
Provided by McKinsey & Company
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White Papers
Financial Crises, Past And Present
December 1, 2008, 12:00am PST
Past financial crises had very different effects on the real economy. Although the lessons of the past don't give much cause for optimism, they do provide hints on how companies should prepare...
Provided by McKinsey & Company
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White Papers
How Companies Make Good Decisions: McKinsey Global Survey Results
December 1, 2008, 12:00am PST
Companies get a lot of advice about how to make good decisions. Which decision-making disciplines really make a difference? Do strong decision-making processes lead to good decisions? This paper...
Provided by McKinsey & Company
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White Papers
Communicating With The Right Investors
April 23, 2008, 12:00am PDT
Many executives spend too much time communicating with investors they would be better off ignoring. CEOs and CFOs, in particular, devote an inordinate amount of time to one-on-one meetings with...
Provided by McKinsey & Company
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White Papers
The New Metrics Of Corporate Performance: Profit Per Employee
July 23, 2007, 12:00am PDT
Most measurements of performance are geared to the needs of 20th-century manufacturing companies. Times have changed. Metrics must change as well. Companies focus far too much on measuring Returns...
Provided by McKinsey & Company
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White Papers
The Elusive Goal Of Corporate Outperformance
April 25, 2007, 12:00am PDT
Many executives focused on growth assume that companies can sustain strong top- and bottom-line performance over long periods of time. McKinsey research, however, confirms that this kind of...
Provided by McKinsey & Company
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White Papers
By Invitation: The Halo Effect, And Other Managerial Delusions
February 26, 2007, 12:00am PST
The quest of every high-quality corporate executive is to find the keys to superior performance. Achieving market leadership is hard enough, but staying at the top - given intense competition,...
Provided by McKinsey & Company
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White Papers
By Invitation: Building The Civilized Workplace
March 29, 2007, 12:00am PDT
Talking about the rules is just the first step; the real test happens when someone acts like a jerk. If people don't feel comfortable blowing the whistle on the offender, your company will both be...
Provided by McKinsey & Company
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White Papers
What Executives Are Asking About Latin America
February 26, 2007, 12:00am PST
Latin America's economy may not be growing as quickly as those of China or India, but it presents real opportunities, and the political risks are often exaggerated. Executives of multinational...
Provided by McKinsey & Company
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