Newly Released White Papers

Business Process Improvement Applied to Marketing/Sales

Business process improvement is becoming mandatory in today's highly competitive environment. The demand-side of the business (marketing/sales) is being pressured to improve results. ROI and Accountability are the mantra. How best to approach demand-side process-improvement is the subject of debate. This paper helps the reader understand which approach will be the most appropriate for his/her organization's marketing/sales process improvement project by considering and contrasting the two primary approaches: Tool-based improvement methods and process management-based improvement methods.

Closed-Loop Marketing/Sales Systems

Pressure is increasing in most companies to align marketing and sales activities. At least those marketing activities focused on the support of near-term sales. Gaining alignment between these two organizations and their often disconnected activities can be a challenge. However, increased competitive pressure requires a solution. This paper looks at the expanding role of "operations management" in marketing and sales as a potential solution to this issue.

Using the Press as Part of Your Market Relations Plan

To communicate effectively you must establish a properly focused market relations plan. Well established market relations activities bring your message to potential customers and industry trend setters more effectively. The press can be an important method for achieving your goals of increased awareness for your firm. Using the press as part of an overall market relations program is the focus of this paper.