Das Buch „The Dynamic Enterprise“ von Lisa Friedman und Herman Gyr beschäftigt sich mit den Herausforderungen und Möglichkeiten, denen Unternehmen in der heutigen sich schnell verändernden Geschäftswelt gegenüberstehen. Im Folgenden sind die Kernaussagen des Buches zusammengefasst: Insgesamt bietet „The Dynamic Enterprise“ eine Vielzahl von Einblicken, Ratschlägen und Tools für Unternehmen, die sich in einer schnelllebigen„Literaturempfehlung: The Dynamic Enterprise“ weiterlesen
Autor-Archive:Thies Lesch, LL.M.
Pricing: Get the trash out!
If even a single question had to be answered with no, then terms- and condition management is obviously missing. What does a terms- and condition management consist of? The foundation for a terms- and condition management is (of course) a product price list that lists and regulates both the pricing rules and the minimum prices„Pricing: Get the trash out!“ weiterlesen
Employees have a right to get steered
When I talk to colleagues about the introduction or further development of sales management, I usually look at rather serious or reserved faces. Then I often hear „But we’re already doing so much!“ or „More pressure doesn’t do anything!“ Accordingly, there seems to be a widespread – incorrect – image of sales management that can„Employees have a right to get steered“ weiterlesen
Sales management: think in terms of remuneration!
Sales controlling serves to align sales resources with corporate goals; the corporate goals, in turn, are derived from the corporate strategy and the associated planning. Especially in business with larger customers, the self-steering of the individual sales staff is the essential mechanism that can be operated with a sales controlling. Let us approach the sales„Sales management: think in terms of remuneration!“ weiterlesen
Market cultivation! – potential-oriented or controlling-oriented?
A process model has to be chosen for systematic market cultivation. You can choose between a potential-oriented or, alternatively, a control-oriented market cultivation. There are various reasons to choose one or the other approach. However, it is important to remain true to your decision and to consistently implement the chosen procedural model. Potential orientation By„Market cultivation! – potential-oriented or controlling-oriented?“ weiterlesen
Literaturempfehlung: Key-Account-Management von Ove Jensen
Das Buch „Key-Account-Management“ von Ove Jensen ist ein wissenschaftliches Werk, das sich mit der Entwicklung und Umsetzung einer erfolgreichen Key-Account-Management-Strategie in Unternehmen beschäftigt. In dem Buch werden die grundlegenden Konzepte und Methoden des Key-Account-Managements beschrieben sowie konkrete Handlungsempfehlungen und Best Practices vorgestellt. Im ersten Teil des Buches werden die Grundlagen des Key-Account-Managements erläutert. Der Autor„Literaturempfehlung: Key-Account-Management von Ove Jensen“ weiterlesen
Certified Financial Planner (CFP) in corporate banking
If you look around in the market, you will find many banks and savings banks that offer financial planning for their customers as an additional service in their private banking or wealth management. This is of course in line with the basic idea of financial planning. Personally, however, I have never heard of a financial„Certified Financial Planner (CFP) in corporate banking“ weiterlesen
Food for thought: On restructuring at financial service providers
„We have to get leaner!“ or „We concentrate even more on the customer!“ In this way or similar, necessary changes in the various organizations are moderated on a daily basis. And the reactions of those (possibly) affected follow very quickly: „We already do it!“, „We are not as bad as we are made!“ or „This„Food for thought: On restructuring at financial service providers“ weiterlesen
Aus der Antike zur GmbH
Ein Galopp durch die deutsche Rechtsgeschichte Thies Lesch, März 2023 I. Der Weg zum römischen Recht Anders als Mesopotamien oder Ägypten, und auch später bei den Römern, existierte im antiken Griechenland kein einheitliches Recht. Jeder Stadtstaat hatte seine eigene Rechtsordnung, die jedoch typische Gemeinsamkeiten mit den anderen Stadtstaaten aufwiesen.[1] Im Gegensatz zu dem griechischen Recht„Aus der Antike zur GmbH“ weiterlesen
Sales Management Unit = Sales Support or Sales Steering?
Unlike in standard i.e. retail business (private customers and business / commercial customers) where sales has a task that is strongly focused on implementation, in individual business (private banking and corporate customers) it is much more challenging to work out a valuable positioning for sales management. The challenges lie not only in the more complex„Sales Management Unit = Sales Support or Sales Steering?“ weiterlesen
Vertriebsmanagement 