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When goods-based companies turn to consulting
One reason usually is an unsatisfactory development of profit margins in the goods-related business. Better profits can often be obtained from services. Seven recommendations to start selling…
Innovating towards your customers' future needs
A recent study by Michael A. Stanko and Joseph M. Bonner sheds new light onto this topic. By examining data from 128 companies in a variety of B2B markets, the study isolates three key…
Shanghai Zhenhua Heavy Industries
At that time, the number of large container vessels had grown, which meant that more ports needed to build new large-scale container cranes or upgrade the existing ones. The ZPMC management knew that…
The battle for strategic advantage
New customer segments, emerging low-cost competitors, and new technologies are changing the world of global B2B companies. For traditional competitors – such as GE, Siemens, EADS, Alstom, Hitachi,…
Have you placed your bets on the winners?
If you are the one making the decision which R&D projects to fund, the question is whether to focus on just a few selected projects or spread your resources on a broad range of projects. A new study…
How to hide bad news
A powerful explosion rocked a port terminal at a BASF facility in Ludwigshafen on October 17. Three people died and at least 30 were injured, eight seriously. The investigation is only in its initial…
Urge for perfection
This is a challenge especially for industrial enterprises that traditionally have little experience with software development and implementation processes. However, if a supplier enters new territory…
Blockchain in the energy transition. A survey among decision-makers in the German energy industry
In a survey among German energy executives, the Deutsche Energie-Agentur GmbH (DENA) - the German Energy Agency - and ESMT Berlin have compiled their opinions, current and planned actions, and…
Identifying leadership
1) What is your name and job title? Laura Guillén, assistant professor of organisational behaviour. 2) Where do you work? At the European School of Management and Technology (ESMT), Berlin, Germany…
Cyberattacks and the accidental war
While rumors of possible cyberattacks have existed for years, a consequence of the IT modernization of many nuclear arsenals is that these threats are becoming increasingly clear. South Korea…
