Let’s say your name is Jack. If your boss were bragging about you to someone else, which of these would you rather hear come out of her mouth: A: “Jack is one of our best and brightest, a true pleasure…
Channel Management: Schedule collaboration, not just accountability
You know someone is not enjoying their job as much as they could be when they look forward to the weekend with great anticipation but dread every Monday. Do your distributors look forward to their interactions with you with anticipation,…
Channel Management: Measure Distributor Capabilities, Not Just Outcomes
Welcome back to our blog series on Channel Lifecycle Management! In the first post, The Neglected Art of Channel Management, I outlined three principles of best practices in distributor performance management: measuring inputs, not outputs; scheduling collaboration, not just accountability;…
The Neglected Art of Channel Management [Infographic]
General Managers in emerging markets understandably agonize over which countries deserve their scarce marginal dollars – especially when times are tough. A related question that often gets less attention is which role or function within their regional organization should be…
From the MNC Conference Room to the Classroom - and Back Again
FSG has just published a report, Resilient Targets, Aligned Budgets, expanding on our resources supporting our clients on the strategic planning process. This new report (which I will cover in more depth in a separate post next week) includes contributions…
Customer Segmentation in Emerging Markets
Who Moved My Cheese? It’s no secret the emerging market business environment has become more challenging over the last few years. Currently, MNC growth rates are contracting on average. An FSG survey of 52 MNC executives revealed that while 1…
FT beyondbrics Feature - EM distribution: try DIY?
Frontier Strategy Group’s latest research on channel management in emerging markets was featured on the Financial Times’ beyondbrics blog on January 23, 2013. Please find the article below: With major EM economies slowing in 2012, regional heads of multinational companies…