Publications

  • Private equity's new deal-making puzzle

    April 04, 2014 | Private Equity | Forbes.com

    Deal making is the heart of private equity (PE), and there will be plenty to be done in the months ahead. A wave of PE-owned assets acquired during the prerecession boom years is slated for sale, setting up opportunities for sponsor-to-sponsor transactions. And even in the most mature PE markets,

  • Getting ready to profit from the "next billion" consumers

    April 01, 2014 | Consumer Products | Business Day

    Meet the 1.2 billion people who will move out of subsistence poverty by the year 2020. They’re the world’s newest consumers, those living in households where annual disposable incomes will surpass $5,000 for the first time. It will be their initial experience with discretionary income and they’ll

  • Private Equity: Optimism replaces years of frustration

    April 01, 2014 | Private Equity | Forbes.com

    After four frustrating years of false starts, nervous capital markets and deal-dampening volatility, the private equity (PE) industry has taken a sharp turn from uncertainty and worry to enthusiasm about the past year and optimism for the future. A year of calmer macroeconomic conditions set the

  • The best way to grow consumer products brands

    March 25, 2014 | Consumer Products | Forbes.com

    Consumer products companies throughout the world are waking up to a profound new finding: The best way brands can grow over the long term is to grow the number of buyers. That may sound obvious or even like circular reasoning, but the reality is that it’s a big departure for consumer goods

  • The biggest contributor to brand growth

    March 19, 2014 | Consumer Products | Bain Brief

    Most brand plans typically call for tapping into a well-segmented group of shoppers, getting them to try the brand, and progressively converting them into avid consumers who buy larger and larger quantities of it over time. But the evidence shows this doesn’t work. The best way to grow brands is to

  • Creating a customer-centric company: Six paths to learning

    February 20, 2014 | Customer Strategy & Marketing | Forbes.com

    Creating a customer-centric company is tough in the best of circumstances. You have to rebuild your company’s culture, which means helping employees learn new ways of thinking and acting.

  • The real reasons people dump their cable providers

    February 19, 2014 | Customer Strategy & Marketing | Forbes.com

    Reducing customer departures and defections has become a chief priority for most communications service providers as markets mature and competition intensifies. So why do high levels of customer churn persist?

  • The benefits of a competitive benchmark Net Promoter Score℠

    February 18, 2014 | Customer Strategy & Marketing | Bain Brief

    Veteran Net Promoter System practitioners gather three different kinds of feedback from customers. But novices often overlook one of these—and it's the only one that can really tell you how your company stacks up against all the alternatives in the marketplace.

  • Tipping the scales in the global battle of the bulge

    February 14, 2014 | Healthcare | Forbes.com

    Private sector opportunities to promote healthy living are evolving at a rapid pace, demanding a complete break from old roles and a new “cross-sector” language of integration that can capture the imagination of consumers.

  • Who keeps you jazzed about your job?

    February 11, 2014 | Customer Strategy & Marketing | Forbes.com

    Encouraging frequent dialogues between bosses and employees seems pretty obvious. Yet it’s all too rare. Many senior leadership groups preach a gospel of engagement, but they often abdicate responsibility to HR.