Publications

  • Why Zero-Based Budgeting Goes Wrong

    June 13, 2018 | Bain Brief

    Few management tools can match zero-based budgeting (ZBB) as a way to overhaul the practices that keep a company from reaching its full potential. That is why so many business leaders see it as a no-brainer to manage costs better and drive strategic thinking at all levels of the organization.

  • A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes

    June 07, 2018 | HBR.org

    Poor pricing practices are insidious—they damage a company’s economics but can go unnoticed for years. Consider the case of a major industrial goods manufacturer that was struggling with low profit margins, relative both to competitors and to its own historical performance.

  • Is Pricing Killing Your Profits?

    June 07, 2018 | Bain Brief

    Poor pricing practices are insidious—they damage a company’s economics but can go unnoticed for years. For example, a major industrial goods manufacturer struggled with low profit margins, relative both to competitors and its own historical performance.

  • Is That Customer Worth Your Time?

    June 05, 2018 | Bain Brief

    “I would buy more from you if I saw my sales rep more often.” It’s a common lament from buyers in many business-to-business (B2B) markets. And it stems from the fact that many sales representatives are squeezed for time and thus not as available as they once were.

  • To Raise Pharma Productivity, Ask the Customer

    June 05, 2018 | Bain Snap Chart

    With traditional routes to raising commercial productivity stalled, some leading pharmaceutical firms have found an effective alternative: focusing on the doctor's overall experience.

  • Are Your Sales Reps Wasting Their Time?

    June 01, 2018 | IndustryWeek

    Failure to understand and guide your people in this role leads to overstretched teams and undermines basic sales principles.

  • Stephen Mewborn: Uncovering Pricing Opportunities in Large Product Portfolios

    June 01, 2018 | Bain video

    Bain Partner Stephen Mewborn discusses different pricing models that companies can implement without harming profitability or customer relationships.

  • Bain & Company's Keith Bevans named to the EMpower 100 Ethnic Minority Executives list, presented by the Financial Times

    May 31, 2018 | Press release

    Keith Bevans, a Chicago-based partner with Bain & Company and global head of the firm’s consultant recruiting, has been named by the Financial Times as one of the 2018 “Empower 100 Ethnic Minority Executives.”

  • Reinventing Your Business Model for Digital

    May 30, 2018 | Bain Brief

    Everyone thinks about Netflix as a digital native. The company delivers content via any device, produces TV shows and films using reams of customer data, and is even headquartered in Silicon Valley.

  • How Advanced Analytics Is Changing B2B Selling

    May 10, 2018 | HBR.org

    B2B companies can avoid the commodity trap through machine learning and advanced analytics.