Publications

  • Soul Searching: True Transformations Start Within

    June 14, 2018 | Bain Brief

    Going around the table, each member of the executive committee agreed that the firm's plan to transform its multibillion-dollar retail business was ready to roll. It was make or break, and the organization's people would determine the difference.

  • Breakthrough Design for a Better Customer Experience and Better Economics

    June 13, 2018 | Bain Brief

    Great design goes beyond the digital veneer to coordinate the company's employees, partners, physical channels and economic objectives.

  • Lisa Koetter: Grocery Retailing, Reimagined

    June 13, 2018 | Bain video

    Bain Partner Lisa Koetter discusses five things traditional grocers can do to stay competitive as customer expectations change.

  • 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.

  • Experience Is the New Product; Here's How to Manage It

    June 12, 2018 | Bain Brief

    Most companies take an internally oriented approach to organizing around products, processes and functions such as risk management and marketing. But a few pioneering companies have begun to organize around how customers experience their products and services.

  • The Cure for AI Fever

    June 08, 2018 | Bain Brief

    The companies that most successfully use artificial intelligence know that a simple tool is not the fix; they trust the AI process.

  • 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.