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strategy and business

Benson P. Shapiro

All articles by Benson P. Shapiro

Commodity Busting: Be a Price Maker, Not a Price Taker!

Business is about making money, not measuring macho. The scrap heap of corporate disasters is littered with managers whose ego drive overwhelmed good sense..
April 1, 1998  - by Benson P. Shapiro

Strategic Sales Management: A Boardroom Issue

With the marketplace changing so rapidly and product lives shortening, sales has become a strategic issue. But how do you make certain it is managed properly and that a company's best customers are satisfied? You do it by making sales a boardroom issue.
July 1, 1997  - by Benson P. Shapiro, Adrian J. Slywotzky, and Stephen X. Doyle

How to Stop Bad Things from Happening to Good Companies

Catching the right moment to take action when successful business models begin to wane requires skilled detection work and the courage to face reality. In the second article of a two-part series on value migration -- the process by which changing markets and new competitors threaten a company's equilibrium -- a system of early-warning diagnostics is recommended.
January 1, 1997  - by Benson P. Shapiro, Adrian J. Slywotzky, and Richard S. Tedlow