AR Classics: The ups and downs of using consultants to select vendors (1990)

It’s Not That Simple, writes Efrem Mallach. Since World War II, the growth of management consulting has literally skyrocketed. At the beginning of this decade management consulting was a $32 billion industry. In the five ensuing years its economic growth had doubled.(n1) And nowhere has the impact of this growth made more of a mark Read more about AR Classics: The ups and downs of using consultants to select vendors (1990)[…]

AR Classics: Buyer beware on analyst advice

Admit it. You’re an advice junkie. Need proof? The industry analyst business rakes in more than $I billion annually, mostly from IS managers who seek advice on trends, vendors and products. Consultants take in even more for advice tailored to specific situation. If you spend that much on advice, you pay attention to it. Vendors Read more about AR Classics: Buyer beware on analyst advice[…]

AR Classics: Get Ahead of Analysts: The Murphy Approach

For several years in the 1990s I shared a household with an old golden retriever named Murphy. Murphy had ESP. He’d know exactly where one of us would want to be in five minutes. He would position himself right there, in the way. It didn’t matter if the place was the refrigerator, the best chair Read more about AR Classics: Get Ahead of Analysts: The Murphy Approach[…]

Four steps to successful spoken word audits

“You can’t manage what you can’t measure,” so corporate management always wants to measure analyst relations. It’s easy to count briefings and such, but that misses the point. One should audit results, not effort. The result you want, of course, is a shift in your favor (or favour, for the Brits reading this) in analyst Read more about Four steps to successful spoken word audits[…]