COVID-19 Resource Center

Competitive Conversion Framework

July 1, 2020

Strategy

Converting competitive accounts can be challenging and frequently marketing and sales executives will adapt and adjust based on gut feel or experience alone. The result of this practice is often is more of the same, some wins, some losses, and rarely that desired breakthrough. BCE regularly supports clients in defining a structured and repeatable approach to assessing past successes and failures then optimizing the response to win competitive business via our Competitor Conversion Framework.

Authors

Walter Shepard

Principal, Yarmouth

Give Radical Candor a Try

Feedback is essential to growth, and giving feedback is core to the management function. So why do so many managers struggle to give feedback effectively?

In Support of Indirect Costs

Caps on indirect costs have been a polarizing issue in the social sector for many years. Once they were the most ubiquitous measure of administrative efficiency employed by philanthropic institutions. Today more and more leading voices in philanthropy are calling into question the true utility of these tools.

Embracing the Digital Health Transformation

COVID-19 has forced many health systems to adopt telehealth tools. Even for systems at the forefront of telehealth experimentation, implementation and utilization was extremely uneven before the current public health crisis. Before considering scaling these nascent telehealth programs into more robust digital health offerings, leaders must evaluate how these capabilities align to long-term digital health strategy.