Viktor Riemer

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Find the Customers Your Competitors Are Offending

In a targeted effort to appeal to Gen Y, Pizza Hut offered free pizzas for life to any attendee of last October’s presidential debate who dared ask President Obama or Governor Romney, “Sausage or Pepperoni?” Outraged by the mockery to the democratic process, millennials shamed the popular company …

Free Yourself from Conventional Thinking

Groundbreaking ideas are no longer a luxury when success is contingent upon an organization’s ability to adapt, innovate, and improve. We need look no further than Kodak, Sears, or Sony for validation that status-quo thinking is the fast-track to failure. How, then, can organizations break free of …

Use Sales Linguistics to Structure Winning Presentations

During the past few months I’ve sat through hundreds of presentations while attending conferences and the company meetings of my clients. Overall, I would rate half of them as being average and a quarter of them as just plain terrible. How can we all work to improve those numbers?<p>There’s an …

Why Managers Haven’t Embraced Complexity

Nobody would deny that the world has become more <i>complex</i> during the past decades. With digitization, the interconnectivity between people and things has jumped by leaps and bounds. Dense networks now define the technical, social, and economic landscape.<p>I remember well when the idea of applying …

A Better Way to Think About Your Business Model

The business model canvas — as opposed to the traditional, intricate business plan — helps organizations conduct structured, tangible, and strategic conversations around new businesses or existing ones. Leading global companies like GE, P&G, and Nestlé use the canvas to manage strategy or create …

Good Conflict Makes a Good Board

Anyone who has served on a board of directors can appreciate that each board has its own characteristic rhythm, social rules and level of effectiveness. I’ve been advising boards and management teams for 25 years as a consultant and C-Suite executive, and have served on several corporate boards, …

New Research: What Sets Effective Middle Managers Apart

Over the past 20 years, no group has endured greater pain and humiliation within organizations than mid-level managers (MLMs — managers from two levels below the CEO down to the line managers). Before the IT revolution, MLMs wielded genuine power within companies, acting as gatekeepers of crucial …

The Power of Purple Pricing

Any business trying to sell its products profitably must have some idea of what sales and hence revenue would be at different prices. Suppose we double our prices. Sales will fall, but will margins go up so much that it is worth it? Suppose we halve our prices. Margins will fall, but will sales go …