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January 20, 2017 | Dr. Stephen Timme

Metric of the Month -- Efficiency Ratio

What time is it?? It’s metric time!!This month we’re talking about Efficiency Ratio. If you have clients in the banking industry, you no doubt hear this term repeatedly – but how is it really measured and why is it ...

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November 25, 2016 | Dr. Stephen Timme

Big Data and Data Analytics in the Banking Industry

Challenges in the economy have proven especially impactful to the Banking industry, but perhaps not the biggest and certainly not the only challenge forcing the banking industry to reinvent itself in many ways. ...

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October 24, 2016 | Dr. Stephen Timme

Cash is King.....isn't it?

  Recent LinkedIn headlines included an article by Christoper Mims titled, “Apple is sitting on 10% of all US corporate cash.”   Wow!  Really?  Since the Wall Street Journal reports that non-financial US companies are ...

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October 3, 2016 | Dr. Stephen Timme

Unlocking Hidden Value

In good times, motivating companies to change is a challenge. It’s understandable. From their perspective, why mess with a good thing? Far too often, good economic times provide cover for less than stellar business ...

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July 25, 2016 | Dr. Stephen Timme

What's on the Chief's Mind?

We came across PWC’s 16th Annual Global CEO Survey recently. For value-based sellers looking to align with their clients’ key goals and initiatives, there’s some good info in it. The survey, titled “Dealing with ...

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May 23, 2016 | Dr. Stephen Timme

Can we talk? (numbers, that is)

Every year for the past several years, Gartner Research has partnered with the Financial Executives Research Foundation to survey CFOs on current trends, focus areas, etc. The most recent results, released last summer, ...

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November 19, 2015 | Dr. Stephen Timme

What time is it?? It’s metric time!!

Last week we introduced a new monthly series for our blog called the METRIC OF THE MONTH. Welcome to our first posting of the series. Our company is all about helping sales professionals who aren’t financial experts, ...

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October 28, 2015 | Melody Astley

The Dreaded “No Decision” – 3 Checkpoints to Predict and Avoid It

For many of us and our clients, fall signals the homestretch of the fiscal year. How time flies! The time is now to deliver your commitments to the business and to over-achieve your quotas. With all of the great ...

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September 23, 2014 | Becca Sundal

Metric of the Month - Days Sales Outstanding

What time is it?? It’s metric time!! This month we’re talking about Days Sales Outstanding. If you have clients in industries like utilities, telecom, or manufacturing, you no doubt hear this term frequently – but how ...

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August 28, 2014 | Dr. Stephen Timme

The KPI Connection – SG&A

On Tuesday we posted the metric of the month (SG&A). Today we’re going to take it one step further and talk about how SG&A translates into – or “connects” -- to key performance indicators (KPIs)….in other words, things ...

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May 8, 2014 | Dr. Stephen Timme

Understanding Opportunity Costs - for your life, your sales, and for your customers

I met with a client last week to discuss how to use our modeling tools to create a better business case. We made good progress on the technical elements of the case – the ROI, payback period, IRR – but when we got to ...

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March 27, 2014 | Dr. Stephen Timme

The KPI Connection – Benefits and Claims as a % of Revenue

On Tuesday we posted the metric of the month (Benefits and Claims as a % of Revenue or Loss Ratio this month). Today we’re going to take it one step further and talk about how the Loss Ratio translates into – or ...

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