CFO

Use data to deliver an exceptional client experience: Step by step

Introduction Obtaining a single view of the customer can be extraordinarily difficult, but it is the only way in which organizations can understand the preferences and buying habits of their most profitable customers and create a superior experience. Deriving those insights takes more than simply obtaining, collecting and storing information; it means harnessing that information […]

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Step-by-Step: Prepare for a seat on a board of directors

Tap your network to research corporate governance Step 1: Gain relevant experience. A board seat with a large public company is unlikely to be your first experience. Start looking for opportunities where you can get board experience quickly. Boards of local nonprofits, an industry organization, a university and smaller companies are good places to start. […]

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Steve Morlidge: Financial management enters a new age

An accountant by training and with a quarter century of finance experience behind him, Steve Morlidge marries an entrepreneur’s instinct for reimagining traditional processes with a logician’s understanding of general ledger fundamentals. That may explain why he is much in demand as a thinker and advisor. A visiting fellow with the Centre for Business Performance […]

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Cordell B. Sweeney: Predictive analytics for the ‘nectar of the hipster gods’

Last spring, Time magazine dubbed Pabst Blue Ribbon the “nectar of the hipster gods.” Maintaining such momentum amidst hundreds of microbrews and regional brands is a tall order. As the largest American-owned brewery, Pabst Brewing Company needs all parts of the business—particularly the finance team—delivering business value, not just for the flagship brand, but for […]

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David Reibstein: Demystifying how finance accounts for marketing

It’s hard to imagine there is anyone anywhere that thinks more about marketing ROI than David Reibstein, the William Stewart Woodside Professor of Marketing at The Wharton School of the University of Pennsylvania. He has written dozens of research papers on the subject. He writes books with titles like, “Marketing Metrics: The definitive guide to […]

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Stephen M. Saft: Managing breakneck change

Few industries have had to adapt to game-changing developments more than healthcare has in the past several years. The launch of the Affordable Care Act has rewritten the rules for insurers, payers and consumers, and many healthcare companies are scrambling to keep pace. Stephen M. Saft, chief financial officer and chief administrative officer of HealthPlan […]

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Getting pricing right is mostly a science

Product pricing has long been considered part art, part science. Getting it right is crucial, since even the smallest fluctuations in pricing can have profound effects on revenue. And it’s an important component of the CFO’s mandate to keep costs down while supporting profitable growth. Big data is making it easier for CFOs to implement […]

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Hone your powers of persuasion

The role of the CFO is expanding beyond the domain of finance to include responsibilities for organization-wide strategy and growth. While this transformation gives CFOs the opportunity to step outside of their traditional roles, it also comes with some new challenges—not the least is how to motivate and lead people outside of the finance department. […]

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Know your customer better

CFOs who think that understanding the customer is marketing’s job should consider this: Enterprises with a strong understanding of their customers are 60 percent more likely to financially outperform their competitors.1 And that means everyone in the c-suite should know the customer, including those in the finance function. While CFOs may be new to figuring […]

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Be global and local

Can you be global and local? Many companies no longer have a choice. They must find a way to capitalize on global scope and scale while still maintaining the insight and adaptability of a local business in each market they serve. And often it is the CFO who is being asked to make this balancing […]

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Data drives better negotiations

Negotiation is an art. The ability to convince another party to meet your terms often employs emotion and psychology along the way, and can take decades to master. But competitive businesses can’t rely on a handful of seasoned negotiating stars to close key deals; they need a dependable, repeatable approach that can be learned and […]

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Take smarter risks and be willing to learn

Not long ago, many finance functions had the reputation of being the Business Prevention Unit. That is rapidly changing. The CFO’s leadership role is evolving from merely keeping score to accelerating performance. CFOs are now expected to help identify new opportunities for the business, and champion the pursuit of those opportunities despite inherent risks. Largely […]

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