Publications / Reports

Construction Trade Convergence

New Trends require re-thinking Business Models

The trend towards energy efficiency, “green building” solutions, renovation or value-added services, means that previously distinct construction trades and value chain structures are beginning to converge. Established construction companies, material suppliers or technical building equipment providers: who will win the race to gain most of future market share? Is it time now for forward looking entrepreneurs to start innovating their business to outcompete their peers?

Released: May 2012

Download File Construction_Trade_Convergence.pdf (.PDF, 1.1 MB)

Marketing & Sales Excellence

A global benchmarking study on Marketing & Sales Excellence by Arthur D. Little

Marketing and Sales Excellence is critical to success: Our compelling benchmark study across industries identifies room for improvement for your company.

Arthur D. Little and the Leipzig Graduate School of Management are jointly running an ongoing cross-industry benchmarking study to identify key drivers and determinants of Marketing and Sales Excellence across various industries. Over the last years, more than 130 mainly internationally operating companies have already participated in the regularly updated study. Comparison of the cross-industry insights allows for new starting points to achieve Marketing & Sales Excellence according to best in class performance of individual companies and industry sectors. The INSIGHT provides a first overview on the study and potential benefits.

For more information, please see http://www.adlittle.com/marketing_and_sales_excellence.html

Released: May 2012

Download File S_O_2012_Insight_MSE_01.pdf (.PDF, 47 Kb)

The Curing Company

Finding a New Business Model to Relaunch the BioPharma Industry

Highly successful drugs, sometimes known as blockbusters, have a great impact on healthcare as they treat a large number of patients, and are most frequently indicated in common, often chronic conditions. This guarantees a high level of usage and therefore a profitable drug, however the premium placed upon producing such drugs can result in smaller conditions being neglected. Due to the private nature of the pharmaceutical industry, and because there is more money in developing ‘blockbuster’ drugs capable of treating common diseases, the healthcare industry faces numerous challenges as rarer diseases which may be just as life-threatening see fewer drugs entering trials. In this article, we propose a new business model using the available technologies to achieve the necessary transformation.

Released: May 2012

Download File ADL_The_Curing_Company.pdf (.PDF, 890 Kb)

Managing the Customer Experience

Going from Good to Great

In its latest Viewpoint “Managing the Customer Experience: Going from Good to Great”, Arthur D. Little presents thoughts, experiences and methodology on how to become great at customer experience management.

Despite the fact that Customer Experience Management (CEX) has been around for many years now, most companies still struggle to become great in delivering a superior experience to their customers. Today, Customer Experience Management is more important than ever as it plays a critical role in companies’ ability to differentiate. Also, companies outside the telecommunications industry, such as Apple or market players offering OTT services, are raising the bar of customers’ expectations of products and services.

How does a company go from good to great? In our view, it is about delivering a branded, personalized, end-to-end experience across all touch points. For most companies, this requires a major transformation to become customer-centric across all activities. The ultimate objective is for the experience to exceed customers’ expectations, appeal to the customer on an emotional level and turn him into a fan.

Released: April 2012

Download File S_O_2012_Managing_Customer_Experience_final.pdf (.PDF, 738 Kb)

'Triangulate' your IT for Business Value

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The days of IT as a pure enabler function for companies are over – and with it the role of the CIO/CFO. Instead, his role is shifting towards the ”balancing” power in enterprises, being responsible for operational stability, innovation and business value generation simultaneously. How companies can do their homework and prepare the ground for the CIO of tomorrow.

Released: April 2012

Download File ADL_Triangulate_your_IT_towards_business_value.pdf (.PDF, 304 Kb)

LTE Spectrum and Network Strategies

Strategic Options for Mobile Operators in Dynamic 4G Mobile Markets

The LTE spectrum auctions across Europe are the start of LTE becoming market reality. Operators are focusing on one of two spectrum strategic options: major investments into 800 MHz or smart hybrid multiband solutions with >1GHz spectrum on 1800, 2600 FDD and TDD bands. These options are linked to their network deployment strategies and are increasingly implemented via network cooperation agreements. By choosing smart spectrum and network deployment strategies, operators can improve their position in dynamic 4G markets.

Released: March 2012

Download File ADL_LTE_Spectrum_Network_Strategies.pdf (.PDF, 1.0 MB)

The Connected Car – Finally Coming True?

How OEMs Overcome Startup Hurdles and Achieve Competitive Advantage

The vision of the “connected car” or more general “connected vehicle” has been around for some time without significant impact in the industry. Today however, the mobile internet is growing in importance and the topic is back on the agenda of the OEMs – but despite a more standardized and capable infrastructure, the key questions remain the same: What are the most relevant services for customers, OEMs, and other service providers such as banks and insurance companies? How to position and manage this complex ecosystem? And finally: How to generate revenues through ”connected vehicle” services?

Released: February 2012

Download File ADL_AMG_2012_Connected_Car.pdf (.PDF, 966 Kb)

Let the Shop Come to You

mCommerce – Becomes a Business

Game-changing smartphone applications in the Consumer Goods and Retail industry are impacting the way consumers shop, communicate, access information, and plan their time. For retailers, at the end of the day, it’s about how and where the consumer decides to spend his money.

Released: November 2011

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Download File Arthur_D_Little_CGRP_2011_Smartphone_Viewpoint.pdf (.PDF, 844 Kb)

Disruptive Threat or Innovative Opportunity?

Scenarios for Mobile Voice OTT

Many traditional Telcos are complacent that voice OTT is either a niche technology championed by cash strapped challengers unlikely to cause major upset or an opportunity of modest proportion hampered by poor monetization, inferior QoS and challenged business models. Pending choices both in terms of operator responses, regulatory action and monetization efforts among the OTT players themselves, OTT could remain as it has in the past - an innovative breeze only - or develop into a disruptive force. The mobile voice OTT development scenarios under which these options may result in are outlined in this viewpoint. Whichever the scenario, operators must adjust their strategies to a world of OTT presence.

Released: November 2011

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Download File ADL_OTT_Disruptive_threat_or_innovative_opportunity_v2.pdf (.PDF, 344 Kb)

The Future of Urban Mobility

Towards networked, multimodal cities of 2050

Management consultancy Arthur D. Little’s new global study of urban mobility assesses the mobility maturity and performance of 66 cities worldwide and finds most not just falling well short of best practice but in a state of crisis. Indeed it is not putting it too strongly to say that many cities’ mobility systems are standing on a burning platform and if action is not taken in the very near future they will play a major role in slowing the growth and development of their host nations.

Released: October 2011

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Download File ADL_Future_of_urban_mobility.pdf (.PDF, 2.6 MB)