The McKinsey Quarterly

Articles from No. 3, Summer

A New Era for European TV
Margins have been cut in half Schedule profitability versus ratings Operational skills are becoming key Europe's commercial television broadcasters are learning to their cost that structural advantage is not all it was once cracked up to be. VTM, the...
A Vision for Worksite Marketing
When executives at financial institutions talk about launching a worksite marketing program, their strategy seldom amounts to much more than selling products the way they have always sold them, except at work. Insurance companies want their agents to...
Bancassurance
Could banks he a new channel to sell insurance? Three partnership models After years spent locked in a regulatory battle over whether banks should be allowed to sell insurance, banks and insurance companies are recognizing that bancassurance - a French...
Channel Conflict: When Is It Dangerous?
Manufacturers today sell their products through a dizzying array of channels, from Wal-Mart to the World Wide Web and everywhere in between. Since most manufacturers sell through several channels simultaneously, channels sometimes find themselves competing...
Commercial Lines Insurance in Europe
The basis of competition is shifting from capital to knowledge Larger insurers are well placed to succeed Smaller players face a shrinking pie The commercial insurance landscape in Western Europe is changing. The good old days of capital-based competition...
Environmental Risk Management: Take It Back from the Lawyers and Engineers
It's time to follow three new golden rules Matching the right risks with the right remedies and the right owners Corporate environmental liabilities in the United States now stand at more than $250 billion. Many remain hidden on balance sheets, only...
Europe's Best Airline Network Managers May Have Won an Unassailable Lead
Five years ago, network management was little more than a theory to most European airlines. Many had heard of hub-and-spoke systems and network optimization, ideas developed in the United States following deregulation there, but few had begun to incorporate...
Food Biotechnology: Can You Afford to Be Left Out?
No. We are about to witness a revolution The challenge: managing an R&D web with a variety of partners But only a few major developers remain Much of the attention paid to biotechnology in recent times has focused on applications that are a long...
If Nike Can "Just Do It," Why Can't We?
Investing in your brand makes sense But trying to build a "power" brand, that's another story Industries and marketing capabilities play a key role There was a time when sneakers were just sneakers: cheap, all-purpose canvas shoes. The only big decision...
Personal Financial Services: A Question of Channels
Five key trends need to be recognized Success will rest on knowing what customers really want Personal financial services are in the midst of a transition. Once, competition was largely defined by regulation and geography; now, the industry is starting...
Reinventing Real Estate Closings
$30 billion in economic value could be created And many players could participate Buying a home without a realtor or lawyer In the united states, 25,000 residential real estate transactions are closed every day. Each of these complex deals requires...
Six Principles of High-Performance IT
The 1990s have been a time of great advances in information technology So why are companies struggling with their systems? How a few are getting big payoffs from IT The 1990s have been a time of great advances in information technology. So why are...
The Coming Battle for Customer Information
As consumers take control of information about themselves, companies will have to pay for it Companies have good reason to collect information about customers. It enables them to target their most valuable prospects more effectively, tailor their offerings...
The Real Impact of Internet Advertising
Will the Internet have as big an impact on advertising as radio and television did? Most marketing executives say no Here's why they are wrong How much impact is the Internet really having on advertising and marketing? Is it just another emerging...
The Real Power of Real Options
The case for applying options thinking to any strategic situation Adapting Black-Scholes to identify the right issues and the right actions You may want to increase uncertainty Over 30 years of operation, one North Sea oil company accumulated a portfolio...
What Leading Banks Are Learning about Big Databases and Marketing
Many banks believe they can improve profits through information-based continuous relationship marketing (CRM).(*) A better understanding of customer needs can help them acquire new customers, sell more products to those customers, and prevent other customers...
Why Investors Push for Strong Corporate Boards
CEOs who resist pressure for strong governance risk having institutional investors or regulatory bureaucrats tell them what kind of board they should have Trustees and staff of the California Public Employees' Retirement System are developing guidelines...