White Papers

Making Smart Grid a Reality

Tim Gunter, Vice President, North Highland
Ian McRae, Partner, LiTMUS
Gus Van Leerdam, Advisor, Twynstra Gudde
What is Smart Grid? While a common definition is emerging, its application varies widely from one power company to the next. For many utilities, the scope of what they include in their Smart Grid-related initiatives ranges from modest infrastructure upgrades to a broad "smart energy" program...
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How Do Successful Government Agencies Meet Today's Performance Expectations?

Jim Neal, Vice President, North Highland
Cindy Dye, Principal, North Highland
Federal leaders are under more pressure than ever before to reduce costs, justify budget requests and spend plans, and demonstrate achievement of performance goals...
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The CFO Perspective:
Transforming Finance into a Valued Business Partner

Nancy Neuringer, Principal, North Highland
John Rolfs, Principal, North Highland
Gone are the days when Finance was synonymous only with routine efforts inspiring fear, boredom, or both on the part of business leaders. Today, urgent changes in the business environment require CFOs to drive sustainable value creation in their organizations...
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Are Retiring Baby Boomers Worth Keeping?
And Other Questions Management Should Be Asking

Scott Cranford, Sr. Consultant, North Highland
The historic Baby Boomer generation has begun its transition into retirement – and the reverberations will be felt in virtually every corner of business and the public sector for years to come...
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Confronting the Conundrum:
How to Improve Performance with Execution Built on Solid, Time-Proven Fundamentals

Andy Mayfield, Vice President, North Highland
The leaders of America's top companies face a serious problem that affects every aspect of their performance. Every year, these companies launch new strategic initiatives aimed at growing the bottom line – and every year, the majority struggle to deliver on the desired expectations...
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How Winning Companies Retain Customers:
Leveraging a Comprehensive Churn Management Approach to Improve Margins

Trace Hawkins, Principal, North Highland
Each morning, sales executives across the globe marshal their resources in coordinated efforts to acquire new customers. Little expense is spared. Sales teams employ special promotions, reward programs, techniques for winning trust, and an exorbitant volume of invaluable customer data...
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Win More Sales Opportunities:
How to Conduct a Win/Loss Opportunity Analysis

Michael Perla, Principal, North Highland
Given the rising pre-sales investment to pursue and win opportunities today, it's even more important that organizations know why they are winning and losing sales opportunities. However, most firms, by their own admission, are weak in performing this analysis...
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