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SHORT TAKES

SHORT TAKES By the Numbers cer, Inc. found that 49.1% of the com­ enue in 2001 projected to reach $271 panies now have employment contracts billion, and $423 billion in 2005. •••••••••••••••••••••••••• with one or more of their senior execu­ IT services revenues in Western Most of the CEOs of fast-growing tives, compared to 46.9% in 2000 and Europe are expected to total $149 bil­ companies tracked by Pricewater- 40.3% in 1998. Nearly three-quarters lion in 2001 and to surpass $229 bil­ houseCoopers "Trendsetter Barome­ of the contracts were three to five years lion by 2005. Japans revenue will grow ter" have a real affinity for numbers. in length, and 52% had evergreen fea- from about $65 billion in 2001 to $86 More than seven in 10 "Trendsetter" tures-which automatically renew the billion by 2005. Asia/Pacific is forecast CEOs say they focus on three types contract at the end of the term. to be the fastest-growing region with of financial and operating informa­ revenue projected to be $31 billion Succession Success. Only 1% of tion, at least once a week: this year and $60 billion in 2005. companies polled by Development ■ Cash flow....73% at least week­ What You See Is What You Get. Dimensions International rate their ly, with 38% reviewing daily A recent survey by HR Solutions successio n management plans as ■ Total company sales....73% found a direct correlation between the "excellent," and about two-thirds weekly; 36% daily perceived visibility of senior manage­ describe them as "fair" or worse. But at ■ Accounts receivable....71% ment and senior management's per­ exemplary companies, DDI found that weekly; 26% daily. ceived concern about employees. there was a high organizational com­ At least one in five use the follow­ Employees were asked whether they mitment to succession management, ing information at least once a week: agreed with the following statements: middle managers and line managers ■ Sales by major categories of prod­ "Senior managers frequently visit my were included in succession planning, ucts/services...48% weekly; 18% daily department" and "Senior management and there was a focus on developing ■ Sales by geographic territory of this organization is concerned about leaders with specific skills needed to and/or major customers.... 37% week­ th e employees." Survey analysis drive organizational strategy. ly; 10% daily showed that for every 9% increase in Technology Spending. Worldwide ■ Direct expenses, especially satisfaction with the visibility of senior IT services revenue is projected to large or discretionary items.... 71 % management there was a correspond­ reach $554 billion in 2001, a 7.1% weekly; 26% daily ing 9% increase in satisfaction with increase over 2000 revenue of $517 ■ Gross profit margin for compa­ senior management's perceived con­ billion, according to Dataquest Inc., a ny and major products/services.... cern about employees. ♦ unit of Gartner, Inc. The industry is 27% weekly; 11% daily forecast to con­ ■ Average sales prices of major tinu e growing products or services... 23% weekly; through 2005, 9% daily when revenue ■ Costs of producing major prod­ will reach $865 ucts/services.... 22% weekly; 7% daily billion. Although Inventory (product sector compa­ only single-digit nies).... 29% weekly; 11% daily. growth is project­ Just the Facts ed through 2002, Gartner Dataque­ Persistence Pays. Dartnell Corpo­ st believes overall ration reported that while 80% of sales deman d will are made after the fifth call, 48% of bounc e back to sales people make one call and quit; double-digi t 24% make two calls and quit; but only growth from 2003 20% of sales people keep calling. through 2005. Taking Out a Contract. Employ­ North Ameri­ ment contracts are becoming more ca remains the prevalent for senior executives. In its leading region for analysis of recent proxy statements of the IT services, 350 large U.S. firm, William M. Mer­ with services rev­ Journal of Business Strategy │3 http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business Strategy Emerald Publishing

SHORT TAKES

Journal of Business Strategy , Volume 23 (1): 1 – Jan 1, 2002
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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0275-6668
DOI
10.1108/eb040212
Publisher site
See Article on Publisher Site

Abstract

By the Numbers cer, Inc. found that 49.1% of the com­ enue in 2001 projected to reach $271 panies now have employment contracts billion, and $423 billion in 2005. •••••••••••••••••••••••••• with one or more of their senior execu­ IT services revenues in Western Most of the CEOs of fast-growing tives, compared to 46.9% in 2000 and Europe are expected to total $149 bil­ companies tracked by Pricewater- 40.3% in 1998. Nearly three-quarters lion in 2001 and to surpass $229 bil­ houseCoopers "Trendsetter Barome­ of the contracts were three to five years lion by 2005. Japans revenue will grow ter" have a real affinity for numbers. in length, and 52% had evergreen fea- from about $65 billion in 2001 to $86 More than seven in 10 "Trendsetter" tures-which automatically renew the billion by 2005. Asia/Pacific is forecast CEOs say they focus on three types contract at the end of the term. to be the fastest-growing region with of financial and operating informa­ revenue projected to be $31 billion Succession Success. Only 1% of tion, at least once a week: this year and $60 billion in 2005. companies polled by Development ■ Cash flow....73% at least week­ What You See Is What You Get. Dimensions International rate their ly, with 38% reviewing daily A recent survey by HR Solutions successio n management plans as ■ Total company sales....73% found a direct correlation between the "excellent," and about two-thirds weekly; 36% daily perceived visibility of senior manage­ describe them as "fair" or worse. But at ■ Accounts receivable....71% ment and senior management's per­ exemplary companies, DDI found that weekly; 26% daily. ceived concern about employees. there was a high organizational com­ At least one in five use the follow­ Employees were asked whether they mitment to succession management, ing information at least once a week: agreed with the following statements: middle managers and line managers ■ Sales by major categories of prod­ "Senior managers frequently visit my were included in succession planning, ucts/services...48% weekly; 18% daily department" and "Senior management and there was a focus on developing ■ Sales by geographic territory of this organization is concerned about leaders with specific skills needed to and/or major customers.... 37% week­ th e employees." Survey analysis drive organizational strategy. ly; 10% daily showed that for every 9% increase in Technology Spending. Worldwide ■ Direct expenses, especially satisfaction with the visibility of senior IT services revenue is projected to large or discretionary items.... 71 % management there was a correspond­ reach $554 billion in 2001, a 7.1% weekly; 26% daily ing 9% increase in satisfaction with increase over 2000 revenue of $517 ■ Gross profit margin for compa­ senior management's perceived con­ billion, according to Dataquest Inc., a ny and major products/services.... cern about employees. ♦ unit of Gartner, Inc. The industry is 27% weekly; 11% daily forecast to con­ ■ Average sales prices of major tinu e growing products or services... 23% weekly; through 2005, 9% daily when revenue ■ Costs of producing major prod­ will reach $865 ucts/services.... 22% weekly; 7% daily billion. Although Inventory (product sector compa­ only single-digit nies).... 29% weekly; 11% daily. growth is project­ Just the Facts ed through 2002, Gartner Dataque­ Persistence Pays. Dartnell Corpo­ st believes overall ration reported that while 80% of sales deman d will are made after the fifth call, 48% of bounc e back to sales people make one call and quit; double-digi t 24% make two calls and quit; but only growth from 2003 20% of sales people keep calling. through 2005. Taking Out a Contract. Employ­ North Ameri­ ment contracts are becoming more ca remains the prevalent for senior executives. In its leading region for analysis of recent proxy statements of the IT services, 350 large U.S. firm, William M. Mer­ with services rev­ Journal of Business Strategy │3

Journal

Journal of Business Strategy – Emerald Publishing

Published: Jan 1, 2002

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