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Business practice
Cash visibility, vendor decisions, controls, pricing governance and the management routines of large organisations.
10 articles in Business practice
Cash visibility across business units and group companies
Profit is reported monthly, but cash moves daily across entities, banks and business units. This guide covers the cash view group finance needs, who should own each number, and the routines that keep it dependable.
Read articleBuild, buy or commission: a corporate guide to software decisions
Every large organisation eventually asks whether to build a system itself, buy a package or commission a vendor. This guide sets out the criteria, total-cost questions and accountability checks that make the decision defensible.
Read articleA measurable demand and pipeline model for enterprise marketing
Enterprise buying takes months and involves many people. A clear pipeline model, agreed definitions and a small set of honest metrics let marketing show what it contributes without inflating the numbers.
Read articleDocumented procedures and controls across departments and sites
Procedures that exist only in people's heads fail at handover and during audits. This guide covers what to document, who owns each procedure, how changes are approved and how to keep documents in use rather than on a shelf.
Read articleRequirements discovery and stakeholder alignment before commissioning a system
Most software overruns trace back to unclear requirements and unaligned stakeholders. This guide covers who to involve, what to ask, what to produce and when a discovery phase has done its job.
Read articlePricing governance for corporate products and services
In a large organisation, prices drift when nobody owns them. Here is how to set cost-to-serve, an approval matrix, discount authority and contract pricing rules that finance, sales and legal can all follow.
Read articleAccount segmentation and key-account focus for enterprise sales teams
Large sales teams cannot give every account the same attention. This guide explains how to segment accounts, pick key accounts on clear criteria, and keep the list honest as the market and your capacity change.
Read articlePerformance feedback and review routines across large teams
When hundreds of managers give feedback in their own style, ratings stop meaning the same thing. This guide covers consistent routines, written records and HR calibration that hold up across a large workforce.
Read articleEnterprise software selection: requirements, pilots and build versus buy
Choosing enterprise software is a process, not a demo day. This guide covers requirements, integration, security review, pilots, adoption, total cost of ownership and when custom development makes more sense than buying.
Read articleFollow-up discipline in long B2B enterprise sales cycles
Enterprise deals in Malaysia can take many months and pass through several departments. This guide covers stakeholder mapping, follow-up cadence, procurement steps and records that keep a long cycle moving without pressure.
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