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The Institute for the Study of Business Markets

Just what is a good business investment in today’s business environment?

It’s tough to know today: turbulent markets, increased competition, distribution channels in flux, price pressures – where do you focus resources for best impact?  What are pathways to the right decisions?  How do you know how to best navigate the business environment in 2004 and beyond?

A few things are clear:  it’s a time to be the best you can be. To have access to the best tools and know-how.  To invest in those activities with real leverage for you and your firm–that have the potential to make your business decisions better, more on target, more effective…

In these times, membership in the ISBM will be valuable for you and your firm in many ways. 

Fast answers—right  when you need them: Leading-Edge B-to-B Thinking.  Made Practical.  Just in Time. 

Click Here to Download an: Overview Presentation of the ISBM

Call us with a question or problem.  Chances are we’ll have on the spot insights which can help.  We can connect with marketing professionals from a broad spectrum of firms, as well as THE leading practical academic researchers spanning business marketing practice.  You and your firm will be part of the largest network of business-to-business marketing professionals, educators, and researchers of its kind in the world.   

You and your team gain practical insights, benchmarking cases, tools, tips, and tricks from our eight ISBM consortia.  These communities of practice “drill down” into today's challenges and tomorrow's trends to enable more effective and profitable business marketing:

• Business Marketing Web Consortium

• Business Marketing Educators Consortium

• Business Branding Consortium

• New Product Development Consortium

• Business Market Research Consortium

• Business Segmentation Consortium

• Key Account Management Consortium

• Distribution Consortium

You and your firm will connect with up-to-the-minute perspective and leading-edge thinking on important issues facing business marketers at our two Members Meetings each year.

• Our August 14-15, 2003—Our 20^th Anniversary—Meeting addressed: The Future of Value-Based Business Marketing and Sales – New Approaches and Perspectives for Today’s Markets.”

• Our February 26-27, 2004 Meeting will focus on:  “Business Marketing – Beyond the Plan:  Keys to Execution and Getting it Done.”

• Special Value: All of our meetings are “Key Point Summarized” on our Website, so you can retrieve what you need, when you need it. See www.isbm.org for more…

ISBM publications, working series papers, and our website provide members fast access to leading-edge thinking in business marketing. 

Gain New Knowledge/Tools/Techniques from ISBM Seminars in Business Marketing:

• Value and Pricing Strategy

• SmartPricing ™ in business Markets

• Competitor Analysis and Intelligence

• Winning at New Products for Business and Industrial Markets

• Harvesting Customer Value (Segmentation Marketing)

• Rethinking Distribution Channels

• Managing Brand Equity in Business Markets

• Developing Next Generation Integrated Marketing Communications

• Creating and Managing Successful Strategic Alliances

• Planning Profitable B-to-B eBusiness Strategy

• Effective Marketing Across Countries, Customs, Cultures, and Currencies

• Power Tools for Marketing Managers: Marketing Engineering

• Portfolio Management for New Products

• Building Effective B-to-B Marketing Plans

• Marketing Strategy in Business Markets

New:  The ISBM B-to-B Sales Series: An all-new roster of courses for the B-to-B selling team, including:

• Selling Skills in Customer-Driven B-to-B Markets

• Business Markets Sales Management

• Value-Based Selling in Competitive Markets

• Selling With and Through Manufacturers Representatives

• Selling With and Through Distributors

• Phone Sales in Business markets

• High-Level Strategic Selling

• Key Account and Customer Relationship Management

We offer complete curricula through spot courses—on your site or in “open programs” scheduled through the year.  Programs are under way with PPG, Teleflex, Unisys, Kennametal, and more…

You and your firm will have fast access to the results of ISBM-supported research shaping the practice of business marketing.

• Over 100 Working Series Papers now available to you on the ISBM Web site.

• ISBM Business Marketing Doctoral Support awards identify and nurture the best new, innovative and practical thinkers in business-to-business.

• ISBM supports over 70 research projects at universities throughout the world in areas such as:

ISBM Membership -- What is the value of more effective Business Marketing Practice? 

• One better decision, based on tools learned at an ISBM course, net $30M in upside profits/year.

• ISBM marketing engineering tools helped create a 43% impact in positioning a new offering in an ISBM Member campaign.

• Members have actually left our courses—mid stream—to stop and more profitably rethink product launches.

• Before a big decision, members routinely call to connect with world leaders for perspective, check points, tips, and comparable cases.

Help yourself and your firm to stay on the cutting edge—become part of  ISBM!

Contact us: 814 863 2782,    

email: ISBM@psu.edu or visit:  www.ISBM.org  

This site is for educational purposes and for the advancement of Business to Business Practices. © Ralph Oliva, 2003