Charles River Associates Hires Expert in Strategic Sales and Marketing
BOSTON, September 23, 1999 Charles River Associates Incorporated (NASDAQ: CRAI) announced today that Stephen X. Doyle, one of the nations leading authorities on salesforce productivity, has joined the firms business consulting group as a vice president. He has consulted with more than 150 firms in industries ranging from financial services to pharmaceuticals on how to build profitable customer relationships.
"Steve Doyles wealth of consulting experience in strategic sales and marketing broadens the scope of our consulting services to corporate clients," said James C. Burrows, president and CEO of Charles River Associates. "For 20 years Steve has been at the forefront of research in organizational effectiveness and has applied his techniques to the benefit of dozens of major businesses. His work continues to be cutting-edge and results-oriented one of his current interests focuses on how companies can successfully integrate the management of major accounts and electronic commerce. Steves combination of expertise and progressive thinking brings a dynamic dimension to our business consulting practice."
Dr. Doyle integrates recent research findings from the behavioral sciences to develop innovative approaches in selling. His articles on sales task clarity and teamwork for todays selling have gained a wide audience. Dr. Doyle was formerly an instructor in the Executive Education Program at Harvard Business School, where he taught business-to-business marketing and strategic sales management. He also founded a New York-based sales and marketing consulting firm, Stephen X. Doyle Associates, and was vice president and managing director for The Plymouth Group, a data and information services consulting company. Prior to that position, Dr. Doyle was managing director of sales consulting for Towers Perrin, where he launched the firms sales management practice. He also served for 15 years on the faculty at the Iona College Graduate School of Business Administration.
Dr. Doyle has contributed numerous articles to such journals as the Harvard Business Review and the Journal of Health Care Marketing, and was a founding editor of the Journal of Personal Selling and Sales Management. While in the doctoral program at Harvard Business School, he was the first recipient of the AT&T Commemorative Fellowship, an award granted to a doctoral student conducting leading-edge research in organizational effectiveness.
Dr. Doyles current interests are salesforce motivation, integration of key account selling with electronic commerce, and strategic sales management. He has created, with a colleague at Harvard Business School, a computer-based program that helps corporations profitably manage their major accounts.
Dr. Doyle received a doctorate in business administration from Harvard Business School, a diploma from the London School of Economics, and bachelor of science degree from Manhattan College.
Charles River Associates is a leading provider of sophisticated economic and financial analysis, expert testimony and litigation support, and business consulting. The firm has offices in Los Angeles, Palo Alto, Berkeley/Oakland, Washington, DC, and Toronto, as well as its corporate headquarters in Boston. Its areas of expertise include antitrust, mergers and acquisitions, policy impact assessment, corporate finance, strategy and business operations, and regulatory economics. CRA has advised legal and corporate clients, government agencies, and other organizations in thousands of engagements since its founding in 1965.