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- September 24, 2024
- Article
4 Steps That Can Optimize Your Sales Process
By: Frank V. Cespedes, Scott Peterson and Daniel Weinfurter
Sales is a performance art where outcomes matter, so most advice here focuses on closing the sale. But a close is the result of actions and choices that occur earlier in the process: how much time and effort to spend on customer discovery (understanding what and to... View Details
- Winter 2024
- Article
Return to Office Decisions: A Culture Question?
By: Yo-Jud Cheng and Boris Groysberg
Company culture is an important source of competitive advantage and differentiation. Even in times of
crisis, leaders must attend to their company’s culture, designing it in alignment with their strategy and
priorities. One of the most consequential decisions
that... View Details
- May 2024
- Case
Leading Culture Change at Microsoft Western Europe
By: Amy C. Edmondson and Cat Huang
In 2023, Cindy Rose, President of Microsoft Western Europe, faced a critical decision. Rose grappled with the potential impact of widespread layoffs on psychological safety and the cultural transformation she had championed since her arrival. When Rose had first joined... View Details
- April 2024
- Case
Michelin in Motion: Putting Purpose to Work
By: Hubert Joly, Nitin Nohria and Emilie Billaud
When he became CEO, facing limited growth prospects, a low valuation, and therefore a stagnating share price, Menegaux and his team launched a set of initiatives to reposition Michelin. These included (1) articulating a clear purpose (“We care about giving people a... View Details
Keywords: Transformation; Talent and Talent Management; Innovation Strategy; Leading Change; Goals and Objectives; Growth and Development Strategy; Management Practices and Processes; Organizational Culture; Identity; Motivation and Incentives; Corporate Strategy; Diversification; Value Creation; Mission and Purpose; Valuation; Manufacturing Industry; Rubber Industry; Transportation Industry; Europe; France
- March 2024 (Revised September 2024)
- Case
Supercell 2.0: Clash of Plans
By: Jeffrey F. Rayport and George Gonzalez
Founded in 2010, Supercell was a Helsinki, Finland-based mobile gaming company that had developed and launched five global hit mobile games: Clash of Clans, Clash Royale, Hay Day, Brawl Stars, and Boom Beach. The company’s early philosophy was that it could produce... View Details
- March 2024 (Revised April 2024)
- Supplement
From 'BIG' Ideas to Sustainable Impact at ICL Group (B)
By: Linda A. Hill and Lydia Begag
In August 2023, Raviv Zoller, CEO of ICL Group, discussed his upcoming business trip to St. Louis with Eduard Croitoru, VP of ICL Corporate Initiatives, to commemorate the construction of ICL's new $400 million advanced manufacturing facility. In preparation for the... View Details
Keywords: Change Management; Agribusiness; Accounting; Communication; Renewable Energy; Chemicals; Machinery and Machining; Metals and Minerals; Mining; Social Entrepreneurship; Corporate Entrepreneurship; Values and Beliefs; Environmental Sustainability; Natural Resources; Globalization; Information Technology; Collaborative Innovation and Invention; Leadership; Organizational Culture; Personal Development and Career; Partners and Partnerships; Manufacturing Industry; Agriculture and Agribusiness Industry; Chemical Industry; Battery Industry; Israel; United States; China
- March 2024
- Case
Nomad: A License to Bank
By: Paul A. Gompers and Pedro Levindo
In late 2023, Lucas Vargas, CEO and co-founder of Nomad, a fintech that offered financial services in the United States for Brazilian residents, had to decide what to do to ensure the company’s continued expansion. Nomad launched its first product, a U.S. digital bank... View Details
Keywords: Mergers and Acquisitions; Business Startups; Customer Satisfaction; Decision Making; Entrepreneurship; Banks and Banking; Initial Public Offering; Global Strategy; Growth and Development Strategy; Brands and Branding; Marketing Strategy; Product Launch; Organizational Culture; Going Public; Ownership Stake; Innovation and Invention; Strategic Planning; Business and Government Relations; Business and Stakeholder Relations; Risk and Uncertainty; Business Strategy; Competitive Advantage; Corporate Strategy; Diversification; Expansion; Vertical Integration; Leadership; Law; Banking Industry; Technology Industry; Service Industry; Brazil; United States; North America; Latin America
- March 2024 (Revised August 2024)
- Case
Darktrace: Scaling Cybersecurity and AI (A)
By: Jeffrey F. Rayport and Alexis Lefort
In 2023, Darktrace CEO Poppy Gustafsson was contemplating her growth strategy at a leading U.K.-based cybersecurity venture, launched in 2013 by a group of anti-terror cyber specialists, University of Cambridge mathematicians, and artificial intelligence (AI) experts.... View Details
Keywords: Technology; Talent; Scaling; Entrepreneurship; Cybersecurity; Leadership; Business Growth and Maturation; Recruitment; Resignation and Termination; AI and Machine Learning; Growth and Development Strategy; Organizational Culture; Going Public; Technology Industry; United Kingdom; Europe; United States
- January 2024
- Supplement
Buurtzorg
By: Ethan Bernstein and Tatiana Sandino
As co-founders of home nursing company Buurtzorg, Jos de Blok and Gonnie Kronenberg prized both self-management and organizational learning. Buurtzorg’s 10,000 nurses across 950 neighborhood nursing teams in the Netherlands were empowered to manage themselves, both in... View Details
- January 2024
- Supplement
Winning Business at Russell Reynolds
By: Ethan Bernstein and Cara Mazzucco
In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting—and... View Details
- January 2024 (Revised June 2024)
- Case
School of Rock: Tuning into Structured Empowerment (A)
By: Tatiana Sandino, Jeffrey Rayport, Samuel Grad and Stacy Straaberg
In summer 2021, School of Rock was a youth-oriented music education company with 291 franchise- and company-owned schools globally. Before CEO Rob Price’s hire in 2017, School of Rock’s nonconformist rock ‘n’ roll culture led to variability in teaching styles,... View Details
Keywords: Business Growth and Maturation; Business Plan; Change Management; Transformation; Communication Strategy; Decisions; Curriculum and Courses; Teaching; Employee Relationship Management; Knowledge Sharing; Leadership Style; Business or Company Management; Growth and Development Strategy; Management Style; Marketing Strategy; Mission and Purpose; Organizational Change and Adaptation; Organizational Culture; Organizational Structure; Franchise Ownership; Performance Expectations; Performance Improvement; Strategic Planning; Attitudes; Conflict Management; Corporate Strategy; Applications and Software; Technology Adoption; Education Industry; Music Industry; Massachusetts; United States
- January 2024 (Revised May 2024)
- Case
Uncle Nearest: Creating a Legacy
By: Hise Gibson, Archie L. Jones, Nicole Gilmore and Ai-Ling Jamila Malone
Fawn Weaver, as a Black woman and industry outsider in a capital-intensive, highly regulated, competitive and male-dominated spirits industry, successfully overcame numerous obstacles to launch a premium American whiskey brand, Uncle Nearest in 2017, which became the... View Details
Keywords: Advertising; Business Startups; Customer Focus and Relationships; Decisions; Forecasting and Prediction; Age; Ethnicity; Gender; Entrepreneurship; Working Capital; Innovation Leadership; Innovation Strategy; Intellectual Property; Trademarks; Leadership Style; Growth and Development; Growth and Development Strategy; Product Marketing; Product Launch; Marketing Strategy; Mission and Purpose; Organizational Culture; Private Ownership; Performance Effectiveness; Strategic Planning; Problems and Challenges; Prejudice and Bias; Social Issues; Competition; Competitive Strategy; Expansion; Entrepreneurial Finance; Food and Beverage Industry; Tourism Industry; United States; Tennessee; France
- December 8, 2023
- Article
What Makes a Company Great at Producing Leaders?
By: Sarah Abbott, Robin Abrahams and Boris Groysberg
GE is well known as an “academy company”—a talent incubator that exports effective leaders to other organizations and even industries. To better understand which companies are top talent incubators today, the authors worked with the Official Board, a firm that provides... View Details
- November–December 2023
- Article
Storytelling That Drives Bold Change
By: Frances X. Frei and Anne Morriss
When tackling urgent organizational problems, leaders usually work hard to identify underlying causes, tap a wide range of knowledge, and experiment with solutions. But once they’ve mapped out a plan, there’s one more crucial step they must take: crafting a story so... View Details
- October 2023 (Revised April 2024)
- Case
ghSMART & Co: Building and Scaling a Time Smart Firm
By: Ashley Whillans and Sara Coronel Rodriguez
"For ghSMART, freedom is the first principle from which all good things flow”—Geoff Smart, Chairman and Founder, ghSMART. ghSMART was a leadership advisory firm that was grounded in the principle of freedom. Talented Consultants and Partners could work remotely from... View Details
- October 2023
- Case
Driving Sustainability at AB InBev
By: Ethan Rouen and Antonio Manuel Oftelie
It was the height of the summer in 2022, and Michel Doukeris, the CEO of Anheuser-Busch InBev (AB InBev), and Peter Kraemer, the company’s Chief Supply Officer, gazed across the vast desert surrounding Zacatecas, Mexico. They were visiting their Grupo Modelo Brewery,... View Details
- 2023
- Book
Move Fast and Fix Things: The Trusted Leader's Guide to Solving Hard Problems
By: Frances X. Frei and Anne Morriss
Speed has gotten a bad name in business, much of it deserved. When Facebook made "Move fast and break things" an informal company motto, it fueled a widely held belief that we can either make progress or take care of people, one or the other. That a certain amount of... View Details
- April 2023 (Revised September 2023)
- Case
Levels: The Remote, Asynchronous, Deep Work Management System
By: Joseph B. Fuller and George Gonzalez
Levels is a highly innovative startup in the health care space. They intend to revolutionize health by linking behavior—eating, exercise, sleeping, etc.—to changes in metabolism. They believe metabolic health can be managed through careful monitoring of changes in... View Details
- April 2023
- Article
Racial Inequality in Work Environments
By: Letian Zhang
This article explores racial stratification in work environments. Inequality scholars have long identified racial disparities in wage and occupational attainment, but workers’ careers and well-being are also shaped by elements of their work environment, including firm... View Details
- March 2023
- Case
Between Two Minds: The Staglin Family
By: Lauren Cohen, Ronnie Stangler and Grace Headinger
Garen Staglin, Founder and Chairman of One Mind, reflected on his life’s work in brain health. As he contemplated stepping down in the next few years, he weighed how to pass along this legacy to his son, Brandon Staglin, the impetus behind and next generation of the... View Details