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All HBS Web
(519)
- People (1)
- News (135)
- Research (279)
- Events (1)
- Multimedia (7)
- Faculty Publications (199)
- August 2018
- Case
Performance Improvement Consulting and Hi-R-Me: Making Sales Calls
By: Frank V. Cespedes and David Mattson
This case study focuses on a professional services firm (“Performance Improvement Consulting”) and its sales calls on Hi-R-Me, a potential client. The case is supplemented by videos showing the initial contact call, a follow-up discovery call, and a face-to-face...
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Cespedes, Frank V., and David Mattson. "Performance Improvement Consulting and Hi-R-Me: Making Sales Calls." Harvard Business School Case 819-043, August 2018.
- 01 Aug 1998
- News
High Honors
Ralph M. Barford (MBA '52) Frank Batten (MBA '52) David J. Dunn (MBA '61) Ann M. Fudge (MBA '77) Ellen R. Marram (MBA '70) Robert F. McDermott (MBA '50) Martin V. Marshall (MBA '47, DCS '53), Henry R. Byers Professor of Business...
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- 30 May 2023
- News
Finding PRIDE
Edited by Jen McFarland Flint; Illustrations by Anthony Gerace In the late 1970s, a dozen or so gay men found one another at HBS and decided to band together, calling themselves the Alternative Executive...
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- 2019
- Working Paper
Why Do User Communities Matter for Strategy?
By: Sonali K. Shah and Frank Nagle
User communities represent a unique organizing structure for the exchange of ideas and knowledge. They are organizations composed primarily of users working collaboratively, voluntarily, and with minimal oversight to freely and openly develop and exchange knowledge...
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Keywords:
Strategic Management;
Knowledge Sharing;
Collaborative Innovation and Invention;
Organizations;
Knowledge Use and Leverage;
Strategy
Shah, Sonali K., and Frank Nagle. "Why Do User Communities Matter for Strategy?" Harvard Business School Working Paper, No. 19-126, June 2019.
- 21 Oct 2014
- First Look
First Look: October 21
Publications October 2014 Harvard Business Review Press Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling By: Cespedes, Frank V. Abstract—There are many books that provide strategy advice and...
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Keywords:
Sean Silverthorne
- April 2021
- Article
Today's Surgeon Compensation Models Fall Short: Aligning Incentives to Create More Equitable and Value-based Compensation Models
By: Susanna Gallani, Mary Witkowski, Lauren Haskins, Haley Jeffcoat, Vinita Mujumdar and Frank Opelka
Modern medicine is undergoing a transformation that involves innovative surgical approaches, increased medical treatment options, clinical care pathways that require collaboration beyond hospital walls, and health data captured by electronic health records and other...
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Keywords:
Physician Compensation;
Surgeons;
Health Care and Treatment;
Business Model;
Compensation and Benefits
Gallani, Susanna, Mary Witkowski, Lauren Haskins, Haley Jeffcoat, Vinita Mujumdar, and Frank Opelka. "Today's Surgeon Compensation Models Fall Short: Aligning Incentives to Create More Equitable and Value-based Compensation Models." Bulletin of the American College of Surgeons 106, no. 4 (April 2021): 33–39.
- 2013
- Working Paper
Digital Dark Matter and the Economics of Apache
By: Shane Greenstein and Frank Nagle
Researchers have long hypothesized that spillovers from government, university, and private company R&D contribute to economic growth, but these contributions may be difficult to measure when they take a non-pecuniary form. The growth of networking devices and the...
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Keywords:
Measurement and Metrics;
Internet and the Web;
Performance Productivity;
Applications and Software;
Economic Growth;
Research and Development
Greenstein, Shane, and Frank Nagle. "Digital Dark Matter and the Economics of Apache." NBER Working Paper Series, No. 19507, October 2013.
- May 2017
- Case
Promontory, Inc.
By: Frank V. Cespedes and Amy Handlin
Promontory, Inc. is a small, privately owned firm in the promotional products (specialty advertising) industry. After starting the firm two years ago with the intention of pursuing a high-quality/high-price strategy, the CEO is seeking methods of increasing sales...
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Keywords:
Salesforce Management;
Marketing Strategy;
Customization and Personalization;
Business Model;
Sales;
Advertising Industry
Cespedes, Frank V., and Amy Handlin. "Promontory, Inc." Harvard Business School Brief Case 917-535, May 2017.
- 2015
- Chapter
Innovating without Information Constraints: Organization, Communities, and Innovation when Information Costs Approach Zero
By: Elizabeth J. Altman, Frank Nagle and Michael Tushman
Innovation has traditionally taken place within an organization's boundaries and/or with selected partners. This Chandlerian approach to innovation has been rooted in transaction costs, organizational boundaries, and information processing challenges associated with...
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Keywords:
Knowledge Sharing;
Cost;
Innovation and Management;
Collaborative Innovation and Invention
Altman, Elizabeth J., Frank Nagle, and Michael Tushman. "Innovating without Information Constraints: Organization, Communities, and Innovation when Information Costs Approach Zero." In The Oxford Handbook of Creativity, Innovation, and Entrepreneurship, edited by Christina E. Shalley, Michael A. Hitt, and Jing Zhou, 353–379. Oxford University Press, 2015.
- Web
2022 Reunion Presentations - Alumni
Professor Laura Alfaro + More Info – Less Info Fueled by a series of recent political events and actors, anti-globalization has been growing. From the rise of political platforms pinning blame on openness to imports and immigration to the...
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- 01 Oct 1997
- News
Graduate's Gift Honors HBS Friend
business, community development, and philanthropic activities, recalled their early days as students at HBS. Initially leery of the gregarious Anderson, de Rothschild said that he soon became fascinated by his stories about starting...
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Nancy O. Perry
- 23 May 2018
- News
Claudio L. Haddad, OPM 12, 1987
Garantia S.A. is sold to Credit Suisse First Boston 1999 Acquires Ibmec with other investors 2004 Through a donation, Ibmec São Paulo becomes a nonprofit institution 2009 Ibmec renamed Insper 2010 Insper accredited by AACSB 2015 Steps...
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Keywords:
Susan Young
- 2020
- Article
Why Do User Communities Matter for Strategy?
By: Sonali K. Shah and Frank Nagle
In this essay, we explore how strategic management research and practice could benefit from considering the benefits and challenges obtainable through working with user communities. User communities represent a unique organizing structure for the exchange of ideas and...
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Keywords:
User Communities;
Innovation;
Open Source;
Collaboration;
Cooperative Strategy;
Knowledge Sharing;
Strategy;
Collaborative Innovation and Invention
Shah, Sonali K., and Frank Nagle. "Why Do User Communities Matter for Strategy?" Special Issue on Open Innovation. Strategic Management Review 1, no. 2 (2020): 305–353.
- May 2023
- Article
Where Sales Technology (Really) Helps
Interest in Sales Enablement (SE), the catch-all term for attempts to increase sales productivity with AI and other technologies, is driven by multiple factors. One is the declining costs of the tools. Also, selling is now data-hungry work and not just in tech sectors....
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- December 16, 2021
- Article
Avoid a One-Size-Fits-All Approach to Sales Coaching
Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify...
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Cespedes, Frank V. "Avoid a One-Size-Fits-All Approach to Sales Coaching." Harvard Business Review Digital Articles (December 16, 2021).
- March 2018
- Teaching Note
Augmedix
Teaching Note for HBS No. 817-048. Augmedix provides a service that live-streams video of patient appointments to a remote scribe, freeing up significant physician time from electronic medical record data-entry tasks. The venture is confronting decisions in areas such...
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- Article
Predictions, Prophets, and Restarting Your Business
The first task of crisis management is a reasonably accurate view of the current situation and how it might evolve. There are many predictions about so-called “new normal” as a result of the semi-enforced social distancing necessitated by the coronavirus. But most are...
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Cespedes, Frank V. "Predictions, Prophets, and Restarting Your Business." Harvard Business School Working Knowledge (May 4, 2020).
- May 2014
- Article
Digital Dark Matter and the Economic Contribution of Apache
By: Shane Greenstein and Frank Nagle
Researchers have long hypothesized that research outputs from government, university, and private company R&D contribute to economic growth, but these contributions may be difficult to measure when they take a non-pecuniary form. The growth of networking devices and...
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Keywords:
Open Source;
Apache;
Economic Measurement;
Digital Economics;
Measurement and Metrics;
Open Source Distribution;
Internet and the Web;
Information Technology;
Applications and Software;
Economic Growth;
Research and Development;
Web Services Industry;
Information Technology Industry;
United States
Greenstein, Shane, and Frank Nagle. "Digital Dark Matter and the Economic Contribution of Apache." Research Policy 43, no. 4 (May 2014): 623–631. (Lead Article.)
- March 27, 2017
- Article
How the Water Industry Learned to Embrace Data
By: Frank V. Cespedes and Amir Peleg
Most current talk about “big data” seems to assume the disintermediation or replacement of physical assets by digital technologies. But a bigger and more impactful trend is the use of online tools to improve physical asset utilization in many traditional off-line...
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Keywords:
Information Technology;
Analytics and Data Science;
Organizational Change and Adaptation;
Utilities Industry
Cespedes, Frank V., and Amir Peleg. "How the Water Industry Learned to Embrace Data." Harvard Business Review (website) (March 27, 2017).
- Blog
What Black Executives Really Want
and supported. Create a welcoming environment for people who are not just like you. Related Harvard Business Review Article: What Do Black Executives Really Want? By Frank Cooper III and Ranjay Gulati.
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