Potential - Publications - Faculty & Research

August 2018
Case

Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

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... View Details

Keywords: Sales Calls; Sales; Competency and Skills

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March 2018 (Revised January 2020)
Supplement

STRIVR (B): Moving into the Enterprise

By: Rajiv Lal and Scott Johnson

STRIVR, a company focused on virtual reality training, has decided to shift focus from sports to enterprise customers. The change in strategy requires the CEO to solve a number of issues. The company initally offered training for hard skills, but clients have been... View Details

Keywords: Strivr; Virtual Reality; Soft Skills; Hard Skills; VR; Applications and Software; Market Entry and Exit; Business Strategy; Training; Sports; Technology Industry; Education Industry; United States

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April 2016
Case

Detroit: On the Right Track?

By: Jan W. Rivkin and Manjari Raman

As this case opens in 2012, a cross-sector alliance to bring new rail transport to the Motor City seems about to collapse, and civic leaders have one last chance to save it. The case covers the rise of Detroit, the city’s devastating fall, and the ongoing potential... View Details

Keywords: Urban Development; Rail Transportation; Infrastructure; Transportation Industry; Michigan

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June 2012
Supplement

Foro Energy (B)

By: Joseph B. Lassiter, William A. Sahlman and James McQuade

Foro Energy developed proprietary and patent-pending fiber-laser technologies that could disrupt existing processes and services for the exploration and production of oil and natural gas. These breakthrough laser technologies were protected by a strong intellectual... View Details

Keywords: Disruptive Technologies; Innovation ＆ Entrepreneurship; Development Stage Enterprises; Entrepreneurial Management; Entrepreneurs; Petroleum; Natural Gas; High Technology; Energy; Entrepreneurship; Disruptive Innovation; Technological Innovation; Intellectual Property; Energy Industry

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March 2012 (Revised December 2012)
Case

Foro Energy (A)

By: Joseph B. Lassiter III, William A. Sahlman and James McQuade

Foro Energy developed proprietary and patent-pending fiber-laser technologies that could disrupt existing processes and services for the exploration and production of oil and natural gas. These breakthrough laser technologies were protected by a strong intellectual... View Details

Keywords: Disruptive Innovation; Growth and Development Strategy; Entrepreneurship; United States

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April 2000 (Revised June 2001)
Case

DoubleClick Buys Abacus (A)

By: John A. Deighton

By acquiring Abacus, DoubleClick won the power to serve ads with unprecedented precision, because it brought together Web surfers' online and offline identities. Several competitors had developed advanced systems for serving ads on the web, but DoubleClick had the... View Details

Keywords: Information; Rights; Internet and the Web; Ethics; Competitive Advantage; Social Issues; Customer Focus and Relationships; Digital Marketing; Advertising Industry

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23 Oct 2014
News

8 Strategies To Find The Perfect Business Partner

17 May 2021
News

IPO or M&A? How Venture Capital Shapes a Startup's Future

20 Jul 2016
News

To Increase Sales, Get Customers to Commit a Little at a Time

09 May 2012
Research & Ideas

Clayton Christensen’s “How Will You Measure Your Life?”

came to understand the potential damage of "just this once" in my own life when I was in England, playing on my university's varsity basketball team. It was a fantastic experience; I became close friends with everyone on the... View Details

11 Sep 2017
Research & Ideas

Why Employers Favor Men

Workers were simply identified to potential employers as either born in an even month or an odd month. (In reality, but unknown to the employers, the researchers labeled all women candidates as odd-month, and all men as even-month.) Using... View Details

Keywords: by Dina Gerdeman

12 PM – 1 PM EDT, 07 May 2015
Webinars: Trending@HBS

The Low Risk Anomaly: Implications for Investment, Asset Allocation, and Corporate Finance

One of the basic principles of finance is that, in competitive and efficient markets, investors earn higher average returns only by taking greater risks. Asset classes follow this pattern: Stocks have returned more than bonds, and bonds have returned more than cash.... View Details

24 Aug 2009
Research & Ideas

SuperCorp: Values as Guidance System

internalize and use them in practice. “Societal purpose and values help meet an emerging public demand.” For vanguard companies, grounding strategy—which businesses to pursue and how—in a sense of wider societal purpose provides many significant advantages and only a... View Details

Keywords: by Rosabeth Moss Kanter

20 Jun 2023
Research & Ideas

Looking to Leave a Mark? Memorable Leaders Don't Just Spout Statistics, They Tell Stories

researchers see the potential for further research that would examine whether stories that are the most “extreme and surprising” are also the ones that get the most traction. “If confirmed, this would point to possibly harmful... View Details

Keywords: by Scott Van Voorhis

29 Nov 2006
Research & Ideas

Rich or Royal: What Do Founders Want?

equity for themselves) versus giving potential co-founders a large share of the equity to come on board. The choices were: taking money from angel investors, who would let the entrepreneur continue controlling the board; taking money from... View Details

Keywords: by Sarah Jane Gilbert; Financial Services

September 2017
Article

Time-Driven Activity-Based Costing to Estimate Cost of Care at Multidisciplinary Aerodigestive Centers

By: Robert S. Kaplan, Jordan A. Garcia, Bipin Mistry, Stephen Hardy, Mary Shannon Fracchia, Cheryl Hersh, Carissa Wentland, Joseph Vadakekalam and Christopher J. Hartnick

Time-driven activity-based costing was used to estimate the cost of care for patients with laryngeal cleft seen between 2008 and 2013 at the Massachusetts Eye and Ear Infirmary Pediatric Aerodigestive Center. Retrospective chart review was performed to identify clinic... View Details

Keywords: Time-Driven Activity-Based Costing; Activity Based Costing and Management; Health Care and Treatment

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2011
Chapter

Financing Constraints and Entrepreneurship

By: William R. Kerr and Ramana Nanda

Financing constraints are one of the biggest concerns impacting potential entrepreneurs around the world. Given the important role that entrepreneurship is believed to play in the process of economic growth, alleviating financing constraints for would-be entrepreneurs... View Details

Keywords: Economic Growth; Entrepreneurship; Financing and Loans; Investment; Policy; Research

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