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March 2017 (Revised October 2018)
Case

Catalant: The Future of Work?

By: Thomas Eisenmann, Jeffrey F. Rayport and Christine Snively

Catalant, founded in 2013 as an online marketplace where MBAs could bid on consulting projects posted by small- to medium-sized businesses, had expanded by 2016 to provide Fortune 1000 companies with access to over 35,000 independent experts. The founders envisioned... View Details

Keywords: Entrepreneurship; Human Resources; Recruitment; Labor; Market Platforms; Growth and Development Strategy; Consulting Industry; Consulting Industry; United States

March 2023
Module Note

Persuasive Client Presentations

By: David G. Fubini and Patrick Sanguineti

A module note for the Mastering Consulting and Advisory Skills (MCAS) course, "Persuasive Client Presentations" breaks down bad habits and good rules of thumb when preparing and giving client presentations. View Details

Keywords: Presentations

January 1999 (Revised March 2004)
Case

Absolute Sensors

Absolute Sensors is a new spin-off from a scientific consulting firm. Collins and his team must address issues such as: what market(s) to target, how and from whom to raise money, and to what extent they should engage in manufacturing their products. View Details

Keywords: Strategic Planning; Entrepreneurship; Financing and Loans; Consulting Industry; Consulting Industry

May 2002 (Revised May 2002)
Case

Tim Blanchard at Jones Mendel & Co.

By: John J. Gabarro

Tim Blanchard struggles to balance all the demands facing him as a partner of a consulting firm. He must decide how to serve clients, mentor his people, provide strategy and direction to the high-tech group, and spend time with family. A rewritten version of an earlier... View Details

Keywords: Customer Focus and Relationships; Managerial Roles; Work-Life Balance; Consulting Industry

23 Nov 1999
Research & Ideas

What’s Your Strategy for Managing Knowledge?

Some large consulting companies, such as Andersen Consuiting and Ernst & Young, have pursued a codification strategy. Over the last five years, they have developed elaborate ways to codify, store, and reuse knowledge. (See the exhibit... View Details

Keywords: by Morten T. Hansen, Nitin Nohria & Thomas Tierney; Consulting

November 1994
Case

Bain & Company: International Expansion

By: Michael Y. Yoshino and J. Peter Williamson

Bain & Co., a leading strategy consulting firm, faces major strategic and organizational issues regarding global expansion. The Bain partners must choose a course among many exciting and attractive opportunities for growth. Also explores organizational and managerial... View Details

Keywords: Business or Company Management; Growth and Development Strategy; Management; Expansion; Global Strategy; Decision Making; Organizations; Partners and Partnerships; Consulting Industry

February 2009 (Revised February 2012)
Case

Exeter Group, Inc. (A)

By: Robert G. Eccles, Das Narayandas and Kerry Herman

Jonathan Kutchins and Mark Cullen, managing partners of IT consulting firm Exeter Group, Inc., are considering four potential client engagements. Three of them involve prominent universities, an area of market strength for the firm, and one involves a top-tier strategy... View Details

Keywords: Decision Choices and Conditions; Resource Allocation; Market Entry and Exit; Service Operations; Performance Capacity; Business Strategy; Information Technology; Consulting Industry

December 2004 (Revised April 2006)
Case

Managing a Public Image: Rob Thomas

By: Robin J. Ely and Ingrid Vargas

Rob Thomas describes some of the challenges he has faced as a white, middle-aged man who is managing director of a mid-size consulting firm where he is committed to increasing staff gender and racial diversity. Unwilling to risk the disapproval of any constituency,... View Details

Keywords: Leadership; Age; Race; Identity; Failure; Gender; Consulting Industry

October 2000 (Revised November 2000)
Case

Bridgespan Group, The

By: Allen S. Grossman and John D. Kalafatas

Bain & Co., a consulting firm with a client list that ranges from entrepreneurial start-ups to global corporations, wanted to increase its involvement with nonprofit organizations. Rather than continuing to integrate the work into the existing organization, Bain... View Details

Keywords: Nonprofit Organizations; Corporate Social Responsibility and Impact; Problems and Challenges; Leadership Style; Growth and Development Strategy; Consulting Industry

January 1996 (Revised November 1997)
Case

Weston Presidio Offshore Capital: Confronting the Fundraising Challenge

By: Josh Lerner

Weston Presidio Capital encounters substantial difficulties while raising its first fund. The incentives and roles of investment advisors ("gatekeepers") pension funds and consultants are explored. The relationship with lead investors is considered. View Details

Keywords: Private Equity; Financing and Loans; Investment Funds; Markets; Problems and Challenges; Relationships; Motivation and Incentives; Financial Services Industry

15 Oct 2001
Research & Ideas

Rethinking E-Leadership

gets you through such times. 4. Design your culture primarily around the needs of Gen X and Gen Y employees. "E-leadership demands heroic behavior," writes Nextera consultant Susan Annunzio in eLeadership: Proven Techniques for... View Details

Keywords: by Melissa Raffoni

January 2016 (Revised July 2017)
Case

HourlyNerd

By: Jill Avery and Joseph Fuller

HourlyNerd, a two-sided marketplace platform for matching freelance consultants with small companies looking for help, struggles to define a growth plan for the future. The company, started as a class project in HBS' FIELD 3 course, is assessing three growth paths:... View Details

Keywords: Startup; Lean Startup; Two Sided Markets; Entrepreneurship; Strategy; Business Startups; Venture Capital; Consulting Industry; United States

09 Apr 2001
Research & Ideas

The Manager’s Guide to Communicating with Customers Collection

what shoppers do. This observational work is the bread and butter of Paco Underhill, a consultant whose market research firm, Envirosell (New York City), has been studying retail shopper behavior for 20 years. Teach a kid to hammer, and... View Details

Keywords: by Richard Bierck; Retail

August 2011 (Revised August 2013)
Case

Career at a Crossroad: Roopa Rao

By: Noam Wasserman and Lisa Brem

Akhil Patel is passionate about his business idea: an innovative green technology fuel cell. He wants to dive in and commit to his startup, but Roopa Rao, his fiancée, is much more risk averse, his parents don't approve of the startup, and Akhil has an enticing... View Details

Keywords: Personal Development and Career; Business Startups; Business Growth and Maturation; Corporate Entrepreneurship; Work-Life Balance; Family and Family Relationships

October 2004 (Revised November 2004)
Case

Mavens & Moguls: Creating a New Business Model

By: Myra M. Hart, Victoria Winston and Kristin Lieb

Mavens & Moguls is a "virtual" marketing-consulting firm of approximately 40 professionals. Examines the processes by which its founder, Paige Arnof-Fenn, learns the business, builds a power network of industry experts and potential customers, and uses this expertise... View Details

Keywords: Internet and the Web; Values and Beliefs; Work-Life Balance; Organizational Structure; Organizational Culture; Operations; Networks; Business Model; Growth Management; Business Growth and Maturation; Entrepreneurship; Growth and Development Strategy; Consulting Industry

August 2017
Case

Wake Up Call

By: David G. Fubini and Christine Snively

In 1993, three consultants at different stages in their careers must decide how to respond to what they considered to be unethical behavior from a partner at their firm. They each considered the potential consequences of reporting a senior colleague and the impact it... View Details

Keywords: Decision Making; Judgments; Leadership Style; Ethics; Consulting Industry; United States

May 2011 (Revised March 2013)
Case

Marshall & Gordon: Designing an Effective Compensation System (A)

By: Heidi K. Gardner and Kerry Herman

CEO Kelly Browne wrestles with the design of a new compensation system to promote the collaboration and cross-selling necessary for supporting her firm's new strategy. Marshall Gordon International, a global public relations (PR) firm, has recently expanded its service... View Details

Keywords: Change Management; Customer Relationship Management; Compensation and Benefits; Retention; Growth and Development Strategy; Growth Management; Organizational Culture; Partners and Partnerships; Motivation and Incentives; Alignment; Public Relations Industry

2021
Working Paper

Diagnosing Quality: Learning, Amenities, and the Demand for Health Care

By: Achyuta Adhvaryu, Emilio Gutierrez, Anant Nyshadham and Jorge Tamayo

We study the role of amenities in increasing demand for underutilized healthcare services. We evaluate the offer of a high-amenity diagnostic consultation for cataracts with a randomized price and find that a lower price for the high-amenity consultation increases... View Details

Keywords: Health Care Demand; Amenities; Health Care Quality; Cataracts; Surgery; Health Care and Treatment; Demand and Consumers; Quality; Learning; Mexico

January 2010 (Revised February 2010)
Supplement

IBM Retail Business Assessment at Dillard's, Inc.: Managing Staffing Levels to Improve Conversion (CW)

IBM consultants are convinced that there is a positive relationship with staffing levels and conversion rate. How should Dillard's, a large department store chain, use this insight to manage their staffing levels? View Details

Keywords: Selection and Staffing; Operations; Retail Industry

14 May 2012
Research & Ideas

Breaking the Smartphone Addiction

work, no matter where they are. "Let's face it," writes HBS Professor Leslie Perlow. "When that phone buzzes, few of us have the mental fortitude to ignore it." In her new book, Sleeping With Your Smartphone, Perlow explains how a small group of... View Details

Keywords: by Leslie A. Perlow

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