Publications

July 2016 (Revised October 2016)
Case

Entrepreneurial Sales and Marketing Vignettes

By: Mark Roberge and Frank Cespedes

Which sales candidate is a startup’s ideal first hire? What marketing channels are best to invest in? How aggressively should an executive team align sales with customer success? Early stage founders, sales leaders, and marketing executives often face one, and... View Details

Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Business Startups; Talent; Talent Management; Growth Management; Marketing Communications; Social Marketing; Salesforce Management; Pricing; Sales; Marketing

02 Mar 2018
News

Trump Management Style, Year 2: See Year 1

10 Jan 2007
HBS Case

The Challenge of Managing National Security

attacks. Garry Emmons: The focus of your work is on how to manage integration within a highly differentiated organization. Post-9/11, how's the intelligence community doing on that score? Jan Rivkin: Intelligence issues are enormously... View Details

Keywords: by Garry Emmons; Service

26 Sep 2018
News

HBS Prof Pens Book On Talent Pipeline & The Threats It Faces

12 PM – 1 PM EST, 09 Feb 2017
Webinars: Career

Leading Diversity: What Top Managers Need to Know

Workforce diversity is a reality. If you are not addressing the challenges of a diverse workforce today, then demographic change, globalization, the purchasing power and demands of diversity markets, as well as the advantages of a diverse workforce mean that you will... View Details

02 Apr 2007
Lessons from the Classroom

Making the Move to General Manager

guard. For Esty it has been a great opportunity to expand his knowledge about organizations and what general managers really worry about, and it's a chance to hear from talented senior executives. Helping... View Details

Keywords: by Martha Lagace

August 2016 (Revised June 2017)
Case

InsideSales.com (A)

By: Frank V. Cespedes

This case focuses on growth requirements for a company moving from its base in SMB customers (Small and Mid-Sized businesses) to Enterprise customers (companies with more than 500 employees). It examines the differences in buying processes, product requirements,... View Details

Keywords: Business Organization; Customer Relationship Management; Marketing Strategy; Organizational Change And Adaptation; Organizational Design; Talent; Talent Management; Organizations; Growth Management; Sales; Salesforce Management; Corporate Entrepreneurship; Technology Industry; United States

April 2011
Case

Kay Sunderland: Making the Grade at Attain Learning

By: Linda A. Hill and Heather Beckham

Kay Sunderland is an account director at Attain Learning Inc., a business training solutions company. In January 2011, one of Attain's most important clients, Juan Nunez of Gramen Equipment Company, contacts Sunderland with a request: Nunez would like Attain content... View Details

Keywords: Communication; Interpersonal Relations; Personal Strategy ＆ Style; Creativity; Conflict; Interdepartmental Relations; Talent Management; Management Style; Interpersonal Communication; Talent and Talent Management; Relationships; Conflict and Resolution; Communication Strategy; Power and Influence; Service Industry

December 2024
Case

AC Milan

By: Anita Elberse

In April 2024, Giorgio Furlani is nearing the end of his first full season as chief executive officer of Italian soccer club AC Milan. A Harvard Business School Class of 2007 graduate with a finance background, Furlani was appointed by RedBird Capital Partners’ founder... View Details

Keywords: Sports; Soccer; Football; Entertainment; Media; Talent Management; Superstars; Marketing; Strategy; General Management; Mergers and Acquisitions; Leadership; Business Strategy; Competitive Strategy; Business or Company Management; Sports Industry; Milan

30 Jun 2020
What Do You Think?

Is a Business School-Industry Collaboration Needed to Attract Black Talent to Campus?

SUMMING UP Do We Need Business School Courses On Inclusion and ‘Voice’? Responses to this month’s column suggest that the issue it raised—recruitment of minority talent into business careers—was somewhat narrow and off-target. Kristin... View Details

Keywords: by James Heskett; Education

June 30, 2021
Article

Rosabeth Moss Kanter: Let Employees Take the Lead on ESG

By: Rosabeth M. Kanter

Companies that don’t give rank-and-file workers a central role in their environmental, social and governance (ESG) work are making a mistake. They risk alienating values-oriented employees who question company practices, and they miss a big opportunity for employee... View Details

Keywords: ESG; ESG (Environmental, Social, Governance) Performance; Leaders; Talent Acquisition; Talent Retention; Engagement; Organizations; Environmental Sustainability; Social Issues; Employees; Leadership; Talent and Talent Management

Register to Read

05 Dec 2018
Research & Ideas

Why Managers Should Reveal Their Failures

jump to different conclusions about a leader depending on whether the person shares slipups or not. Listeners who heard the entrepreneur talk only about her achievements automatically attributed the person’s success to talent alone, and... View Details

Keywords: by Dina Gerdeman

09 Mar 2016
News

What Ruthless Innovators Can Learn from the New England Patriots

Keywords: innovation; entrepreneurship; New England Patriots; talent management

April 2014
Supplement

Managing Change at Axis Bank (B)

By: Paul Healy and Rachna Tahilyani

Axis Bank is India's third largest private sector bank. In April 2009, Shikha Sharma, an outsider was appointed as its CEO. She took over from a person who had overseen ten years of rapid growth at the bank. The selection of an outsider as the new CEO surprised many... View Details

Keywords: Change Management; Transformation; Organizational Culture; Organizational Change and Adaptation; Leadership Style; Leading Change; Valuation; Finance; Banks and Banking; Financial Services Industry; Banking Industry; India

Video

Inside the Case Method: The Entrepreneurial Manager

05 Aug 2010
News

Google Wave Decision Shows Strong Innovation Management

Awards

Axiom Business Book Award Gold Medal in the Operations Management category

By: Boris Groysberg

Won the 2011 Axiom Business Book Award Gold Medal in the Operations Management category for Chasing Stars: The Myth of Talent and the Portability of Performance (Princeton University Press, 2010). View Details

23 May 2022
News

Sales Management That Works: Frank Cespedes: Senior Lecturer for Harvard Business School

August 2009 (Revised November 2010)
Case

Managing Creativity at Shanghai Tang

By: Roy Y.J. Chua and Robert G. Eccles

Shanghai Tang is a luxury brand that focuses on Chinese-inspired fashion, accessories, and home decoration products. In fall 2008, amidst a growing global economic crisis, Raphael Ie Masne, executive chairman of Shanghai Tang, had to decide what to do with the recently... View Details

Keywords: Talent and Talent Management; Financial Crisis; Employee Relationship Management; Selection and Staffing; Creativity; Apparel and Accessories Industry