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  • December 15, 2015
  • Article

Don't Turn Your Sales Team Loose Without a Strategy

By: Frank V. Cespedes and Steve Thompson
When formulating a strategy, markets and segments are typically important categories. But only customers buy. Hence, for most firms, de facto strategy and much resource allocation are the aggregate result of the deals their salespeople close. However, few firms clarify... View Details
Keywords: Strategy; Salesforce Management
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  • Research Summary

Overview

By: Jorge Tamayo
Professor Tamayo’s research focuses on theoretical modeling and structural estimation of firm decision-making and productivity.

Professor Tamayo studies dynamic competition for customer membership. Generally, firms that implement a membership model charge a... View Details
  • December 2012
  • Article

Evidence on the Use of Unverifiable Estimates in Required Goodwill Impairment

By: Karthik Ramanna and Ross L. Watts
SFAS 142 requires managers to estimate the current fair value of goodwill to determine goodwill write-offs. In promulgating the standard, the FASB predicted managers will, on average, use the fair value estimates to convey private information on future cash flows. The... View Details
Keywords: Goodwill Impairment; Fair-value Accounting; FASB; SFAS 142; Fair Value Accounting; Standards; Cash Flow; Agency Theory; Motivation and Incentives; Forecasting and Prediction; Goodwill Accounting
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  • June 1994 (Revised September 1994)
  • Background Note

Beating the Commodity Magnet

By: V. Kasturi Rangan and George T. Bowman
All markets follow a cycle of growth and maturity, then commoditization and decline. This note argues that while commoditization of an industry may seem inevitable, the better managed firms find a way to make money in the commodity cycle. These firms know how and when... View Details
Keywords: Goods and Commodities; Financial Markets; Competitive Strategy; Financial Services Industry
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  • November 1989 (Revised April 2018)
  • Case

Automation Consulting Services

By: Robert Simons and Hilary Weston
Illustrates the management control challenges that are associated with rapid growth and geographic expansion. Situated at an offsite Executive Committee Retreat. The three founding partners of a specialized consulting firm are grappling with several difficult questions... View Details
Keywords: Geographic Location; Governance Controls; Policy; Growth and Development Strategy; Management Teams; Expansion; Consulting Industry
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  • March 2023 (Revised May 2023)
  • Case

Tribal Councils Investment Group of Manitoba Ltd.

By: David L. Ager
In the Fall of 2014, Heather Berthelette, the recently appointed COO of Tribal Councils Investment Group of Manitoba Ltd. (TCIG), was preparing a recommendation to the Board of Directors about whether to dissolve the company and return any remaining funds to the seven... View Details
Keywords: Indigenous Communities; Corporate Governance; Governing and Advisory Boards; Social Enterprise; Economic Growth; Investment Banking; Canada
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  • November 2012 (Revised March 2013)
  • Case

Talking Strategy at Greighton Partners

By: Boris Groysberg and Kerry Herman
Since its inception, London-based private equity firm Greighton Partners had managed over $15 billion in investor capital. The firm employed about 150 professionals around the globe and had completed over 175 company acquisitions since its founding. Started with a... View Details
Keywords: Private Equity; Business Growth and Maturation; Growth and Development Strategy; Financial Services Industry; Asia; Europe
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    Roy D. Shapiro

    Roy D. Shapiro is the Philip Caldwell Professor of Business Administration at the Harvard University Graduate School of Business Administration.  He is currently the faculty co-chair of the School's Technology and Operations Management Unit... View Details

    • 08 Sep 2014
    • Research & Ideas

    The Strategic Way To Hire a Sales Team

    management," says Cespedes, a senior lecturer in the Entrepreneurial Management unit at Harvard Business School. "But far fewer confront a basic fact: Companies typically spend much more money and... View Details
    Keywords: by Carmen Nobel
    • 21 Feb 2013
    • HBS Seminar

    Rodrigo Wagner, Tufts University

      John D. Dionne

      John D. Dionne has been a Senior Lecturer of Business Administration at the Harvard Business School since 2014 and is a recently retired Senior Managing Director and Senior Advisor to Blackstone. He is also Managing Partner of Franconia Capital, a... View Details

      • January 2001 (Revised August 2003)
      • Case

      Diageo plc

      A major U.K.-based multinational is reevaluating its leverage policy as it restructures its business. The treasury team models the tradeoffs between the benefits and costs of debt financing, using Monte Carlo simulation to estimate the savings from the interest tax... View Details
      Keywords: Cost vs Benefits; Multinational Firms and Management; Capital Structure; Restructuring; United Kingdom
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      • August 22, 2017
      • Article

      Find the Right Metrics for Your Sales Team

      By: Frank V. Cespedes and Robert Marsh
      This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details
      Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management
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      • Article

      Is This the Right C-Suite Role?

      By: Anne Donnellon, Joshua D. Margolis and Amy Gallo
      A Harvard Business School Case Study is presented which asks "Is This the Right C-Suite Role?" Experts Rakefet Russak Aminoach, managing partner at venture capital firm TeamB, and Nadia Rawlinson, chief people officer at Slack and a board director at Vail Resorts and... View Details
      Keywords: Executives; Women Executives; Office Politics; Management Teams; Personal Development and Career
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      • 12 Nov 2019
      • Video

      Kiran Mazumdar Shaw

      Kiran Mazumdar-Shaw, Chairperson and Managing Director of Biocon, India’s largest biopharmaceutical company, explains how her firm developed over four years a new technology for making insulin, an essential... View Details

        Ray A. Goldberg

        A native of North Dakota, Dr. Goldberg received his A.B. from Harvard University in 1948, his MBA from the Harvard Graduate School of Business Administration in 1950 and his Ph.D. in Agricultural Economics from the University of Minnesota in 1952.

        ... View Details

        Keywords: agribusiness; agriculture; fast food; food; food processing; forest products; grocery; high technology; information; restaurant; retailing; soft drink; textiles; tobacco; transportation; wholesale; wine
        • 06 Sep 2004
        • Research & Ideas

        The Innovator’s Battle Plan

        cramming? Managers tend to adopt innovations in ways that make sense to their businesses. They know the markets their companies serve. Those markets appear large and measurable. The companies have... View Details
        Keywords: by Clayton M. Christensen, Scott D. Anthony & Erik A. Roth
        • January–February 2021
        • Article

        Compensation Packages That Actually Drive Performance

        By: Boris Groysberg, Sarah Abbott, Michael R. Marino and Metin Aksoy
        By aligning executives’ financial incentives with company strategy, a firm can inspire its management to deliver superior results. But it can be hard to get pay packages right. In this article four experts break down the key elements of compensation and explain how to... View Details
        Keywords: Executive Compensation; Compensation and Benefits; Motivation and Incentives; Strategy; Performance
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        • 2013
        • Working Paper

        Securities Litigation Risk for Foreign Companies Listed in the U.S.

        By: Beiting Cheng, Suraj Srinivasan and Gwen Yu
        We study securities litigation risk faced by foreign firms listed on U.S. exchanges. We take into account not only the propensity for foreign firms to commit violations of U.S. securities laws but also the costs that investors face when suing foreign firms. We find... View Details
        Keywords: Litigation Risk; Cross Listing; Bonding; 10b-5; Securities Litigation; U.S.Listing; Class Action; Risk and Uncertainty; Debt Securities; Globalized Firms and Management; Ethics; Lawsuits and Litigation; United States
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        • June 2018
        • Case

        Forta Furniture: International Expansion

        By: John A. Quelch and Karthik Easwar
        The Forta Furniture case highlights the need to consider new market expansion to grow a firm. It demonstrates that simply doing what has always been done is not sustainable when other competitors enter the market with differentiated or potentially superior offerings.... View Details
        Keywords: Market Entry and Exit; Global Range; Decision Making; Analysis; Cross-Cultural and Cross-Border Issues; Growth and Development Strategy; Brands and Branding; Expansion
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