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  • 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
  • December 2012 (Revised August 2020)
  • Case

Rodan + Fields Dermatologists

By: Das Narayandas, Michael Roberts and Liz Kind
The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to... View Details
Keywords: Marketing; Salesforce Management; Recruitment; Compensation and Benefits; Consumer Products Industry; Beauty and Cosmetics Industry; California
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Narayandas, Das, Michael Roberts, and Liz Kind. "Rodan + Fields Dermatologists." Harvard Business School Case 513-067, December 2012. (Revised August 2020.)
  • 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
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Wasserman, Noam, and Lisa Brem. "Career at a Crossroad: Roopa Rao." Harvard Business School Case 812-011, August 2011. (Revised August 2013.)
  • 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
  • March 18, 2014
  • Article

The Seven Skills You Need to Thrive in the C-Suite

By: Boris Groysberg
What executive skills are most prized by companies today? How has that array of skills changed in the last decade, and how is it likely to change in the next ten years? To find out, I surveyed senior consultants in 2010 at a top-five global executive-search firm.... View Details
Keywords: Executive Ability; Management Skills; Leadership; Competency and Skills
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Groysberg, Boris. "The Seven Skills You Need to Thrive in the C-Suite." Harvard Business Review Digital Articles (March 18, 2014).
  • 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
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Gardner, Heidi K., and Kerry Herman. "Marshall & Gordon: Designing an Effective Compensation System (A)." Harvard Business School Case 411-038, May 2011. (Revised March 2013.)
  • May 2016
  • Case

Should I Stay or Should I Go? (A)

By: Boris Groysberg, George Serafeim, Eric Lin and Robin Abrahams
Financial executive Alexi is considering a job change. Will his long-ago association with a company currently embroiled in a scandal hurt his chances in the job market? In the (A) case, Alexi and executive search consultant Marguerite strategize about career... View Details
Keywords: Personal Development and Career; Financial Services Industry
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Groysberg, Boris, George Serafeim, Eric Lin, and Robin Abrahams. "Should I Stay or Should I Go? (A)." Harvard Business School Case 116-059, May 2016.
  • October 1996 (Revised April 1997)
  • Case

Vandelay Industries, Inc.

An ICS consultant considers issues at the start of a full-scale implementation of SAP software for a large client. The enterprise resource planning (ERP) software will integrate previously fragmented business processes and so must be supported by the entire client... View Details
Keywords: Change Management; Software; Business Processes; Information Technology Industry
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Upton, David M., and Andrew P. McAfee. "Vandelay Industries, Inc." Harvard Business School Case 697-037, October 1996. (Revised April 1997.)
  • July 2000
  • Case

Aerospace Technologies, Inc.

By: Paul M. Healy and Jacob Cohen
Ben Galil's privately held engineering consulting firm represents aerospace products manufacturers in Israeli government biddings. The company incurs expenses for years before getting paid. This case deals with the alternative methods for booking revenues and expenses... View Details
Keywords: Accrual Accounting; Accounting; Revenue; Cost; Business or Company Management; Profit; Engineering; Bids and Bidding; Government and Politics; Private Ownership; Consulting Industry; Israel
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Healy, Paul M., and Jacob Cohen. "Aerospace Technologies, Inc." Harvard Business School Case 101-003, July 2000.
  • October 1997 (Revised July 1998)
  • Case

Cultivating Capabilities to Innovate: Booz.Allen & Hamilton

By: Clayton M. Christensen and Bret J. Baird
Describes the efforts of the president of Booz.Allen, a major consulting firm, to understand and improve the way that products, services, and processes are developed and deployed throughout the firm. Proactive management of these processes proves very difficult because... View Details
Keywords: Change Management; Innovation and Management; Management Teams; Service Operations; Organizational Culture; Customer Focus and Relationships; Decision Making; Consulting Industry
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Christensen, Clayton M., and Bret J. Baird. "Cultivating Capabilities to Innovate: Booz.Allen & Hamilton." Harvard Business School Case 698-027, October 1997. (Revised July 1998.)
  • July 2008 (Revised November 2012)
  • Case

Negotiating Equity Splits at UpDown

By: Noam Wasserman and Deepak Malhotra
Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details
Keywords: Business Startups; Entrepreneurship; Capital; Venture Capital; Equity; Compensation and Benefits; Negotiation; Partners and Partnerships
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Wasserman, Noam, and Deepak Malhotra. "Negotiating Equity Splits at UpDown." Harvard Business School Case 809-020, July 2008. (Revised November 2012.)
  • December 2002 (Revised January 2014)
  • Case

Matt Leeds (A)

By: Linda A. Hill

A new associate in a consulting firm attempts to navigate his way through the norms and culture of a new setting and to manage his relationships with his superiors and peers, which got off to a poor start.

PLEASE NOTE: This case was revised in January 2014.... View Details

Keywords: Power and Influence; Rank and Position; Organizational Culture; Consulting Industry
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Hill, Linda A. "Matt Leeds (A)." Harvard Business School Case 403-111, December 2002. (Revised January 2014.)
  • March 2023
  • Module Note

The Advisor's Approach to Strategy Analysis

By: David G. Fubini and Patrick Sanguineti
A module note for the Mastering Consulting and Advisory Skills (MCAS) course, "The Advisor's Approach to Strategy Analysis" introduces the options-led approach to strategy as well as how this valuable piece of an advisor's toolbelt differs from that of an operator. View Details
Keywords: Strategy
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Fubini, David G., and Patrick Sanguineti. "The Advisor's Approach to Strategy Analysis." Harvard Business School Module Note 423-080, March 2023.
  • Research Summary

The Meaning-Making of Meaningful Work

This stream of research considers cultural processes of meaning-making. In an ongoing inductive case study of a consulting firm, I examine what makes certain kinds of work meaningful and what role the interpretation of organizational communications plays in this... View Details
  • June 2003 (Revised October 2003)
  • Case

An Ancient Fable

By: Ashish Nanda
This case presents a thinly disguised account of Andersen's collapse, followed by a tightening of the oversight of audit firms. It raises questions on who lost and who gained, as well as the long-term implications of the changes for the accounting profession and... View Details
Keywords: Accounting Audits; Consulting Industry
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Nanda, Ashish. "An Ancient Fable." Harvard Business School Case 903-138, June 2003. (Revised October 2003.)
  • 2012
  • Book

Sleeping with Your Smartphone: How to Break the 24-7 Habit and Change the Way you Work

By: Leslie A. Perlow
Does it have to be this way? Can't resist checking your smartphone or mobile device? Sure, all this connectivity keeps you in touch with your team and the office—but at what cost? In "Sleeping with Your Smartphone," Leslie Perlow reveals how you can disconnect and... View Details
Keywords: Time Management; Internet and the Web; Groups and Teams; Performance Productivity; Globalized Firms and Management; Service Industry
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Perlow, Leslie A. Sleeping with Your Smartphone: How to Break the 24-7 Habit and Change the Way you Work. Harvard Business Review Press, 2012.
  • February 2004
  • Case

Jeepers! Inc. in 2000

After the company's IPO is withdrawn, the company enters a period of severe financial distress. The consultants recommend that the company be liquidated. The CEO must convince the board, the lenders, and the landlords that the company can and should be saved. View Details
Keywords: Small Business; Restructuring; Financial Condition
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El-Hage, Nabil N. "Jeepers! Inc. in 2000." Harvard Business School Case 204-111, February 2004.
  • January 2024
  • Supplement

Winning Business at Russell Reynolds

By: Ethan Bernstein and Cara Mazzucco
In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting—and... View Details
Keywords: Restructuring; Talent and Talent Management; Compensation and Benefits; Growth and Development Strategy; Organizational Change and Adaptation; Organizational Culture; Performance Evaluation; Motivation and Incentives; Consulting Industry
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Bernstein, Ethan, and Cara Mazzucco. "Winning Business at Russell Reynolds." Harvard Business School Multimedia/Video Supplement 424-704, January 2024.
  • September 2005 (Revised August 2006)
  • Case

Bain & Company's IT Practice (A)

In late 2001, the consultancy Bain must decide whether to launch information technology as a practice area within the firm. The senior executives who are Bain's clients have been asking more and more IT-related questions of the firm's partners, who find themselves... View Details
Keywords: Expansion; Information Technology; Experience and Expertise; Consulting Industry
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McAfee, Andrew P. "Bain & Company's IT Practice (A)." Harvard Business School Case 606-010, September 2005. (Revised August 2006.)
  • March 1992 (Revised April 1995)
  • Case

Saatchi & Saatchi Co. PLC: Corporate Strategy

By: David J. Collis
Saatchi & Saatchi, founded in 1970, became the world's largest advertising agency in 1986. It then diversified into consulting and other managerial areas before crashing in 1989. Under a new CEO, the company restructured and refocused on its advertising agencies. View Details
Keywords: Restructuring; Globalized Firms and Management; Corporate Strategy; Diversification; Advertising Industry
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Collis, David J. "Saatchi & Saatchi Co. PLC: Corporate Strategy." Harvard Business School Case 792-056, March 1992. (Revised April 1995.)
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