Enterprise Sales - Publications - Faculty & Research

18 Jul 2006
First Look

First Look: July 18, 2006

Working PapersNone available this week Cases & Course MaterialsThe Company Sale Process Author:William E. Fruhan Jr. Harvard Business School Note 206-108 Lays out the steps, timeline, and process by which a company is sold.... View Details

Keywords: Sean Silverthorne

01 Jun 2012
News

A Better World, One Idea at a Time

A dozen budding social entrepreneurs pitched their ideas for innovative products and services during the annual Social Enterprise Conference in February, and four came away with top honors. The sold-out event marked the 13th year of the... View Details

Keywords: contests; awards; cosmetics; Crop Production; Agriculture; Chemical Manufacturing; Manufacturing; Nonstore Retailers; Retail Trade

06 Sep 2018
Blog Post

How to Thrive in an Unstructured Environment

incredible learning opportunity. 1. Have a north star. Recalibrate towards it daily. Before this internship, I chatted with an HBS professor with enterprise sales expertise to come up with a tentative game... View Details

Keywords: Entrepreneurship

18 Mar 2020
News

Leading Change

Feldman (MBA 1967), and Club President Higor Sales (MBA 2011). “Each event has been tailored to the specific focus of the alumni in each club. In D.C., policy is a central focus of the discussion around climate change.” Guided by Toffel,... View Details

01 Dec 2018
News

Ask the Expert: Gimme Shelter

crafting innovative ways to make that happen in the Bay Area, where median home prices sail north of $1 million. In Oakland, for example, the nonprofit used a little-known tool called the Chapter 8 Tax Sale to acquire 24 blighted,... View Details

Keywords: Jen McFarland Flint

Henry F. Henderson, Jr.

moved from Henderson’s home to a large industrial plant. Under Henderson’s leadership, HI has grown from a small basement enterprise with $20,000 in sales to a large industrial technology firm with revenues... View Details

Keywords: Fabricated Goods

John H. Bryan, Jr.

When Bryan took over Consolidated Foods, later renamed the Sara Lee Corporation, the company was a $2.5 billion dollar conglomerate. Bryan made significant acquisitions including the Hanes Corporation, which experienced a doubling of View Details

Keywords: Food & Tobacco

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Courses by Faculty - Course Catalog

Fall 2024 Q1Q2 3.0 Allison Mnookin Building and Sustaining a Successful Enterprise Technology & Operations Management Spring 2025 Q3Q4 3.0 Kevin Mohan Negotiation Negotiation, Organizations & Markets Fall 2024 Q1Q2 3.0 War & Peace: The... View Details

H. Wayne Huizenga

marketing and acquisition efforts enabled the business to become one of the fastest growing enterprises in the United States. In 1994, Huizenga arranged the sale of the company to Viacom, creating a natural... View Details

Keywords: Retail

29 Feb 2016
News

How Joe Shoen Got U-Haul Back on Track

apologizes. He directs her to the location finder on uhaul.com, where she can look up climate-controlled self-storage locations. Later he calls Mike Kinealy, vice president of sales and customer service, and tells him to follow up. Using... View Details

Keywords: Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises

Samuel M. Walton

1987, Wal-Marts numbered over 1,000 and had sales of $14 billion. Gaining momentum from the success of Wal-Mart, Walton created the highly successful bulk food store chain, Sam’s Wholesale Club, which also earned revenues in the billions.... View Details

Keywords: Retail

24 Apr 2014
News

A commitment to conservation supports the bottom line

firm, achieves that balance, in part, through a vehicle known as a “conservation easement.” The firm buys land and then sells the development rights to conservation groups. The sale of these rights generates an early, partial return to... View Details

01 Oct 2014
Blog Post

A Summer Internship: Sparking Curiosity

and sales operations. I plan to audit Business Marketing & Sales, one of the classes that focus on exactly that. In the Winter term, I will be taking Building and Sustaining a Successful Enterprise... View Details

Keywords: Health Care; Technology

01 Sep 2005
News

Business Plan Contest Has Many Winners

fashionable and custom-fitted bras to fuller-sized customers and the 85 percent of women who wear the wrong size. In the social enterprise track, the winner was India Info Village, a team featuring Rita Singh (MBA ’05) and several other... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

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Harvard Business School and Polaroid - Edwin H. Land & Polaroid | Harvard Business School

Clubs Faculty & Research Business & Environment Business History Christensen Center for Teaching & Learning Entrepreneurship Faculty & Research Global Healthcare HBS Working Knowledge Institute for Strategy & Competitiveness Leadership Networked Business Research... View Details

Profile

Gary Shi

years were difficult. At P&G, he had to earn the respect of sales representatives with much more experience than he had. At PepsiCo, he instantly stepped into tough negotiations and contract terms with some of the company’s biggest... View Details

17 Feb 2016
News

The Power of Art

in San Francisco. ArtLifting’s chief operating officer Kelly McKenna (MBA 2015) told the Times that the company is gearing up for dramatic growth: “We have the funding right now, but it isn’t going to be here forever This is a critical year to grow sales, and we’re... View Details

14 Jul 2003
Research & Ideas

Keeping Your Balance With Customers

From product push to customer pull, technology has vastly reshaped the business transaction—and in turn, the customer's place in the value chain. Today, managing the customer relationship has become the single most important dimension of View Details

Keywords: by Robert S. Kaplan & David P. Norton

01 Sep 2014
News

Book Review: Getting Beyond Yes

The Choices, Systems, and Behaviors that Drive Effective Selling, Frank V. Cespedes laments the fact that sales and strategy rarely make a joint and complementary appearance in MBA classrooms or academic journals. Professors stick safely... View Details

Keywords: Maureen Harmon; faculty research; faculty books

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Polaroid Films - Edwin H. Land & Polaroid | Harvard Business School