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18 Feb 2013
Research & Ideas

Breaking Through a Growth Stall

find that, until they are out there selling, they really don't know the crucial differences between early adopters and others along the relevant spectrum of opportunities. Our ideal customer profile [ICP] is basically a low-cost,... View Details

Keywords: by Sean Silverthorne

01 Aug 2005
Research & Ideas

How to Choose the Best Deal

proposals. It's important to know when to declare a winner, especially when relationships are involved. New MBAs sometimes learn this lesson to their regret when recruiters rescind job offers in the face of... View Details

Keywords: by Michael Wheeler

09 Aug 2004
Research & Ideas

A Diagnostic for Disruptive Innovation

chooses not to. As the would-be disruptor grows, it sharpens its ability to do what the competitor cannot do. This hamstrings future competitive response because the disruptor has the advantage of accumulated View Details

Keywords: by Scott D. Anthony, Mark W. Johnson & Matt Eyring

17 Jan 2017
Research & Ideas

Can China Maintain Its Economic Power?

A group of Chinese tourists visiting the promenade in front of Pudong's skyline. Source: Richmatts When F. Warren McFarlan and a small group of HBS colleagues arrived in... View Details

Keywords: by Deborah Blagg

22 Jun 2021
Research & Ideas

The COVID-19 Mutiny: When Teams Leave and Take Their Clients

absent in the “2020-2021 Class of Lift Outs.” The lack of cultural integration may even be a short-term plus, freeing new recruits to devote their energies entirely to the tasks at hand, without the... View Details

Keywords: by Robin Abrahams, Boris Groysberg, and Steven L. Manchel