Client Management - Publications - Faculty & Research

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Financial Accounting Online Course | HBS Online

students. A few weeks into the course, accounting terminology came alive as I realized why accounting is the language of business. I can now talk confidently with clients and understand the business aspect of their problems. Gaurang... View Details

25 Jan 2016
Research & Ideas

When Negotiating a Price, Never Bid with a Round Number

interviewed 10 senior investment bankers at the managing director or executive director level who each had several years of M&A experience. None of the bankers was aware of the academic literature on bid precision. The bankers were... View Details

Keywords: by Carmen Nobel

07 Jun 2023
Blog Post

My One Case: MBA Class of 2023 Looks Back

class did you read this case?In Managing Service Operations during my EC year with Professor Ryan Buell. How do you see yourself applying the lessons from this case in your future endeavors?My post-graduation focus is on growing and... View Details

04 Jan 2024
News

Great Heights

In 2019, after more than a decade scaling the heights of product management in Silicon Valley, Lisa Kostova (MBA 2009) decided to take on a different kind of climb. Over a sabbatical year, Kostova trained for and summited Denali, which,... View Details

Keywords: Amy Crawford

January 2012 (Revised June 2013)
Case

Dow Chemical: Innovating for Sustainability

Dow Chemical is one of the few major American industrial corporations that was founded in the late 19th century that is still in existence. From its origins producing bromine out of the brine underneath Midland, Michigan, the company has evolved from a diversified... View Details

Keywords: Innovation Strategy; Environmental Sustainability; Chemical Industry

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Building Iconic Brands and Brighter Futures: Interview with Glossier CEO, Kyle Leahy - Recruiting

college graduation. In consulting, Leahy had her first exposure to the retail industry, working primarily with clients in the retail banking and consumer sector. “I received really great training in View Details

20 Apr 2011
Research & Ideas

Blind Spots: We’re Not as Ethical as We Think

work presentation or exams, may help you focus on concrete details of the future situation that you might otherwise overlook. In her book Giving Voice to Values, Mary Gentile offers a framework to help managers prepare for difficult... View Details

Keywords: by Sean Silverthorne

February 2009 (Revised March 2013)
Case

Shanghai Diligence Law Firm (A)

By: Robert G. Eccles and Catherine Zhang

Shanghai Diligence Law Firm, started in January 2006, is a rapidly growing law firm in China's burgeoning legal services market. In addition to the usual challenges facing all professional service firms (picking and retaining talent and building a desired client... View Details

Keywords: Business Startups; Compensation and Benefits; Retention; Growth and Development Strategy; Service Operations; Motivation and Incentives; Legal Services Industry; China

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18 Jan 2016
Research & Ideas

Hazard Warning: The Unacceptable Cost of Toxic Workers

unlocking the data used in the analysis. Among other services, the consulting company advises clients on how to make better hires by tracking personality traits and skills revealed during the hiring process. Cornerstone usually focuses on... View Details

Keywords: by Roberta Holland

22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

relationships are moving to performance-based pricing—they are paid based on achieving certain client advertising and/or marketing goals. The contractor who rebuilt the 1995 earthquake-damaged freeway in Los Angeles received enormous... View Details

Keywords: by Benson Shapiro; Manufacturing

24 Jan 2005
Research & Ideas

Rethinking Activity-Based Costing

now possible through an approach that we call time-driven ABC, which we have successfully helped more than 100 client companies implement, including those described in this article. In the revised approach, View Details

Keywords: by Robert S. Kaplan & Steven R. Anderson

16 Feb 2010
Research & Ideas

The Outside-In Approach to Customer Service

an entire unit of boundary spanners whose primary role was to interface with their clients and make their experience with JLL seamless. As JLL expanded its client base, the company realized the limitations... View Details

Keywords: by Sarah Jane Gilbert; Consumer Products

13 Mar 2012
First Look

First Look: March 13

better understand the current and future potential of this industry. Based on recent in-depth case findings of two large and fast-growing suppliers-UFIDA and Kingdee-as well as other vendors and client firms in China, we share what we see... View Details

Keywords: Sean Silverthorne

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General Merchants to Commodities Brokers | Baker Library | Bloomberg Center | Harvard Business School

from general merchandisers to cotton commodity brokers, they opened an office in New York in 1858, the center of the commodities trading business. The firm served as brokers between farmers selling cotton and industrialists and exporters buying it. Mayer Lehman View Details

Profile

Maha Malik

"how" Maha took both interests, business and politics, to Dartmouth where she studied economics and government. Subsequent management consulting work at Bain & Co. opened her eyes to the intersections among the two. "It... View Details

Keywords: Consulting; Financial Services

01 Feb 2022
Book

Innovation Isn’t Just for Startups: How Big Companies Can Succeed

really gets accentuated when you need the cash and the resources to go to scale. It requires explorers like Carol Kovac to respect the tension in the organization and to manage from the outside in. As soon as the View Details

Keywords: by Lane Lambert

12 Aug 2020
Research & Ideas

Why Investors Often Lose When They Sue Their Financial Adviser

Years of bull market bliss gave brokerage clients few reasons to open their account statements—until March. Within one month, stocks in the United States notched their biggest one-day losses—and gains—as mounting fears about COVID-19’s... View Details

Keywords: by Danielle Kost; Financial Services

15 Feb 2024
Blog Post

How I Spent My 2+2 Deferral: Carol Wright

We sat down with Carol Wright (MBA 2025) to hear more about how she spent her deferral years. Why did you decide to apply to HBS via the 2+2 deferred admissions process? I attended the Summer Venture in Management Program in 2019.... View Details

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Logging In - Research Computing Services

'push' using the smartphone mobile application, please see Section 3, steps 1 and 5 through 8. GUI Login to the HBSGrid If you wish to use applications on the HBSGrid via a graphical user interface (GUI), we support remote desktop sessions using the NoMachine NX View Details

John C. Mulliken

Strategy consultant, former CTO & CPO, public & private company board member, retail & climatetech entrepreneur, early stage investor. Father of two, husband, sailor, hiker, and aspirational road biker.

John is a senior lecturer in the... View Details

Publications