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    Best-selling and New Cases by Ben Esty

    Best-Selling Cases:  

      1) Eaton: Portfolio Transformation & Cost of... View Details

      Brian J. Hall

      Brian J. Hall is the Albert H. Gordon Professor of Business Administration at Harvard Business School. He served as the Unit Head for the Negotiation, Organizations and Markets (NOM) Unit for 14 years. Previously, he was an assistant professor of economics in the... View Details

      Keywords: accounting industry; consulting; consumer products; executive search; financial services; high technology; investment banking industry; management consulting; private equity (LBO funds); restaurant; sports; venture capital industry

        Boris Groysberg

        Boris Groysberg is a professor of business administration in the Organizational Behavior unit at the Harvard Business School. Currently, he teaches courses on talent management and leadership in the school's MBA and Executive Education programs. He has won numerous... View Details
        Keywords: asset management; banking; brokerage; information technology industry; investment banking industry; professional services
        • February 2008 (Revised May 2008)
        • Case

        Lincoln Financial Group (A)

        Lincoln Financial Group (LFG) reorganizes its business in order to improve customer intimacy. However, to implement the strategy, they need to effect significant changes in the skills of their salespeople. This case series straddles human resource management, corporate... View Details
        Keywords: Competency and Skills; Customer Relationship Management; Training; Selection and Staffing; Organizational Change and Adaptation; Performance Evaluation; Sales; Corporate Strategy
        Related
        • June 2011 (Revised June 2012)
        • Case

        Sephora Direct: Investing in Social Media, Video, and Mobile

        By: Elie Ofek and Alison Berkley Wagonfeld
        Julie Bornstein, senior vice president of Sephora Direct, is seeking to double her budget for social media and other digital marketing initiatives for 2011. A number of digital efforts implemented in the past two years seem to be bearing fruit and there is a desire to... View Details
        Keywords: History; Leadership; Marketing Strategy; Marketing; Emerging Markets; Investment Return; Investment Funds; Budgets and Budgeting
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          Robert S. Kaplan

          Robert S. Kaplan is Senior Fellow and Marvin Bower Professor of Leadership Development, Emeritus at the Harvard Business School. He joined the HBS faculty in 1984 after spending 16 years on the faculty of the business school at Carnegie-Mellon University, where he... View Details

          Keywords: health care; nonprofit industry
          • September 1984
          • Case

          Henkel Corp.: International Sealants Brand SISTA (B)

          By: Robert J. Dolan
          Describes the outcome of implementation of the standardized plan described in Henkel (A). View Details
          Keywords: Marketing Strategy; Globalization; Expansion; Profit; Conflict Management; Outcome or Result; Consumer Products Industry; Construction Industry; Europe; West Germany
          Related
          • September 2001 (Revised April 2002)
          • Case

          Documentum, Inc

          By: Rajiv Lal and Sean Lanagan
          Describes Jeff Miller's attempt to implement Geoffrey Moore's crossing the chasm ideas at enterprise software vendor, Documentum. View Details
          Keywords: Marketing Strategy; Segmentation; Software
          Related
          • May 2021
          • Article

          Value-Based Healthcare in Urology: A Collaborative Review

          By: Chanan Reitblat, Paul A. Bain, Michael E. Porter, David N. Bernstein, Thomas W. Feeley, Markus Graefen, Santosh Iyer, Matthew J. Resnick, C.J. Stimson, Quoc-Dien Trinh and Boris Gershman
          Context:
          In response to growing concerns over rising costs and major variation in quality, improving value for patients has been proposed as a fundamentally new strategy for how healthcare should be delivered, measured, and... View Details
          Keywords: Value-based Healthcare; Integrated Practice Units; Outcome Measurement; Time-Driven Activity-Based Costing; Health Care and Treatment; Value; Cost Management; Strategy; Outcome or Result; Measurement and Metrics
          Related
          • July 2008 (Revised January 2010)
          • Case

          PCCW now

          By: Andrei Hagiu and Waishun Lo
          In 2007, PCCW had to formulate a strategy for growth of its successful NOW TV platform and its quadruple play implementation outside of Hong Kong. Launched in September 2003 by PCCW (Hong Kong's largest telecommunications operator), NOW TV had swiftly become the... View Details
          Keywords: Television Entertainment; Growth and Development Strategy; Multi-Sided Platforms; Technology Platform; Media and Broadcasting Industry; Telecommunications Industry; Hong Kong
          Related
          • January 2022
          • Case

          Somatus: Value-Based Kidney Care (A)

          By: Ariel D. Stern, Robert S. Huckman and Sarah Mehta
          When Dr. Ikenna Okezie founded Somatus, a value-based kidney care provider, his goal had been nothing short of transforming kidney care delivery in the United States. Rather than relying on dialysis, a costly and intensive treatment for late-stage kidney disease, the... View Details
          Keywords: Business Startups; Disruption; Entrepreneurship; Health; Health Care and Treatment; Health Disorders; Medical Specialties; Innovation and Invention; Disruptive Innovation; Management; Strategy; Business Strategy; Value; Value Creation; Health Industry; United States; Virginia
          Related
          • 05 Apr 2004
          • Research & Ideas

          Six Ways to Build Trust in Negotiations

          mean missing out on significant opportunities. For this reason, fostering trust on the fly is a critical skill for managers. As Kristen knew, the first step to inspiring trust is to demonstrate trustworthiness. All negotiators can apply the six View Details
          Keywords: by Deepak Malhotra
          • January 2022
          • Background Note

          Residual Income Valuation Model

          By: Charles C.Y. Wang and Albert Shin
          This note explains the residual income valuation model (RIM), how it relates to "traditional" valuation models, the intuition behind its use, and empirical research related to its value relevance. RIM is theoretically equivalent to the dividend discount model and the... View Details
          Keywords: Residual Income Valuation; Valuation; Research; Theory; Measurement and Metrics; Performance; Financial Management; Business Strategy
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          • July 2019 (Revised May 2020)
          • Supplement

          Piramal e-Swasthya (C): A New Name, Bigger Scope, and Public-Private Partnerships

          By: Rosabeth Moss Kanter and Joyce J. Kim
          In 2010, Anand Piramal acquired the Health Management Research Institute (HMRI), a healthcare venture, and merged it with his original digital healthcare startup Piramal e-Swasthya (PeS), so that PeS became Piramal Swasthya. After acquiring HMRI, Piramal Swasthya... View Details
          Keywords: Entrepreneur; Healthcare; Innovation; Emerging Economies; Scaling; Social Enterprise; Entrepreneurship; Health Care and Treatment; Innovation and Management; Emerging Markets; Growth and Development; Organizational Change and Adaptation; Partners and Partnerships; India
          Related

            Susanna Gallani

            Susanna View Details

            Keywords: health care
            • April 1994 (Revised October 2002)
            • Case

            Frito-Lay, Inc.: A Strategic Transition (1987-1989)

            By: Lynda M. Applegate
            Describes the actions taken by the new CEO to return the company to profitability, to clarify the vision, and then to build the infrastructure (human, capital, and information) needed to support the long-term change in strategy and organization. Ends with senior... View Details
            Keywords: Transition; Organizational Change and Adaptation; Information Technology; Management Teams; Business Strategy; Food and Beverage Industry
            Related
            • October 2015 (Revised May 2016)
            • Background Note

            Leading and Managing Change (ABRIDGED)

            By: Ryan Raffaelli
            Managing change is consistently ranked as one of the most critical and difficult tasks that leaders face. This note outlines the key choices that leaders must make when engineering change. It is organized into four sections, offering guidance on how to 1) diagnose the... View Details
            Keywords: Change Management
            Related
            • May 2013 (Revised April 2015)
            • Case

            Ron Johnson: Retail at Target, Apple, and J.C. Penney

            By: Das Narayandas, Kerry Herman and Lisa Mazzanti
            In April 2013, Ron Johnson (HBS '84) stepped down after just 18 months as CEO of J.C. Penney. In his brief tenure, Johnson, an acclaimed retailer respected for his innovation and success in shaping the retail image at Target and Apple, introduced dramatic departures... View Details
            Keywords: Change Management; Innovation Leadership; Situation or Environment; Failure; Management Teams; Brands and Branding; Retail Industry; United States
            Related
            • 16 Oct 2019
            • News

            Where ESG Fails

            • December 2010
            • Case

            Leadership, Culture, and Transition at lululemon

            By: Michael Tushman, Ruth Page and Tom Ryder
            The case examines leadership and organizational change within a strong culture context through a multimedia study of lululemon, a specialty retailer of high-end athletic apparel. Video segments trace the company's history from its founding in 1998 as a single retail... View Details
            Keywords: Leading Change; Organizational Culture; Organizational Change and Adaptation; Change Management; Transition; Growth Management; Management Teams; Organizational Structure; Governing and Advisory Boards; Apparel and Accessories Industry; Retail Industry; Vancouver; United States
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