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- September 2018 (Revised May 2021)
- Teaching Plan
Eastern Bank: Innovating Through Eastern Labs
By: Karen Mills, Dennis Campbell and Aaron Mukerjee
Eastern Bank is a 200-year-old New England mutual bank with a community focus. Eastern specializes in small business lending, having made strategic investments to become the top SBA lender in New England in the midst of the Great Recession, when other banks were... View Details
Keywords: Banks; Fintech; Innovation; Innovation ＆ Entrepreneurship; Innovation And Strategy; Technological Change; Technology And Innovation Management; Entrepreneurial Management; Intrapreneurship; Banks and Banking; Innovation and Invention; Entrepreneurship; Innovation Strategy; Technological Innovation; Information Technology; Management
- 01 Nov 2017
- What Do You Think?
What Are the Real Lessons of the Wells Fargo Case?
“be skeptical. In this case it was cross-selling retail products.” Outliers in competitive industries raise a red flag, he wrote. A number of causes for the alleged fraudulent behavior at Wells Fargo were put forth. They included poor... View Details
- 08 Sep 2014
- Research & Ideas
The Strategic Way To Hire a Sales Team
with engineering on custom applications, and up-selling or cross-selling additional services. Allocation of sales talent should change. Focus on behaviors in selection. In many firms, this means upgrading assessment skills. Managers are... View Details
Keywords: by Carmen Nobel
- 04 Nov 2002
- Research & Ideas
From Lone Star to Team Player
revenues from cross-selling of products originally developed in one unit but are now sold in other units as well. It has become a truism that sharing knowledge and collaboratingis good, but many times it is not.— Morten T. Hansen The... View Details
Keywords: by Mallory Stark
- 30 Jul 2013
- First Look
First Look: July 30
Boeing, the differences between hedging with FX options versus FX futures, counterparty risk, and hedge accounting, among other considerations. Purchase this case: http://hbr.org/search/213080-PDF-ENG Harvard Business School Case 113-003 Transport Corporation of India... View Details
Keywords: Anna Secino
- 14 Jul 2003
- Research & Ideas
Keeping Your Balance With Customers
value" of a customer. Customer growth strategies generally involve striving to expand the share of each customer's spending by expanding the company's range of products or services. This involves cross-selling to and partnering with... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 24 Apr 2006
- Research & Ideas
Managing Alignment as a Process
The corporate customer measure, percentage of revenue from common customers, monitors this objective directly, and annual growth in sales per customer emphasizes the importance of cross-selling across product lines. SMI expected three... View Details
- 29 Jan 2008
- First Look
First Look: January 29, 2008
to receive favorable loan terms. First, bank relationships formed through repeated transactions reduce inefficiencies from information asymmetry between the lender and the leveraged buyout firm. Second, banks price loans to cross-sell... View Details
Keywords: Martha Lagace
- 26 Apr 2011
- First Look
First Look: April 26
unchanged. We find that CLV availability resulted in a significant shift in attention towards the more profitable client segments (the weight of the top segment in the portfolio of customers increases from 26% to 34%), but we do not find evidence of improved View Details
Keywords: Sean Silverthorne
- 16 Aug 2010
- Lessons from the Classroom
HBS Introduces Marketing Analysis Tools for Managers
(CRM) planning by helping to segment the customer base by their profitability to the firm, so that managers can increase or decrease marketing expenditures to a particular segment. It provides specific advice on how much to spend to acquire a customer, to retain a... View Details
Keywords: by Sarah Jane Gilbert
- 23 Oct 2012
- First Look
First Look: October 23
reputations, or the banks' prominence in structured financing markets. Banks' involvement in private equity investments provides significant cross-selling opportunities. Collectively, this evidence is consistent with banks' taking... View Details
Keywords: Sean Silverthorne
- 07 May 2013
- First Look
First Look: May 7
equity groups. Instead, they appear to expand their private equity engagement to take advantage of the credit market booms while capturing private benefits from cross-selling of other banking services. Publisher's link:... View Details
Keywords: Carmen Nobel
- 31 Aug 2010
- First Look
First Look: August 31
interactions reduce inefficiencies from information asymmetry. Second, banks price loans to cross-sell other fee business. These effects are additive. A one standard deviation increase in both bank relationship strength and View Details
Keywords: Sean Silverthorne
- 02 Jan 2018
- First Look
First Look at New Research and Ideas, January 3, 2018
if he develops product that can be monetized. O’Malley conducts tests in insurance cross-selling and small business lending, eventually launching a completely automated small business lending product. Rivers keeps the promise by helping... View Details
Keywords: Sean Silverthorne
- 22 Jun 2021
- Research & Ideas
The COVID-19 Mutiny: When Teams Leave and Take Their Clients
reasons, or sabbaticals to work on other projects. They shouldn’t have to change companies to meet their needs. Cross-sell to clients. Clients are less likely to follow, say, a financial adviser to NewCo if they already have mortgages,... View Details
- 26 Jul 2011
- First Look
First Look: July 26
supplement:http://cb.hbsp.harvard.edu/cb/product/611080-PDF-ENG Marshall & Gordon: Designing an Effective Compensation System (A) Heidi K. Gardner and Kerry HermanHarvard Business School Case 411-038 CEO Kelly Browne wrestles with the design of a new compensation... View Details
Keywords: Sean Silverthorne
- 05 Jun 2007
- First Look
First Look: June 5, 2007
change in the information set for employees when the incentives and decision rights remain unchanged. Also examines the tradeoffs front-line employees face as they divide their efforts between reaching new customers and increasing the amount of View Details
Keywords: Martha Lagace
- 09 Sep 2024
- HBS Case
McDonald’s and the Post #MeToo Rules of Sex in the Workplace
McMuffin—as well as what has been called one of the most famous cross-sells of all time: “Would you like fries with that?” Yet by 2015, McDonald’s found itself in what reporters called the worst slump in a decade, driven by rising... View Details