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      • October 1998
      • Case

      CRA Managed Care, Inc. (A)

      By: Myra M. Hart and Jennifer Starr
      Silverman and her co-founder, Don Larson, own the largest privately held injury-management and cost-containment services firm in the United States. When their $80+ million company attracts substantial interest of investment bankers and venture capitalists, the two must... View Details
      Keywords: Transition; Leadership Development; Venture Capital; Business Exit or Shutdown; Investment; Business or Company Management; Nonprofit Organizations; Personal Development and Career; Entrepreneurship; Service Industry; United States
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      Hart, Myra M., and Jennifer Starr. "CRA Managed Care, Inc. (A)." Harvard Business School Case 899-068, October 1998.
      • October 1998 (Revised September 1999)
      • Case

      Brazil Confronts an Interdependent World

      By: George C. Lodge and Cate Reavis
      Discusses the politics of change and how Brazilian President Fernando Henrique Cardoso, elected in 1994, has fought to promote systemic change in Brazil. While his Real Plan has stabilized inflation and attracted foreign investment, the nation's deficit continues to... View Details
      Keywords: Development Economics; Government and Politics; Inflation and Deflation; Foreign Direct Investment; Equality and Inequality; Change; Social Issues; Public Administration Industry; Brazil
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      Lodge, George C., and Cate Reavis. "Brazil Confronts an Interdependent World." Harvard Business School Case 799-004, October 1998. (Revised September 1999.)
      • August 1998
      • Case

      Record Masters

      By: William A. Sahlman, Michael J. Roberts and Laurence E. Katz
      Kent Dauten, a former general partner at the Chicago private equity firm of Madison Dearborn Partners, has engaged in a search to personally sponsor a buyout in which he can play an active management role. He has received a selling memorandum for Record Masters, a... View Details
      Keywords: Risk and Uncertainty; Leveraged Buyouts; Valuation; Negotiation Deal; Investment
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      Sahlman, William A., Michael J. Roberts, and Laurence E. Katz. "Record Masters." Harvard Business School Case 899-020, August 1998.
      • April 1998 (Revised November 1999)
      • Case

      Hambrecht & Quist

      By: Thomas J. DeLong and Nicole Tempest
      Hambrecht & Quist (H&Q), an investment bank headquartered in San Francisco, has a very unique culture relative to its Wall Street counterparts. Firm members and even competitors describe the culture as entrepreneurial, team-driven, non-bureaucratic, and... View Details
      Keywords: Mergers and Acquisitions; Corporate Entrepreneurship; Investment Banking; Growth and Development Strategy; Emerging Markets; Organizational Culture; Competitive Advantage; Banking Industry; San Francisco
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      DeLong, Thomas J., and Nicole Tempest. "Hambrecht & Quist." Harvard Business School Case 898-161, April 1998. (Revised November 1999.)
      • March 1998 (Revised June 1999)
      • Case

      DigitalThink: Building a Sales Force

      By: Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall
      A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of... View Details
      Keywords: Internet and the Web; Salesforce Management; Business Startups; Service Industry
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      Roberts, Michael J., Joseph B. Lassiter III, and Christina L. Darwall. "DigitalThink: Building a Sales Force." Harvard Business School Case 898-193, March 1998. (Revised June 1999.)
      • March 1998 (Revised December 1998)
      • Case

      BCI Growth III: May 1993

      By: Josh Lerner
      A Vermont solid-waste company seeks mezzanine financing to finance its strategy of acquiring and consolidating local competitors. The mezzanine private equity group must decide whether this investment offers an attractive risk-return tradeoff. View Details
      Keywords: Private Equity; Business Growth and Maturation; Consolidation; Wastes and Waste Processing; Acquisition; Service Industry; Vermont
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      Lerner, Josh. "BCI Growth III: May 1993." Harvard Business School Case 298-093, March 1998. (Revised December 1998.)
      • March 1998
      • Case

      Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc.

      By: James K. Sebenius and David T. Kotchen
      Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
      Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
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      Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc." Harvard Business School Case 898-198, March 1998.
      • March 1998
      • Case

      Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc.

      By: James K. Sebenius and David T. Kotchen
      Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
      Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
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      Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A2), A: Confidential Information for Medallion Capital, Inc." Harvard Business School Case 898-199, March 1998.
      • January 1998 (Revised July 2019)
      • Case

      Cafes Monte Bianco: Building a Profit Plan

      By: Robert L. Simons and Antonio Davila
      Alert: This case has been revised since its original publication; all amounts have been converted to euros and the dates have been updated to 2020. If you’ve taught with this case in the past, please note that changes may affect teaching plans and classroom use. Using... View Details
      Keywords: Strategic Planning; Cash Flow; Investment Return; Profit; Financial Statements; Food and Beverage Industry; Italy
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      Simons, Robert L., and Antonio Davila. "Cafes Monte Bianco: Building a Profit Plan." Harvard Business School Case 198-088, January 1998. (Revised July 2019.)
      • September 1997 (Revised May 1999)
      • Case

      Automated Intelligence Corporation

      By: James K. Sebenius and David T. Kotchen
      Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
      Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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      Sebenius, James K., and David T. Kotchen. "Automated Intelligence Corporation." Harvard Business School Case 898-045, September 1997. (Revised May 1999.)
      • September 1997 (Revised May 1999)
      • Case

      Precision Controls, Inc.

      By: James K. Sebenius and David T. Kotchen
      Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
      Keywords: Information Technology; Valuation; Research and Development; Negotiation Process; Stock Shares; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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      Sebenius, James K., and David T. Kotchen. "Precision Controls, Inc." Harvard Business School Case 898-046, September 1997. (Revised May 1999.)
      • November 1996 (Revised August 1997)
      • Case

      Project "Dial-Tone"

      By: William A. Sahlman and Andrew S. Janower
      Bob Hellman, a partner in a West Coast middle-market buyout firm, is attempting to simultaneously acquire and merge three disparate firms in the rapidly consolidating telemarketing services industry. Hellman must value the individual companies as well as the combined... View Details
      Keywords: Complexity; Private Equity; Integration; Mergers and Acquisitions; Negotiation Deal; Strategic Planning; Investment; Opportunities; Valuation; Service Industry
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      Sahlman, William A., and Andrew S. Janower. Project "Dial-Tone". Harvard Business School Case 897-003, November 1996. (Revised August 1997.)
      • July 1996 (Revised August 2024)
      • Case

      Innovative Opportunities to Manage Health Care Delivery

      By: Regina E. Herzlinger and D. Scott Lurding
      The purpose of this case is: To familiarize the students with the changing landscape of health care delivery, through chains of retail medical centers and those offering value-based care (VBC).

      To discuss fundamental managerial decisions about their... View Details
      Keywords: Managed Care; Capitation; Strategy
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      Herzlinger, Regina E., and D. Scott Lurding. "Innovative Opportunities to Manage Health Care Delivery." Harvard Business School Case 197-011, July 1996. (Revised August 2024.)
      • Article

      U.S. Multinationals in British Manufacturing before 1962

      By: G. Jones and Frances Bostock
      This article presents a new database on U.S. multinationals active in British manufacturing between 1907 and 1962. Britain was the largest European host economy for U.S. direct investment in manufacturing and the second largest host worldwide. This article identifies... View Details
      Keywords: Production; Trade; Foreign Direct Investment; Research and Development; Business Subsidiaries; Policy; Investment; Manufacturing Industry; United States; Great Britain
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      Jones, G., and Frances Bostock. "U.S. Multinationals in British Manufacturing before 1962." Business History Review 70, no. 2 (Summer 1996): 207–256.
      • June 1995 (Revised June 1996)
      • Case

      White Nights and Polar Lights: Investing in the Russian Oil Industry

      By: Debora L. Spar
      In the latter half of the 1980s, the collapse of the Soviet empire created an unprecedented opportunity for Western businesses. Among those most attracted were the oil firms, who rushed to investigate Russia's vast petroleum reserves. But, as they soon discovered,... View Details
      Keywords: Risk and Uncertainty; Market Entry and Exit; Foreign Direct Investment; Energy Sources; Energy Industry; Russia
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      Spar, Debora L., William W. Jarosz, and Julia Kou. "White Nights and Polar Lights: Investing in the Russian Oil Industry." Harvard Business School Case 795-022, June 1995. (Revised June 1996.)
      • November 1994
      • Case

      Bain & Company: International Expansion

      By: Michael Y. Yoshino and J. Peter Williamson
      Bain & Co., a leading strategy consulting firm, faces major strategic and organizational issues regarding global expansion. The Bain partners must choose a course among many exciting and attractive opportunities for growth. Also explores organizational and managerial... View Details
      Keywords: Business or Company Management; Growth and Development Strategy; Management; Expansion; Global Strategy; Decision Making; Organizations; Partners and Partnerships; Consulting Industry
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      Yoshino, Michael Y., and J. Peter Williamson. "Bain & Company: International Expansion." Harvard Business School Case 395-102, November 1994.
      • November 1994 (Revised December 1995)
      • Case

      Scripps Research Institute, The: November 1993 (Abridged)

      By: Josh Lerner
      In November 1993, Dr. Richard Lerner, president of the Scripps Research Institute, faces the challenge of maintaining his organization's financial and scientific vitality. A proposed cooperative venture with Sandoz has attracted considerable criticism. Meanwhile, a new... View Details
      Keywords: Joint Ventures; Financing and Loans; Policy; Management; Organizational Change and Adaptation; Problems and Challenges; Research; Nonprofit Organizations
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      Lerner, Josh. "Scripps Research Institute, The: November 1993 (Abridged)." Harvard Business School Case 295-068, November 1994. (Revised December 1995.)
      • February 1994 (Revised July 2008)
      • Case

      Banc One Corporation: Asset and Liability Management

      By: Benjamin C. Esty, Peter Tufano and Jon Headley
      Banc One's share price has been falling recently due to analyst and investor concern over the bank's heavy use of interest rate derivatives. Dick Lodge, chief investment officer in charge of the bank's investment and derivative portfolio, must recommend to the CEO a... View Details
      Keywords: Credit Derivatives and Swaps; Financial Management; Interest Rates; Investment Portfolio; Governance Controls; Risk Management; Banking Industry
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      Esty, Benjamin C., Peter Tufano, and Jon Headley. "Banc One Corporation: Asset and Liability Management." Harvard Business School Case 294-079, February 1994. (Revised July 2008.)
      • 1993
      • Chapter

      Marketing Strategies to Attract Foreign Investment

      By: L. T. Wells Jr.
      Keywords: Marketing Strategy; Foreign Direct Investment; Globalized Economies and Regions; Trade
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      Wells, L. T., Jr. "Marketing Strategies to Attract Foreign Investment." In Multinationals in the Global Political Economy, edited by L. Eden and E. Potter, pp. 168–186. New York: St. Martin's Press, 1993.
      • June 1993 (Revised September 1993)
      • Case

      Retail in Mexico 1993

      By: David B. Yoffie and Charles McHugh LaFollette
      In the wake of NAFTA, U.S. retail firms begin to see Mexico as an attractive market for international expansion. This case examines the structure of Mexico's volume retail (grocery, discount, warehouse club, hypermarket) industry, the joint ventures between U.S. and... View Details
      Keywords: Expansion; Global Strategy; Joint Ventures; Industry Structures; Trade; Retail Industry; United States; Mexico
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      Yoffie, David B., and Charles McHugh LaFollette. "Retail in Mexico 1993." Harvard Business School Case 793-144, June 1993. (Revised September 1993.)
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