Competing To Win - Publications - Faculty & Research

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology... View Details

01 Dec 1999
News

Negotiating in 3-D: An Overarching Way to Get to Yes?

to improve a potential deal that under the best of terms may still be unsatisfactory, more sophisticated negotiators carefully assess whether those efforts might be better spent away from the table, generating View Details

Keywords: Anita M. Harris

01 Sep 2009
News

From Bytes to Bites

THOMAS: A career switch from high tech to the restaurant biz calls on every bit of HBS know-how. Photo Courtesy Scherrer As a teen, Laurie Thomas (MBA ’93) didn’t devote her summers to extracurricular... View Details

Keywords: Julia Hanna; Food Services and Drinking Places; Hospitality; Management of Companies and Enterprises; Management

17 Jan 2024
HBS Case

Psychological Pricing Tactics to Fight the Inflation Blues

compete with players like Temu and Shein, others may want to distinguish themselves by emphasizing the quality of their products and services, thus justifying their higher prices, Ofek says. In fact, being... View Details

Keywords: by Jay Fitzgerald; Consumer Products; Retail

01 Sep 2003
News

Hail to the Chief

Not along ago, consultant Alison Sander (MBA ’86/JD ’87) was invited to evaluate the potential for sustainable investment opportunities in Ecuador’s rain forests, where petroleum reserves were being parceled out View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

12 Aug 2018
News

As Barnes & Noble Struggles to Find Footing, Founder Takes Heat

04 Nov 2012
News

Assume the Position: Posing Your Way to Personal Power And Excellence

01 Sep 2008
News

Looking to the Majors

PAULSON: Sports is a tough business for ROI, but the returns to the community can be ample. Merritt Paulson (MBA ’00), owner of the minor league Portland Beavers Triple-A baseball team and the United Soccer League’s Portland Timbers, is... View Details

Keywords: Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment; Management, Scientific, and Technical Consulting Services; Professional Services

26 Oct 2018
News

A Chance to Lead

started my business, I put some emphasis on making sure women had opportunities to grow within the industry. “I set up training programs at my company, so that women could aspire to higher-level management,... View Details

01 Mar 2010
News

What Happened to Leadership?

IMMELT: A prescription to fix failures at the top. Sgt. Vincent Fusco/Usma For a speech on “Reviving American Leadership,” General Electric CEO Jeff Immelt (MBA ’82) chose a discerning audience: the corps of cadets at the U.S. Military... View Details

Keywords: Management; Electrical Equipment, Appliance, and Component Manufacturing; Manufacturing

29 Jan 2021
News

Holding Business to Account

behind-the-scenes work of impact investment firms and the wins that aren’t so public. “There’s been so much work done with regard to indigenous people’s rights everywhere, from the Amazon View Details

2011
Book

Success with Science: The Winners' Guide to High School Research

By: Shiv Gaglani, Maria Elena De Obaldia, Scott Duke Kominers, Dayan Li and Carol Y. Suh

Do you want to develop useful skills, gain admission to top colleges, win scholarship money, excel at science competitions, and explore career options all while having fun? By reading this book and using the advice within it, you will learn how to formulate a research... View Details

Keywords: Science; Research

Citation

Purchase

01 Mar 2011
News

Letters to the Editor

Violence and Islam I am a 93-year-old HBS graduate who has read numerous articles about Muslim extremists who push hard for complete government by theocracy and want to reduce women (some 50 percent of the population) View Details

Web

From C-Suite to CEO - Alumni

for you, the next phase is building your core competencies to position yourself for consideration. Specifically, you will need to demonstrate general management and... View Details

19 May 2015
News

Uber may never dominate in China—but it doesn't need to

14 Jul 2014
Research & Ideas

Pay Attention To Your ‘Extreme Consumers’

slight chance to win a jackpot, which increased as they saved more money. "They had not thought before that gambling might be a way to get people View Details

Keywords: by Michael Blanding

16 Oct 2018
News

To Lead and Serve

1880s to Boston. And my mother's family came in the 1920s. We're such a large family, it seemed like there was a lot of Navy. But in reality, it's probably about 5 percent of each generation: my grandfather, my father, my uncle, my boys.... View Details