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September 2019 (Revised February 2022)
Supplement

Glenn Defense Marine Asia (B)

By: Susanna Gallani, Anja Anliker, Luke Hodges and Amram Migdal

This case describes the growth of Glenn Defense Marine Asia (GDMA) under the leadership of Leonard Glenn Francis. GDMA provided ship husbanding and logistical support services to the United States Navy when Navy ships visited various ports in Southeast Asia. The case... View Details

September 2019 (Revised February 2022)
Case

Glenn Defense Marine Asia (A)

By: Susanna Gallani, Anja Anliker, Luke Hodges and Amram Migdal

This case describes the growth of Glenn Defense Marine Asia (GDMA) under the leadership of Leonard Glenn Francis. GDMA provided ship husbanding and logistical support services to the United States Navy when Navy ships visited various ports in Southeast Asia. The case... View Details

November 1990 (Revised September 2004)
Case

Circuit City Stores, Inc. (A)

By: William J. Bruns Jr. and Susan Harmeling

Circuit City sells consumer electronic equipment, appliances, and extended service and warranty contracts which supplement those provided by equipment manufacturers. Equipment is sold at low margins, while warranties carry very high margins. A question has been raised... View Details

Keywords: Sales; Cost; Profit; Financial Statements; Revenue; Marketing Strategy; Electronics Industry; Consumer Products Industry

October 1998 (Revised December 1999)
Case

Lockheed Martin IMS: Making a Contribution and a Profit

By: Rosabeth M. Kanter and Courtney Purrington

Examines Lockheed Martin's attempt to move from its traditional reliance on defense/aerospace contracts into providing outsourced government services in the social sector. The protagonist reflects on the past 24 years of rapid growth in the company and the myriad... View Details

Keywords: Social Enterprise; Partners and Partnerships; Diversification; Performance Effectiveness; Job Cuts and Outsourcing; Welfare; Private Ownership; Public Ownership; Privatization; Strategic Planning; United States

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October 2003 (Revised November 2004)
Case

Joe Bachelder: Executive Pay Negotiator

By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman

Joe Bachelder was the leading executive pay negotiator in the United States, securing generous contracts for CEOs and executives at Fortune 500 companies. The CEO of Victor Sports Co. resigned, and the board offered the job to Charles Suarez, a star executive from a... View Details

Keywords: Negotiation Preparation; Negotiation Process; Negotiation Participants; Executive Compensation; Retail Industry; Sports Industry

January 2021 (Revised March 2022)
Teaching Note

Ureed.com: The Marketplace for Language

By: Ashley V. Whillans

This case explores the growth of Ureed, an online marketplace for translation services that is powered by a workforce consisting of remote freelancers who are based in the United Arab Emirates. Nour Al Hassan, the founder and CEO faced the challenge of how best to... View Details

Keywords: Language Translation; Freelancers; Remote Work; Entrepreneurship; Human Resources; Management; Motivation and Incentives; Job Design and Levels

11 Jan 2022
Cold Call Podcast

Can Entrepreneurs and Governments Team Up to Solve Big Problems?

Keywords: Re: Mitchell B. Weiss; Technology

24 Mar 2008
Research & Ideas

Reducing Risk with Online Advertising

it's often hard to know whether you've received the service you've contracted to receive and have paid for. You've got a bill. Have you also received the benefit of the service—the customers? Certainly you... View Details

Keywords: by Martha Lagace; Web Services; Web Services

12 May 2009
First Look

First Look: May 12, 2009

follow these practices successfully will have a distinct advantage over their shortsighted competitors. When Contracts Destroy Trust Authors:Deepak Malhotra Publication:Harvard Business Review 87, no. 5 (May 2009): 25 Abstract View Details

Keywords: Martha Lagace

January 2025
Supplement

Negotiating with Data: Analytics FC (B)

By: Jillian Jordan and Livia Alfonsi

Analytics FC was a UK-based sports consultancy that focused on international football (soccer), leveraging cutting-edge data-analytic techniques to support clubs, federations, and players. In 2022, Alex Greenwood, an elite female defender, approached the company for... View Details

Keywords: Negotiation Preparation; Gender; Analytics and Data Science; Reputation; Value Creation; Consulting Industry; Sports Industry; Europe; United Kingdom

December 2011 (Revised June 2012)
Case

Samasource: Give Work, Not Aid

By: Francesca Gino and Bradley R. Staats

Samasource sought to use work, not aid, for economic development. The company secured contracts for digital services from large companies in the United States and Europe, divided the work up into small pieces (called microwork) and then sent it to delivery centers in... View Details

Keywords: Development Economics; Growth and Development Strategy; Social Enterprise

October 2018
Case

Shield AI

By: Mitchell Weiss and A.J. Steinlage

Shield AI’s quadcopter – with no pilot and no flight plan – could clear a building and outpace human warfighters by almost five minutes. This was not to say that it was better than the warfighters or would replace their jobs, but it was evidence that autonomous robots... View Details

Article

Landing the First Job: The Value of Intermediaries in Online Hiring

By: Christopher Stanton and Catherine Thomas

Online markets for remote labor services allow workers and firms to contract with each other directly. Despite this, intermediaries—called outsourcing agencies—have emerged in these markets. This paper shows that agencies signal to employers that inexperienced workers... View Details

Keywords: Marketplace Matching; Agency Theory

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November 2002 (Revised August 2003)
Case

MedSource Technologies

By: Robert S. Huckman

Considers the issues facing Richard Effress, MedSource's chairman and CEO, as the firm approaches the Precision Cut project--the first test of MedSource's capabilities as an integrated, contract manufacturer in the medical device industry. MedSource Technologies was... View Details

Keywords: Product Development; Production; Mergers and Acquisitions; Product Design; Supply Chain Management; Management Teams; Medical Devices and Supplies Industry; United States

August 2015 (Revised August 2015)
Case

Hoag Orthopedic Institute

By: Robert S. Kaplan and Jonathan Warsh

Two groups of orthopedic surgeons form a joint venture with a community hospital to establish Hoag Orthopedic Institute, a for-profit hospital and two ambulatory service centers. By controlling and integrating all aspects of the patients' medical treatment, the... View Details

Keywords: Outcomes Measurement; Bundled Payment; Health Care; Activity-based Costing And Management; Measurement and Metrics; Activity Based Costing and Management; Competitive Strategy; Medical Specialties; Health Care and Treatment; Outcome or Result; Health Industry

January 2025
Case

Negotiating with Data: Analytics FC (A)

By: Jillian Jordan and Livia Alfonsi

Analytics FC was a UK-based sports consultancy that focused on international football (soccer), leveraging cutting-edge data-analytic techniques to support clubs, federations, and players. In 2022, Alex Greenwood, an elite female defender, approached the company for... View Details

Keywords: Negotiation; Negotiation Preparation; Gender; Analytics and Data Science; Sports; Reputation; Value Creation; Consulting Industry; Sports Industry; Europe; United Kingdom

Article

Crowdsourcing City Government: Using Tournaments to Improve Inspection Accuracy

By: Edward Glaeser, Andrew Hillis, Scott Duke Kominers and Michael Luca

The proliferation of big data makes it possible to better target city services like hygiene inspections, but city governments rarely have the in-house talent needed for developing prediction algorithms. Cities could hire consultants, but a cheaper alternative is to... View Details

Keywords: User-generated Content; Operations; Tournaments; Policy-making; Machine Learning; Online Platforms; Analytics and Data Science; Mathematical Methods; City; Infrastructure; Business Processes; Government and Politics

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October 2008
Case

Hrad Technika

Examines a struggling IT outsourcing project from the perspective of the IT services provider-Hrad Technika. When used in conjunction with "Tegan c.c.c." (9-609-038), it provides an opportunity to see both sides of the issue. When Hrad enters into a contract to create... View Details

Keywords: Experience and Expertise; Globalized Firms and Management; Job Cuts and Outsourcing; Service Delivery; Service Operations; Projects; Information Technology; Wales

October 2017 (Revised January 2018)
Case

Bitfury: Blockchain for Government

By: Mitchell Weiss and Elena Corsi

In the Republic of Georgia, legend had it their land was a precious gift from God he had intended to keep for his mother. But over time, the land had been under intermittent threat from without and within. In 2017, the Bitfury Group, which Valery Vavilov had... View Details

19 Mar 2014
Working Paper Summaries

The Use of Broker Votes to Reward Brokerage Firms’ and Their Analysts’ Research Activities

Keywords: by David A. Maber, Boris Groysberg & Paul M. Healy; Financial Services

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