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      • Faculty Publications  (101)

      Strategic PartnershipsRemove Strategic Partnerships →

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      • September 2012 (Revised December 2012)
      • Case

      Addleshaw Goddard LLP (Abridged)

      By: Robert G. Eccles, Amy C. Edmondson and James Weber
      Addleshaw-Goddard (AG), the 15th largest law firm in the UK, is seeking ways to serve larger clients on more important legal matters. Part of this strategy involves its "Client Development Centre (CDC)," an innovative idea and set of services launched by Dr. Jim Hever... View Details
      Keywords: Price; Innovation and Invention; Service Operations; Partners and Partnerships; Competitive Advantage; Diversification; Legal Services Industry; United Kingdom
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      Eccles, Robert G., Amy C. Edmondson, and James Weber. "Addleshaw Goddard LLP (Abridged)." Harvard Business School Case 413-064, September 2012. (Revised December 2012.)
      • June 2012
      • Article

      Leadership Is a Conversation

      By: Boris Groysberg and Michael Slind
      Globalization and new technologies have sharply reduced the efficacy of command-and-control management and its accompanying forms of corporate communication. In the course of a recent research project, the authors concluded that by talking with employees, rather than... View Details
      Keywords: Employees; Management Style; Interpersonal Communication; Leadership; Cooperation; Partners and Partnerships
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      Groysberg, Boris, and Michael Slind. "Leadership Is a Conversation." Harvard Business Review 90, no. 6 (June 2012).
      • December 2011
      • Case

      Negotiating the Path of Abraham

      By: James K. Sebenius and Kimberlyn Leary
      The Abraham Path Initiative board faces strategic and negotiating challenges in revitalizing a route of Middle East cultural tourism following Abraham's path 4000 years ago. The Path begins in the ancient ruins of Harran, in modern-day Turkey, where Abraham first heard... View Details
      Keywords: Nonprofit Organizations; Governing and Advisory Boards; Partners and Partnerships; Negotiation; Social Entrepreneurship; Religion; Culture; Tourism Industry; Israel; Syria; Middle East; Turkey; Jordan
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      Sebenius, James K., and Kimberlyn Leary. "Negotiating the Path of Abraham." Harvard Business School Case 912-017, December 2011.
      • July – August 2011
      • Article

      Evolve (Again)

      By: Rosabeth M. Kanter
      Frenzy over social networks and interactive media can produce equally overhyped predictions that everything will change, not to mention money-losing investments in silly ventures. Separating enduring strategic lessons from the hype can help avoid a new crash. Hint: the... View Details
      Keywords: Business Startups; Venture Capital; Investment; Technological Innovation; Organizational Change and Adaptation; Partners and Partnerships
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      Kanter, Rosabeth M. "Evolve (Again)." Harvard Business Review 89, nos. 7-8 (July–August 2011): 36.
      • May 2011 (Revised July 2011)
      • Case

      Fiat-Chrysler Alliance: Launching the Cinquecento in North America

      By: Gary P. Pisano, Phillip Andrews and Alessandro Di Fiore
      Fiat ended its 27-year absence in the North American automobile market when the first Cinquecento (500)—a very small, iconic Italian car that had strong sales in Europe—was delivered on March 10, 2011. The Italian automaker re-entered the market through an alliance... View Details
      Keywords: Product Launch; Product Positioning; Mergers and Acquisitions; Partners and Partnerships; Globalization; Operations; Growth and Development Strategy; Integration; Auto Industry; North America; Europe
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      Pisano, Gary P., Phillip Andrews, and Alessandro Di Fiore. "Fiat-Chrysler Alliance: Launching the Cinquecento in North America." Harvard Business School Case 611-037, May 2011. (Revised July 2011.)
      • January 2011 (Revised November 2014)
      • Case

      Mochi Media

      By: Thomas R. Eisenmann and Amit Jain
      In late 2009, the management of Mochi Media, a venture-backed startup, must decide how to invest scarce resources to achieve continued growth. Mochi has developed a three-sided platform, connecting Flash game developers, sites that aggregate these games, and... View Details
      Keywords: Business Model; Business Startups; Games, Gaming, and Gambling; Entrepreneurship; Growth and Development Strategy; Network Effects; Multi-Sided Platforms; Partners and Partnerships; Competition
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      Eisenmann, Thomas R., and Amit Jain. "Mochi Media." Harvard Business School Case 811-056, January 2011. (Revised November 2014.)
      • October 2010 (Revised November 2010)
      • Case

      The NFL's Digital Media Strategy

      By: Anita Elberse, C. Kelsey Calhoun and Daven Johnson
      In late 2009, Brian Rolapp, senior vice president of media strategy and digital media for the NFL, was faced with the challenge of determining the league's strategic approach to the wireless market—and presenting his views to NFL team owners. What was the league's best... View Details
      Keywords: Business Model; Marketing Channels; Marketing Strategy; Media; Distribution Channels; Mobile and Wireless Technology; Sports Industry
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      Elberse, Anita, C. Kelsey Calhoun, and Daven Johnson. "The NFL's Digital Media Strategy." Harvard Business School Case 511-055, October 2010. (Revised November 2010.)
      • July 2010
      • Supplement

      Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)

      By: Thomas J. Steenburgh and Jill Avery
      Pricing is one of the most difficult decisions marketers make and the one with the most direct and immediate impact on the firm's financial position. This toolkit will introduce the fundamental terminology and calculations associated with pricing and profitability... View Details
      Keywords: Management Analysis, Tools, and Techniques; Marketing Strategy; Decisions; Strategic Planning; Price; Partners and Partnerships; Cost; Demand and Consumers; Revenue; Profit; Mathematical Methods; Measurement and Metrics
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      Steenburgh, Thomas J., and Jill Avery. "Marketing Analysis Toolkit: Pricing and Profitability Analysis (CW)." Harvard Business School Spreadsheet Supplement 511-701, July 2010.
      • March 2010
      • Case

      Sonoco Products Company (A): Building a World-Class HR Organization (Abridged)

      By: David A. Thomas and Boris Groysberg
      Describes the steps the vice-president of human resources takes in revamping an HR function that was noncooperative and, at times, competitive and introducing the company to the notion of HR as a strategic business partner. Explores changes made to the company's... View Details
      Keywords: Human Resources; Organizations; Restructuring; Partners and Partnerships; Management Succession; Strategic Planning; Performance
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      Thomas, David A., and Boris Groysberg. "Sonoco Products Company (A): Building a World-Class HR Organization (Abridged)." Harvard Business School Case 410-082, March 2010.
      • Article

      Managing Alliances with the Balanced Scorecard

      By: Robert S. Kaplan, David P. Norton and Bjarne Rugelsjoen
      The article addresses failures in strategic alliances and illustrates, via a detailed description of the successful strategic alliance between Solvay Pharmaceuticals Inc. and Quintiles company how the creation of a strategy map and Balanced Scorecard helps align the... View Details
      Keywords: Alliances; Balanced Scorecard; Employees; Alignment; Corporate Governance; Interests; Management Practices and Processes; Goals and Objectives; Partners and Partnerships
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      Kaplan, Robert S., David P. Norton, and Bjarne Rugelsjoen. "Managing Alliances with the Balanced Scorecard." Harvard Business Review 88, nos. 1/2 (January–February 2010): 114–120.
      • October 2009
      • Case

      Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (A)

      By: James K. Sebenius and Ellen Knebel
      This case describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success along with several of... View Details
      Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Management Teams; Retail Industry
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      Sebenius, James K., and Ellen Knebel. "Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (A)." Harvard Business School Case 910-004, October 2009.
      • October 2009
      • Supplement

      Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)

      By: James K. Sebenius and Ellen Knebel
      This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success... View Details
      Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Distribution Channels; Distribution Industry
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      Sebenius, James K., and Ellen Knebel. "Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)." Harvard Business School Supplement 910-005, October 2009.
      • July 2009 (Revised July 2009)
      • Case

      Blue Ocean or Stormy Waters? Buying Nix Check Cashing

      By: Peter Tufano
      Kinecta Federal Credit Union has the opportunity to purchase Nix Check Cashing as part of their "blue ocean" strategy to reach the financially underserved and increase credit union membership and deposits. But they face financial as well as reputational risk. Check... View Details
      Keywords: Mergers and Acquisitions; Credit; Financing and Loans; Personal Finance; Strategic Planning; Partners and Partnerships; Reputation; Banking Industry; Financial Services Industry
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      Tufano, Peter, and Andrea Ryan. "Blue Ocean or Stormy Waters? Buying Nix Check Cashing." Harvard Business School Case 210-012, July 2009. (Revised July 2009.)
      • June 2009 (Revised July 2010)
      • Case

      Goldman Sachs: The 10,000 Women Initiative

      By: Christopher Marquis, V. Kasturi Rangan and Cathy Ross
      Describes the conception, development, and implementation of Goldman Sachs' five-year, $100 million philanthropic initiative to provide practical business and management education to 10,000 women around the globe. The initiative recently celebrated its first... View Details
      Keywords: Partners and Partnerships; Corporate Social Responsibility and Impact; Business Education; Gender; Philanthropy and Charitable Giving; Financial Services Industry; Education Industry
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      Marquis, Christopher, V. Kasturi Rangan, and Cathy Ross. "Goldman Sachs: The 10,000 Women Initiative." Harvard Business School Case 509-042, June 2009. (Revised July 2010.)
      • April 2009
      • Case

      SAP AG: Orchestrating the Ecosystem

      By: Marco Iansiti and Karim R. Lakhani
      Business ecosystems require careful orchestration and strategic choices regarding make/buy/partner decisions and membership access. This case examines the strategic and technological issues related to managing SAP's thriving ecosystem of user communities, software... View Details
      Keywords: Decision Choices and Conditions; Organizational Structure; Partners and Partnerships; Business Strategy; Technology Industry
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      Iansiti, Marco, and Karim R. Lakhani. "SAP AG: Orchestrating the Ecosystem." Harvard Business School Case 609-069, April 2009.
      • March 2009 (Revised May 2011)
      • Case

      Addleshaw-Goddard LLP

      By: Robert G. Eccles, Amy C. Edmondson and James Weber
      Addleshaw-Goddard (AG), the 15th largest law firm in the U.K., is seeking ways to serve larger clients on more important legal matters. Part of this strategy involves its "Client Development Centre (CDC)," an innovative idea and set of services launched by Dr. Jim... View Details
      Keywords: Price; Innovation and Invention; Service Operations; Partners and Partnerships; Competitive Advantage; Diversification; Legal Services Industry; United Kingdom
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      Eccles, Robert G., Amy C. Edmondson, and James Weber. "Addleshaw-Goddard LLP." Harvard Business School Case 409-056, March 2009. (Revised May 2011.)
      • December 2008
      • Article

      Which Kind of Collaboration Is Right for You?

      By: Roberto Verganti and Gary P. Pisano
      Nowadays, virtually no companies innovate alone. Firms team up with a variety of partners, in a wide number of ways, to create new technologies, products, and services. But what is the best way to leverage the power of outsiders? To help executives answer that... View Details
      Keywords: Cost vs Benefits; Framework; Collaborative Innovation and Invention; Innovation and Management; Partners and Partnerships; Social and Collaborative Networks; Strategy
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      Verganti, Roberto, and Gary P. Pisano. "Which Kind of Collaboration Is Right for You?" Harvard Business Review 86, no. 12 (December 2008).
      • September 2008 (Revised July 2012)
      • Case

      Khosla Ventures: Biofuels Strategy

      By: Joseph B. Lassiter III, William A. Sahlman and Alison Berkley Wagonfeld
      By 2008, a number of the firm's early cleantech investments were showing promise, and the companies were starting to need significantly more money to create the massive scale required in the energy sector. As Khosla thought about the hundreds of millions of dollars... View Details
      Keywords: Entrepreneurial Marketing; Entrepreneurial Finance; New Product Development; Partnerships; Entrepreneurial Management; Venture Capital; Strategy; Partners and Partnerships; Renewable Energy; Entrepreneurship; Investment Funds; Environmental Sustainability; Product Development; Biotechnology Industry; Financial Services Industry
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      Lassiter, Joseph B., III, William A. Sahlman, and Alison Berkley Wagonfeld. "Khosla Ventures: Biofuels Strategy." Harvard Business School Case 809-004, September 2008. (Revised July 2012.)
      • Article

      Breaking up Is Never Easy: Planning for Exit in a Strategic Alliance

      By: Ranjay Gulati, Parth Mehrotra and Maxim Sytch
      This article highlights several important dimensions of planning for exit from strategic alliances and also offers several examples of the disastrous consequences of inadequate exit-planning. While many companies fall into the trap of having no exit plan, other... View Details
      Keywords: Strategic Planning; Alliances; Partners and Partnerships; Corporate Strategy
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      Gulati, Ranjay, Parth Mehrotra, and Maxim Sytch. "Breaking up Is Never Easy: Planning for Exit in a Strategic Alliance." California Management Review 50, no. 4 (Summer 2008): 147–163.
      • October 2007 (Revised December 2007)
      • Case

      TiVo 2007: DVRs and Beyond

      By: David B. Yoffie and Michael Slind
      Tom Rogers, CEO of TiVo, had placed multiple strategic bets on his company. In September 2007, that strategy was due for a major test. TiVo was a maker of digital video recorder (DVR) products and a distributor of DVR technology. Rogers believed that macro-trends in... View Details
      Keywords: Advertising; Business Model; Television Entertainment; Intellectual Property; Lawsuits and Litigation; Management Analysis, Tools, and Techniques; Distribution; Problems and Challenges; Partners and Partnerships; Research; Internet; Entertainment and Recreation Industry; United States
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      Yoffie, David B., and Michael Slind. "TiVo 2007: DVRs and Beyond." Harvard Business School Case 708-401, October 2007. (Revised December 2007.)
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