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  • 04 Feb 2002
  • Research & Ideas

How To Do Business in Islamic Countries

the Challenge." He was joined by a specialist in Islamic law, Harvard Law School professor Frank E. Vogel, for the series' discussion on doing business in the Islamic world. Vogel and Hayes are also... View Details
Keywords: by Martha Lagace
  • 09 Jul 2018
  • Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

“Nothing sells itself,” says Frank Cespedes, senior lecturer in the Entrepreneurial Management Unit at Harvard Business School. “When companies introduce new products, they are offering something that by... View Details
Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail
  • 22 Feb 2021
  • Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

comments below. Book Excerpt Chasing Stars By Frank V. Cespedes There is no doubt that talent matters and that sales stars exist. But an overreliance on stars from outside organizations can 27 have... View Details
Keywords: by Kristen Senz
  • 08 Sep 2014
  • Research & Ideas

The Strategic Way To Hire a Sales Team

Cespedes explains a strategic process for hiring and managing an effective salesforce: book excerpt Build your Team: Recruitment And Selection From Aligning Strategy and Sales By Frank Cespedes Putting the... View Details
Keywords: by Carmen Nobel
  • 26 Nov 2001
  • Research & Ideas

Manager or Mentor? Why You Must Be Both

his teaching career at Wharton. As a newly minted twenty-nine-year-old professor there, he said, he found himself the recipient of a steady stream of practical advice from the senior faculty. Don't hang back by the blackboard when... View Details
Keywords: by Martha Lagace
  • January 2016
  • Case

COFCO

By: David E. Bell and Natalie Kindred
In 2015, COFCO, China's state-owned agribusiness giant, was working to protect China's food security (a key national security priority) by extending its control of the global food system through overseas acquisitions. At the same time, COFCO sought to grow its market... View Details
Keywords: China; Consumer Products; Commodities; Commodity Trading; Grain Trade; Globalization; Internationalization; Mergers And Acquisitions; Foreign Acquisitions; COFCO; Frank Ning; Gaoning; Nidera; Noble; Competition; Branded Products; Food; Markets; Marketing; Business and Government Relations; Agribusiness; Animal-Based Agribusiness; Plant-Based Agribusiness; Policy; Trade; Goods and Commodities; Food and Beverage Industry; China
Related
  • 21 Nov 2016
  • Research & Ideas

It Matters That Your CEO Doesn't Know Much About Sales

senior executives specializing in everything except sales. “The number of executives reporting to the CEO in the average S&P 500 company has doubled in the last 20 years,” says Frank V. Cespedes, a senior lecturer in the... View Details
Keywords: by Michael Blanding
  • 18 Feb 2013
  • Research & Ideas

Breaking Through a Growth Stall

where a company seems weighted down by the bounds of its original start-up business model, a lack of experience by its founder(s), and an accelerating, expense-fueled burn rate through working capital and... View Details
Keywords: by Sean Silverthorne
  • 15 Nov 2010
  • Lessons from the Classroom

Connecting Goals and Go-To-Market Initiatives

In some respects, developing strategy is the easy part. Executing that strategy in alignment with strategic priorities is where real mastery of management takes place. We asked Harvard Business School senior lecturer Frank V. Cespedes,... View Details
Keywords: by Sean Silverthorne; Retail
  • 18 Apr 2017
  • First Look

First Look at New Ideas, April 18

March 27, 2017 Harvard Business Review How the Water Industry Learned to Embrace Data By: Cespedes, Frank V., and Amir Peleg Abstract—Most current talk about “big data” seems to assume the disintermediation or replacement of physical... View Details
Keywords: by Sean Silverthorne
  • 16 Jan 2024
  • Cold Call Podcast

How SolarWinds Responded to the 2020 SUNBURST Cyberattack

Keywords: Information Technology
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

Beachwood, Ohio. In this interview the researchers discuss pricing strategy and what ingredients are necessary to convince customers that higher prices are worth the cost. Sean Silverthorne: Who would benefit by learning about your... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
  • Article

Book review of Contemporary Perspectives on Strategic Market Planning, by Kerin, Roger A., Vijay Mahajan, and P. Rajan Varadarajan, Allyn and Bacon, 1990.

By: Frank V. Cespedes
Keywords: Information; Perspective; Strategy; Markets; Planning
Related
  • 05 Dec 2016
  • Research & Ideas

How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

target’s beliefs by giving a false or distorted impression. But it’s not just businesspeople who palter. Donald Trump has done it. Hillary (and Bill) Clinton, too. Chances are you have paltered. “People seem to be using this strategy... View Details
Keywords: by Dina Gerdeman
  • 16 Apr 2019
  • First Look

New Research and Ideas, April 16, 2019

interrelationships between three distinct parties: payers, providers, and consumers. Each group has its own perspective accompanied by a set of unique incentives, which complicate the adoption of a value-based health care system. To... View Details
Keywords: Dina Gerdeman
  • 25 Feb 2014
  • First Look

First Look: February 25

the weakening of democratic governance and the politics of decisions about industrial policy. Publisher's link: http://www.psupress.org/books/titles/978-0-271-05631-9.html August 2013 Research Policy Digital Dark Matter and the Economic Contribution of Apache By:... View Details
Keywords: Sean Silverthorne
  • 27 Feb 2014
  • HBS Seminar

Rakesh Khurana, Harvard Business School

  • 06 Oct 2020
  • Sharpening Your Skills

18 Tips Managers Can Use to Lead Through COVID's Rising Waters

seven “C” attributes shared by effective coronavirus leaders. Calm. Your folks, your employees, your customers, your suppliers, are going to be looking to you as a leader to project a sense of calm through this difficult, uncertain... View Details
Keywords: by Sean Silverthorne
  • 27 Nov 2006
  • What Do You Think?

What’s to Be Done About Performance Reviews?

worse." Dean Turner expressed the frustrations of many when he said, "What's the best system? After 40+ years in the work force, I am still searching for it." By way of contrast, Richard Tiedeman commented, "Almost any... View Details
Keywords: by Jim Heskett
  • 20 Feb 2019
  • Research & Ideas

Rocket-tunity: Can Private Firms Turn a Profit in Space?

Earth from that perspective,” Weinzierl says. This is the Overview Effect described by author Frank White in 1987. “One could imagine a trip like this becoming not exactly a rite of passage, but a... View Details
Keywords: by Scott Wallask; Aerospace; Tourism; Transportation