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  • 17 Sep 2013
  • First Look

First Look: September 17

churn, and then offering retention incentives to a subset of customers at the top of the churn ranking. The implicit assumption is that this process would maximize firm's profits by targeting customers who are most likely to churn.... View Details
Keywords: Sean Silverthorne
  • December 2007 (Revised February 2009)
  • Case

Don Jenkins: Resigning from the Firm

By: Boris Groysberg, Geoff Eckman Marietta and Steven Manchel
Don Jenkins, a star event planner at a large firm, resigns to take a position at a boutique firm. However, Don may have made some mistakes when departing that could be trouble later on down the road. The case can be used to teach the business and legal aspects of... View Details
Keywords: Talent and Talent Management; Resignation and Termination; Retention; Law; Service Industry
Related
  • July 2000 (Revised July 2001)
  • Case

Sycamore Networks

By: Joseph B. Lassiter III and Daniel J. Green
Founders Desh Deshpande and Dan Smith reflect on Sycamore's sales strategies and consider how going public might affect the morale of its key employees. In the optical networking sector, technological change and exploding demand has created a market for talent in which... View Details
Keywords: Applied Optics; Entrepreneurship; Sales; Business Strategy; Initial Public Offering; Retention; Employees; Communication Technology; Technological Innovation; Communications Industry; Telecommunications Industry
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    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

    • 02 Sep 2015
    • What Do You Think?

    What's Wrong With Amazon’s Low-Retention HR Strategy?

    employee replacement costs, low prices, and substantial but lower profit than Costco).  The implied conclusion was that high retention strategies like Costco’s can be more attractive for employees,... View Details
    Keywords: by James Heskett; Web Services; Retail; Apparel & Accessories; Consumer Products; Fashion
    • November 2, 2015
    • Article

    The Best Ways to Hire Salespeople

    By: Frank V. Cespedes and Daniel Weinfurter
    Companies typically spend more on hiring in sales than they do anywhere else in the firm. Average annual turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as... View Details
    Keywords: Selection and Staffing; Salesforce Management; Retention
    Related
    • 14 Sep 2023
    • Research & Ideas

    Working Moms Are Mostly Thriving Again. Can We Finally Achieve Gender Parity?

    employment, and points to some surprising new developments for working moms. Despite all the upheaval, the changes aren’t all bad. “Children got to see how their moms and dads managed to be good parents and good employees at the same... View Details
    Keywords: by Kara Baskin
    • 16 Feb 2016
    • First Look

    February 16, 2016

    insignificant. However, consistent with the notion that centralized hiring would improve the alignment of employees with the company, we find that in more distant stores or stores operating in non-mainstream markets, centralized hiring is... View Details
    Keywords: Sean Silverthorne
    • November 15, 2021
    • Article

    What Do Black Executives Really Want?

    By: Frank Cooper III and Ranjay Gulati
    Recruiting and retaining Black talent is a priority for many organizations. Most are committed to and investing in diversity, equity, and inclusion (DEI). And yet, according to interviews and focus groups with Black executives working in a variety of blue-chip... View Details
    Keywords: Black Executives; Selection and Staffing; Retention; Race; Organizational Culture; Change Management
    Related
    • 2025
    • Book

    The World Is Your Office: How Work from Anywhere Boosts Talent, Productivity, and Innovation

    By: Prithwiraj Choudhury
    A research-based look at a growing phenomenon—companies allowing their employees to work from anywhere in the world—and how those who adopt this model can boost talent, innovation, and productivity.
    In recent years, companies in a wide range of industries have... View Details
    Keywords: Remote Work; Telecommuting; Employees; Business Offices; Organizational Culture; Retention; Recruitment; Policy; Competitive Advantage
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    • 05 Dec 2017
    • First Look

    First Look at New Research and Ideas, December 5, 2017

    that we can thrive. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53562 forthcoming Customer Needs and Solutions In Pursuit of Enhanced Customer Retention Management: Review, Key Issues, and Future Directions By:... View Details
    Keywords: Sean Silverthorne
    • 18 Jan 2022
    • Research & Ideas

    How Eliminating Non-Competes Could Reshape Tech

    work, and resistant employers may have to compromise on this dimension even more if retention becomes harder. In addition, without the threat of a non-compete to curtail more entrepreneurial and innovative View Details
    Keywords: by Kristen Senz; Technology
    • Web

    Faculty & Advisors | MBA

    device and diagnostics development, and software systems development, primarily for accelerating clinical trials and regulatory approvals. Satish’s current venture, Trove Health (mytrovehealth.com), focuses on building technology for the engagement and View Details
    • 16 Jul 2018
    • Research & Ideas

    Kids of Working Moms Grow into Happy Adults

    In 2015, preliminary results of a groundbreaking study found that the daughters of employed mothers often perform better in their eventual careers than the daughters of stay-at-home moms. Now the full study has been released, and it brings even more good news for the... View Details
    Keywords: by Dina Gerdeman
    • February 1990
    • Case

    Wood Structures, Inc.

    Ostensibly a case about employee turnover in a small construction component company, Wood Structures, Inc. is actually a snapshot of the whole company. In particular it addresses issues of leadership, morale, and teamwork (or the lack thereof) in a company dependent on... View Details
    Keywords: Leadership; Retention; Business Strategy
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    • Web

    Managing the Future of Work

    workforce and helps current employees succeed. The American Opportunity Index OCT 2024 The 2024 American Opportunity Index: The latest evaluation of how well corporate employers promote economic mobility shows that top-ranked firms are... View Details
    • June 2014
    • Supplement

    Chung and Dasgupta: Information for Casey Clark

    By: Ian Larkin and Karen Huang
    The "Promotion Process at Chung and Dasgupta, LLP" set of cases explores the roles of general and firm-specific human capital in employee performance measurement, feedback, and promotion/compensation decisions. In the cases, a leading law firm must decide whether to... View Details
    Keywords: Human Capital; Performance Evaluation; Management Systems; Compensation and Benefits; Retention; Legal Services Industry; United States; Massachusetts
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    • December 1998 (Revised June 1999)
    • Case

    STT Aerospace

    By: Richard G. Hamermesh and Jeremy Dann
    Experienced entrepreneur Charles Damon conducted a "roll-up" from 1987-1994 within the commercial airliner interior products industry. Damon's company, STT Aerospace, took advantage of an industry-wide recession in the early 1990s by buying when asset prices were low.... View Details
    Keywords: Retention; Business Strategy; Selection and Staffing; Entrepreneurship; Financial Crisis; Growth and Development Strategy; Compensation and Benefits; Employee Stock Ownership Plan; Acquisition; Product Development; Aerospace Industry
    Related
    • February 2019
    • Teaching Note

    Talent@Tencent

    By: Tarun Khanna
    Late in 2016, two senior human resources (HR) executives at Tencent Holdings (Tencent), China’s leading Internet services firm, are assessing the effectiveness of the company’s talent management practices in responding to Tencent’s sustained hypergrowth. Over the... View Details
    Keywords: Talent and Talent Management; Employees; Retention; Entrepreneurship; Employee Relationship Management; Web Services Industry; China
    Related
    • 31 Oct 2023
    • Research & Ideas

    Beyond the 'Business Case' in DEI: 6 Steps Toward Meaningful Change

    both clarity and caution. While leaders have fallen back on the “business case” for hiring and promoting employees from historically marginalized groups, this rationale can trigger resistance, backlash, and biases, particularly among... View Details
    Keywords: by Katherine Hutt Scott and Barbara DeLollis