Publications

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10 Apr 2014
Blog Post

HBS FIELD 2 - A good sneak-peek into consulting

was also a challenge. Interviewing passengers and realizing their actual needs, turned upside down part of the assumptions we had before arriving in Malaysia. Second consulting lesson then: make sure to get customer feedback early and... View Details

Keywords: Consulting

March 2021
Teaching Note

Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

By: Frank V. Cespedes

Teaching Note for HBS Case No. 819-043. This case study focuses on concepts, tools, and behaviors relevant to making sales calls along a typical progression with a prospect: from an initial phone call thru more in-depth discovery to a go/no-go meeting. The teaching... View Details

Keywords: Sales Calls; Sales; Competency and Skills

August 2018
Case

Performance Improvement Consulting and Hi-R-Me: Making Sales Calls

By: Frank V. Cespedes and David Mattson

This case study focuses on a professional services firm (“Performance Improvement Consulting”) and its sales calls on Hi-R-Me, a potential client. The case is supplemented by videos showing the initial contact call, a follow-up discovery call, and a face-to-face... View Details

Keywords: Sales Calls; Sales; Competency and Skills

28 Jun 2016
News

Which MBAs Make More: Consultants or Small-Business Owners?

June 1995 (Revised June 1996)
Case

Hawthorne (B): The Hawthorne Compensation Consulting Practice

By: Jay W. Lorsch and Geoffrey Love

Keywords: Markets; Compensation and Benefits; Strategy

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February 1975 (Revised April 1983)
Background Note

Note on the Boston Consulting Group Concept of Competitive Analysis and Corporate Strategy

Describes a method of competitive analysis used by the Boston Consulting Group to coordinate a portfolio of products at the corporate level. Construction and interpretation of product portfolio charts is an important aspect of the technique. View Details

Keywords: Corporate Strategy; Decision Making

August 2021
Supplement

Deloitte's Pixel: Consulting with Open Talent (A)

By: Michael Tushman, John Winsor and Kerry Herman

Video supplement to HBS Case. No. 420-003. View Details

20 Nov 2013
News

How Our Team of Always-on Consultants Learned to Unplug

11 Oct 2021
News

The Science of Building Trust with Clients for Consultants

October 2004 (Revised February 2006)
Case

Consulting by Auditors (C): Aftermath of the Enron Collapse

By: Ashish Nanda

Supplements the (A) case. View Details

Web

Mastering Consulting and Advisory Skills - Course Catalog

HBS Course Catalog Mastering Consulting and Advisory Skills Course Number 2043 Senior Lecturer David G. Fubini Spring; Q3; 1.5 credits Paper Each year, hundreds of HBS students walk across the Commencement stage anticipating a near-term... View Details

24 Sep 2023
News

Consultants Using AI Do Better, Especially Underperformers: Study

March 2010 (Revised July 2010)
Teaching Note

Eden McCallum: A Network-Based Consulting Firm (TN) (A) & (B)

By: Heidi K. Gardner and Erin McFee

Teaching Note for 410056 and 411027. View Details

Keywords: Networks; Consulting Industry

August 2023
Case

Stay or Go? Sarah Reynolds at Kensington Partners

By: David G. Fubini, Amr Seifeldin and Patrick Sanguineti

Sarah Reynolds, a Partner at the global Kensington Partners strategy consulting firm, has headed the firm's Telecommunications Group for a few years. Thanks to her stellar track record with clients, she has brought the group, and herself, a range of accolades and... View Details

Keywords: Consulting; Consulting Firms; Client Service; Career Management; Success; Time Management; Decision Choices and Conditions; Personal Development and Career

Web

Clubs & Consulting | Social Enterprise | Harvard Business School

Social-enterprise focused clubs and consulting organizations offer excellent opportunities for organizations to connect with HBS students and alumni who are focused on improving organizational management, governance, and entrepreneurial... View Details

March 2012 (Revised July 2018)
Supplement

V-Cola: Confidential Instructions for Price Down Procurement Consultant, Down Consulting

By: Ian Larkin and Hal Movius

This is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching note (912042) for full information. View Details

Keywords: Negotiation