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September 26, 2024
Article

A Better Way to Measure Social Impact

By: Robert S. Kaplan and Constance Spitzer

All impact investors report the financial returns from their funds and investments, and many provide metrics on intended social outcomes, such as numbers of individuals served, or quality jobs created. But investors do not supply metrics about their impacts on... View Details

Keywords: Impact Investing; Social Impact Investment; Inclusive Growth; Sustainability; Corporate Social Responsibility and Impact; Environmental Sustainability

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September 2024
Case

TechEnergy Ventures: Innovating Through Corporate Venture Capital

By: Rebecca Karp and Lena Duchene

This case examines TechEnergy Ventures, the corporate venture capital (CVC) arm of the Techint Group, and its role in scaling innovation within the energy sector. Founded in 2021, TechEnergy Ventures operates with a mandate to invest in disruptive technologies to... View Details

September 24, 2024
Article

4 Steps That Can Optimize Your Sales Process

By: Frank V. Cespedes, Scott Peterson and Daniel Weinfurter

Sales is a performance art where outcomes matter, so most advice here focuses on closing the sale. But a close is the result of actions and choices that occur earlier in the process: how much time and effort to spend on customer discovery (understanding what and to... View Details

Keywords: Sales; Customer Satisfaction; Growth and Development Strategy; Competitive Advantage

September 2024
Exercise

Finding Your 'Jagged Frontier': A Generative AI Exercise

By: Mitchell Weiss

In 2023 a set of scholars set out to study the effect of artificial intelligence (AI) on the quality and productivity of knowledge workers—in this specific instance, management consultants. They wanted to know across a range of tasks in a workflow, which, if any, would... View Details

Keywords: AI and Machine Learning; Performance Productivity; Performance Evaluation; Consulting Industry

September 2024 (Revised February 2025)
Case

Aramco: Navigating the Energy Transition

By: Tarun Khanna and Gizem Cihan Dincsoy

In March 2024, Amin Nasser, president, and CEO of the Saudi Arabian Oil Company (Aramco), had just delivered a speech about the future of energy at a global energy conference. The world was behind schedule in meeting long-term climate change goals. The global shift... View Details

Keywords: Energy Transmission; Oil ＆ Gas; Economic Diversification; Corporate Strategy; Leadership; Business Strategy; Goals and Objectives; Transition; Environmental Sustainability; Diversification; Energy Industry; Saudi Arabia

September 2024 (Revised January 2025)
Teaching Note

Leading Culture Change at SEB

By: Amy Edmondson and Cat Huang

Teaching Note for HBS Case No. 621-074. The Risk organization at SEB, a leading Nordic financial services group founded in 1856, undertook a culture change program focused on psychological safety, empathic listening, and strategic framing. The program enabled risk... View Details

Keywords: Risk Management; Leading Change; Organizational Culture; Decision Making; Banking Industry; Financial Services Industry; Sweden

September 2024 (Revised May 2025)
Case

Carrie Wang: Choosing Between the Family Firm and the Family Spirit

By: Lauren Cohen, Fei Wu and Sophia Pan

Carrie Wang, Investment Head of the Wang’s single-family office, contemplated her next career steps. As one of the first businessmen who had risen from China’s industrial rise, her father had grown his wealth to a considerable level, eventually requesting that his... View Details

Keywords: Family Office; Interests Of Consumers; Family Business; Business Growth and Maturation; Financial Management; Financial Strategy; Financial Markets; Investment Portfolio; Investment Return; Private Equity; Customer Relationship Management; Interests; Reputation; Work-Life Balance; Real Estate Industry; China

September 2024
Supplement

Red Hen Baking Company (B)

By: Richard S. Ruback and Royce Yudkoff

Pre-abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.

Abstract: This (B) case supplement is designed for use by faculty only to support classroom instruction in conjunction with "Red... View Details

Keywords: Entrepreneurship; Financial Strategy; Financial Management; Buildings and Facilities; Finance; Food; Risk Management; Risk and Uncertainty; Growth and Development Strategy; Food and Beverage Industry; United States; Vermont

September 2024
Supplement

Revenue Solutions, LLC (A)

By: Richard S. Ruback and Royce Yudkoff

Pre-Abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.

Abstract: Ari Wasserman and Nick esayian were both dissatisfied with their future prospects in their current careers. Wasserman,... View Details

Keywords: Personal Development and Career; Partners and Partnerships; Ownership

September 2024
Supplement

Revenue Solutions, LLC (B)

By: Richard S. Ruback and Royce Yudkoff

Pre-abstract: Instructors should consider the timing of making videos available to students, as they may reveal key case details.

Abstract: This (B) case supplement is designed for use by faculty only to support classroom instruction in conjunction with... View Details

Keywords: Financial Strategy; Financial Management; Joint Ventures; Brands and Branding; Partners and Partnerships; Small Business; Ownership; Personal Development and Career; Consumer Products Industry; United States; California

September 2024 (Revised December 2024)
Case

Sona Comstar and Blackstone: Unlocking Value Through Business Transformation

By: Ranjay Gulati and Kanika Jain

Private equity firm Blackstone’s majority investment in automotive systems manufacturer Sona Comstar had culminated in the largest IPO in the Indian auto components industry in 2021, with stellar returns for all involved. This EV supplier was the result of a 2019... View Details

Keywords: Strategy; Decision Making; Engineering; Management; Risk and Uncertainty; Private Equity; Mergers and Acquisitions; Initial Public Offering; Auto Industry; Manufacturing Industry; Technology Industry; Asia; Southeast Asia

September 2024
Case

Eat App: Building and Monetizing an End-to-End Dining Experience Solution

By: Elie Ofek and Ahmed Dahawy

Founded in 2015 in Bahrain, Eat App was an up-and-coming player in the global restaurant management software business. In early 2024, having shifted to a product-led growth strategy, the company’s co-founders faced a host of decisions that could greatly impact their... View Details

Keywords: Price; Growth and Development Strategy; Product Marketing; Negotiation Deal; Internet and the Web; Value Creation; Profit; Revenue; Applications and Software; Product; Food and Beverage Industry; Technology Industry; Bahrain; United Arab Emirates; Abu Dhabi; Dubai

September 2024
Technical Note

How to Pay Family Employees in a Family Business

By: Christina R. Wing, Maryann G Bell and Kara A Perusse

Family businesses play a pivotal role in global economies, contributing significantly to employment and wealth creation. However, managing compensation for family members within these enterprises can be complex. Family employees frequently intertwine their roles as... View Details

Keywords: Family Business; Fairness; Compensation and Benefits; Business or Company Management

September 2024 (Revised October 2024)
Case

Anker Innovations (A)

By: Feng Zhu, Jiangyong Lu and Nancy Hua Dai

An Amazon-native brand, Anker is the world’s No. 1 mobile charging brand and a leading consumer electronics company. Over the years, Anker developed an effective model of proving new products online first by leveraging customer insights from its proprietary Voice of... View Details

Keywords: Decision Choices and Conditions; Product; Distribution; Product Launch; Electronics Industry; Consumer Products Industry

September 2024
Supplement

Anker Innovations (B)

By: Feng Zhu, Jiangyong Lu and Nancy Hua Dai

An Amazon-native brand, Anker is the world’s No. 1 mobile charging brand and a leading consumer electronics company. Over the years, Anker developed an effective model of proving new products online first by leveraging customer insights from its proprietary Voice of... View Details

Keywords: Decision Choices and Conditions; Product; Distribution; Product Launch; Business Model; Electronics Industry; Consumer Products Industry

September 2024
Article

Sales Coaching and Value Creation

By: Frank V. Cespedes

Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time... View Details

Keywords: Competency and Skills; Employee Relationship Management; Management Practices and Processes

2024
Working Paper

Determinants of Top-Down Sabotage

By: Hashim Zaman and Karim R. Lakhani

We investigate the conditions that motivate managers to impede the growth of talented subordinates due to fears of future competition for their own positions. Our research expands on existing tournament and contest theory literature that considers peer-to-peer sabotage... View Details

Keywords: Succession Planning; Organizational Hierarchy; Compensation; Promotions; Tournaments; Talent and Talent Management; Organizational Structure; Employee Relationship Management; Performance Evaluation; Organizational Culture; Management Skills

August 2024
Case

Ashesi University: The Journey from Vision to Reality

By: Ranjay Gulati and Caroline de Lacvivier

In 1997, Patrick Awuah had a dream: to bring liberal arts education to Ghana. Amid the country’s declining economy and pervasive corruption problems, Awuah saw education as an opportunity to reverse its fortunes by investing in the next generation of African leaders.... View Details

Keywords: Developing Countries and Economies; Higher Education; Entrepreneurship; Leadership Development; Growth Management; Mission and Purpose; Private Ownership; Education Industry; Ghana

August 2024
Course Overview Note

Development while Decarbonizing: India's Path to Net-Zero

By: Vikram S Gandhi and Radhika Kak

Keywords: Decarbonization; Climate Change; India

August 2024
Case

Scaling Seven Starling

By: Ryan W. Buell and Carin-Isabel Knoop

Seven Starling, a maternal mental health startup, is scaling its digital clinic model. Seven Starling addresses perinatal mental health challenges by providing licensed therapists, peer support, and medication to mothers across five states, with a hybrid care model... View Details

Keywords: Business Model; Business Startups; Health Care and Treatment; Growth and Development Strategy; Mission and Purpose; Health Industry

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