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  • September 2013
  • Case

SafeBlend Fracturing

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
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Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013.
  • August 1983 (Revised June 1985)
  • Supplement

Milford Industries (C)

By: Robert J. Dolan and Benson P. Shapiro
Supplements the (A) case. A rewritten version of part of an earlier series. View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
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Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (C)." Harvard Business School Supplement 584-014, August 1983. (Revised June 1985.)
  • 29 Mar 2010
  • Research & Ideas

Ruthlessly Realistic: How CEOs Must Overcome Denial

of him and his company. But eventually, when sales of his breakthrough, no-frills Model T began to flag because car buyers became interested in style, not just functionality, Ford refused to face facts. He denied that the world had moved... View Details
Keywords: by Martha Lagace; Auto; Retail; Technology
  • 01 Sep 2003
  • What Do You Think?

To Whom Should Boards be Accountable?

corporate managers and directors must first be accountable to and for the satisfaction of customers, the loyalty and opportunities for growth of employees [and others] ..." How does this play out in the consideration of bids for a... View Details
Keywords: by James Heskett
  • 02 Dec 2019
  • What Do You Think?

How Does a Company like Boeing Respond to Intense Competitive Pressure?

trying to avoid. It’s alleged that pressure was increasingly being applied by top management to meet cost and delivery targets. Sales had done a great job selling planes several years out at prices based on... View Details
Keywords: by James Heskett; Air Transportation
  • 29 Dec 2014
  • Research & Ideas

Most Popular Articles and Research Papers of 2014

It's better to look good than to feel good. That was the observation of Billy Crystal's SNL character Fernando, and it seems to be born out in two articles from this year's most popular list. In The Manager in the Red Shoes, we learn that... View Details
  • 15 Oct 2012
  • Research & Ideas

Why Business IT Innovation is so Difficult

and Operations Management Unit at HBS. "The longer we take to figure this out, the more likely we're going to have a few of the best firms pulling way ahead based on this competitive advantage." More Likely To Go Radical In her research,... View Details
Keywords: by Maggie Starvish
  • 20 May 2014
  • First Look

First Look: May 20

challenge for the existing theories on upstream capital flows and global imbalances. August 2013 Journal of the European Economic Association The New Empirical Economics of Management By: Bloom, Nicholas, Renata Lemos, Raffaella Sadun,... View Details
Keywords: Sean Silverthorne
  • 15 Aug 2005
  • HBS Case

Classic Cases Live On at HBS

to leave, all in about one hour." More than thirty years later, Professor David Upton makes Benihana the very first case he teaches in his Technology and Operations Management course (POM's successor). Explains Upton, "After... View Details
Keywords: by Garry Emmons
  • 01 May 2000
  • What Do You Think?

Can You Hard-Wire Performance?

success to the success of its engines in delivering valuable up-time to ultimate customers. But it did much more than that. By guaranteeing up-time at a given cost, GE's management created a built-in incentive to improve the product and... View Details
Keywords: by James Heskett
  • 23 Aug 2010
  • Research & Ideas

The Drive to Acquire’s Impact on Globalization

reward their own drives." Inspired by the writings and insights of Charles Darwin, specifically his 1871 masterwork The Descent of Man, Lawrence's new book, Driven to Lead: Good, Bad, and Misguided Leadership, offers managers an... View Details
Keywords: by Paul R. Lawrence
  • 18 Apr 2005
  • Research & Ideas

Selling Luxury to Everyone

mall and everybody is getting into the cosmetic business," he said. But most of the panelists said the opportunities of the past several years have far exceeded the challenges. Tahari said her company's sales have grown by more than... View Details
Keywords: by Julie Jette; Consumer Products
  • 02 Jun 2011
  • What Do You Think?

Is it Time for a National Bankruptcy?

sought could include aid from one country to another, the sale of national assets, and the deferral of commitments to allow time for a work out. A sizeable minority, however, took the view that lenders, because they helped contribute to a... View Details
Keywords: by Jim Heskett
  • 07 Apr 2003
  • Research & Ideas

XTV: Xerox’s Attempted Recovery From “Fumbling the Future”

its critics within Xerox. One senior research manager felt that Documentum had "stolen" some of PARC's best work. He believed that much of Documentum's success had been achieved through sales to... View Details
Keywords: by Henry Chesbrough
  • 08 Jul 2008
  • First Look

First Look: July 8, 2008

number of product unit sales needed, as two examples. The fictitious case protagonist, a business development manager at a leading money management firm, is looking to launch... View Details
Keywords: Martha Lagace
  • 21 Feb 2017
  • First Look

First Look at New Research: February 21

executives, middle managers, and sales people from companies across a variety of industries. The survey focused on questions about how well their companies’ strategies informed six critical elements of their View Details
Keywords: Carmen Nobel
  • 10 Jun 2002
  • Research & Ideas

Disruption: The Art of Framing

mistake companies make is to rely on employees from the core organization to staff new ventures.— Clark Gilbert and Joseph L. Bower It's important to note that calling a business separate and making a business separate are two different things. In many newspaper... View Details
Keywords: by Clark Gilbert & Joseph L. Bower
  • 14 Nov 2007
  • Research & Ideas

Growing CEOs from the Inside

who somehow have maintained enough detachment from the local traditions, ideologies, and shibboleths that they have retained the objectivity of an outsider," Bower writes. Think Anne Mulcahy, CEO of Xerox, who started out as a sales... View Details
Keywords: by Sean Silverthorne; Employment
  • 01 Oct 2020
  • What Do You Think?

Are CEOs the Wrong Leaders for Stakeholder Capitalism?

of distribution (more transparency across multiple organizations in inventory management, lower inventory to sales ratios, fewer stockouts, etc.). Just as important was the question of who could lead the effort. Not surprisingly, it came... View Details
Keywords: by James Heskett
  • 03 Sep 2020
  • Op-Ed

Why American Health Care Needs Its Own SEC

sales of publications by market participants, and fees. (Its 2019 budget of $63 million seems meager in relation to its influence.) As an independent agency with a singular focus, the SEC is accountable for its mistakes and readily fixes... View Details
Keywords: by Regina E. Herzlinger; Health
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