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HBS Working Knowledge
July 26, 2010
Sean Silverthorne |
Yes, You Can Raise Prices in a Downturn If you and your customers understand the value represented in your pricing, you can -- and should -- charge more for delivering more.   |
HBS Working Knowledge
February 18, 2013
Sean Silverthorne |
Breaking Through a Growth Stall Many companies get stuck on a plateau, unable to grow and burning through cash at a frightening rate. Frank V. Cespedes discusses how focusing on the right customers can generate growth again. |
CRM
September 2014
Maria Minsker |
The Importance of Aligning Strategy and Sales How to close the gap between two pillars of business success |
CRM
November 15, 2004
Laura Preslan |
Take the Chaos Out of Pricing It is possible to take price management from disparate to optimized. Once the price strategy is documented the remaining decisions become much easier to make, because they are tied to the strategy. |
HBS Working Knowledge
August 11, 2008
Martha Lagace |
Strategy Execution and the Balanced Scorecard An excellent strategy often fades from memory as an organization tackles day-to-day operations issues. |
HBS Working Knowledge
December 5, 2005
Jonathan Byrnes |
Middle Management Excellence What is the single most important thing a CEO can do to maximize his or her company's performance? The answer is to creatively, aggressively, and systematically build the capabilities of the company's middle management team: the vice presidents, directors, and managers. |
HBS Working Knowledge
September 8, 2014
Carmen Nobel |
The Strategic Way To Hire a Sales Team An entire sales force is replaced at many firms every four years, so it's critical that go-to-market initiatives remain tied to strategic goals. Frank Cespedes explains how in his book, Aligning Strategy and Sales. |
HBS Working Knowledge
July 18, 2011
Carmen Nobel |
Looking in the Mirror: Questions Every Leader Must Ask Because CEOs don't have the benefit of feedback from their superiors, it's crucial that they solicit feedback about their leadership style from subordinates. |
CAUSE/EFFECT
Vol 22 Num 4 1999
Gayle E. Jaacks and Michael Kurtz |
Lessons Learned in Process Reengineering at a Community College This article summarizes the successful reengineering of business processes to take full advantage of new functionality in a vendor system upgrade at a mid-sized community college. |
CIO
March 27, 2013 |
Great CIOs Are Politically Savvy Despite all our objective metrics, executing a business strategy requires a personal touch, says Brand Velocity's Jack Bergstrand |
HBS Working Knowledge
September 28, 2011
Sean Silverthorne |
The Profit Power of Corporate Culture In the new book The Culture Cycle, Harvard Professor Emeritus James L. Heskett demonstrates that developing the right corporate culture helps companies be more profitable and provides sustainable competitive advantage. |
PHONE+
Martin C. VanDerSchouw |
Who Owns Your Strategy? The author outlines four steps to help organizations succeed with their business strategies. |
HBS Working Knowledge
January 2, 2008
Sean Silverthorne |
Most Popular Stories 2007 Here are the 20 most popular business stories from 2007. |
Pharmaceutical Executive
March 1, 2012
Paolo De Marino |
Registering Value: Always in the Eye of the Beholder The organizational disconnect between marketing and market access is curable if both groups focus on what counts: who's making the final purchase. |
HBS Working Knowledge
November 22, 2010 |
Seven Strategy Questions: A Simple Approach for Better Execution In an excerpt from his new book, Seven Strategy Questions, Harvard Business School professor Robert Simons explains how posing these questions can help managers make smart choices. |
HBS Working Knowledge
January 10, 2005
Martha Lagace |
How to Put Meaning Back into Leading Should money be the sole measure for evaluating and rewarding the effectiveness of a leader? Maybe not. When research on leadership pays more attention to financial results than a person's ability to give the company a sense of purpose, something crucial is lost. |
Pharmaceutical Executive
September 1, 2011 |
From Team Member to Team Leader Preparing sales people to step into a manager's role requires clear communication of company objectives, proper support, and incentives beyond a paycheck. |
HBS Working Knowledge
May 10, 2010
Martha Lagace |
What the Brightest Scholars Say about Leadership Leadership as a phenomenon for research is experiencing a rebirth due to developments in the academy and the urgency for improving leadership globally. |
HBS Working Knowledge
May 7, 2008
Richard S. Tedlow |
The Intellectual History of Harvard Business School The highlights of a colloquium held at Harvard looks at key developments in the areas of entrepreneurship, organizational behavior, accounting, and strategy, among others. |
CIO
January 1, 2001
Sarah D. Scalet & Lafe Low |
Come Together CIO brought together three IT leaders and three business leaders to decide on the best ways to get in step. |
HBS Working Knowledge
March 2, 2009
Sean Silverthorne |
When Goal Setting Goes Bad Despite the mantra that goals are good, the process of setting beneficial goals is harder than it looks. |
HBS Working Knowledge
October 16, 2006
Sean Silverthorne |
Report from China: The New Entrepreneurs When a delegation of Harvard Business School faculty visited Chinese entrepreneurs, they came away with something unexpected: the start of what could be a fundamental rethinking of how entrepreneurship works. |
HBS Working Knowledge
October 18, 2006
Roger Thompson |
New at the Helm: A Talk with HBS Dean Light Harvard Business School Dean Jay Light discusses the opportunities brought by globalism, challenges in recruiting and developing faculty, and program innovation needed to meet the needs of 21st-century business leaders. |
IndustryWeek
April 21, 2010 |
Consider This -- Using Pricing as a Competitive Advantage Here are three tried and tested pricing strategies to help manufacturing companies climb to the top of the heap in this time of economic recovery. |
HBS Working Knowledge
January 4, 2010 |
Best of HBS Working Knowledge 2009 Here are the Top 10 articles and Top 5 working papers that appeared in HBS Working Knowledge in 2009. |
HBS Working Knowledge
December 15, 2003
Meyerson & Ely |
Women Leaders and Organizational Change Merely expanding the number of women in leadership roles does not automatically induce organizational change. Harvard professor Robin Ely and Stanford's Debra Meyerson call for fundamental changes to transform organizations. |
Insurance & Technology
February 8, 2008
Van Beach |
Speed To Market Is A Potentially Misguided Pursuit Speed is just one dimension of product development. Quality, efficiency and capacity are other parts of this optimization process. |
HBS Working Knowledge
August 6, 2012
Michael Blanding |
Strategic Intelligence: Adapt or Die In his new book, Strategic IQ: Creating Smarter Corporations, Harvard Business School Professor of Management Practice John R. Wells explains why adapting to changing circumstances isn't only smart, it's also a matter of survival. |
HBS Working Knowledge
November 24, 2008 |
Harvard Business School Discusses Future of the MBA Critics claim MBA programs put too much emphasis on theory and not enough on leadership in a global environment. |
HBS Working Knowledge
March 29, 2004
Manda Salls |
HBS Celebrates Social Enterprise Initiative On the eve of the Social Enterprise Initiative's 10th anniversary, Harvard professor James E. Austin talks about bringing social enterprise to the forefront of business education. |
CRM
May 17, 2013
Ashish Vazirani |
Improving Marketing and Sales Alignment Social media and the availability of new channels have shifted the balance of power in sales relationships -- often dramatically, sometimes more subtly -- and it's a shift that chief marketing officers are often ill-prepared to handle. |
