Harvard Business

NOVEMBER 22, 2018

Consider one instructive case study. I recently immersed myself in the customer-service transformation of Mercedes-Benz USA , the sales-and-service arm of the German automaker. There was one dealer who’d closed a sale and noticed from the documents that it was the customer’s birthday.

Company 52

Company Case Study Case Studies Sales 52

Consulting Success

JANUARY 29, 2018

Ron and his partners at Navalent help companies that are in pursuit of a substantial transformational change, whether it be strategic formulation, organizational design, cultural shifts, or executive leadership behaviors. What kind of impact those articles had on your business? Our relationships usually span multiple years.

Development 190

Development Consulting How To Case Interview 190

Harvard Business

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. Role Models: shape the values, behavior, and culture of the organization.

Turnaround 39

Turnaround Talent Groups Meeting 39

Consulting Success

FEBRUARY 8, 2018

Self-described “recovering consultant” Blair Enns is the CEO of Win Without Pitching, a sales training organization for creative professionals in the design, advertising, and public relations fields. It’s a sales training organization to creative professionals. ” Somebody reads your article or your blog posts.

Consulting 121

Consulting Productivity Advertising Training 121

Harvard Business

AUGUST 31, 2018

To look into this question, I conducted a case study as part of my dissertation research involving 23 women of color at a Fortune 500 company. Others wanted power in order to bring out the best in their teams and foster an inclusive culture. I had a very diverse team with a very different and strong culture.

Management 48

Management Leadership Culture Development 48

Harvard Business

AUGUST 22, 2016

Chris Zook and James Allen have also recently tackled this issue their recent HBR article “ Reigniting Growth.” The voluminous case studies and articles about the firm would fill entire file cabinets in the typical business school storage area. I start by making a model of the business.

Company 28

Company Sales Retail Engineering 28

Harvard Business

MARCH 14, 2017

As I said at the time, it was a case study in poor policy and even poorer execution. Public policy for rooting out corruption calls for a systemic approach, with carrots and sticks to motivate cultural, institutional, and behavioral change in the long term. HUL experienced a 4% decline in sales volumes. instead of 7%.

Banking 38

Banking Government Policies Sales 38

Harvard Business

JULY 18, 2016

Contrary to popular belief, cultivating a high-trust culture is not a “soft” skill — it’s a hard necessity. This clear manifestation of respect powers huge inflections in organizational culture. This division was far outside his area of expertise—and his peers in supply chain, sales, and R&D knew it.

Financial 28

Financial Culture Leadership Report 28

Harvard Business

APRIL 25, 2018

” It could be that what you perceive as insecurity is actually a “personality quirk,” a “cultural or social difference” or “a risk-averse” nature. What you perceive as insecurity could be a personality quirk or cultural difference. Is it because he’s always asking for reassurance?

Management 44

Management How To Case Study Case Studies 44

Harvard Business

MAY 4, 2018

” His new book, Measure What Matters , contains his explanation for how and why the system works, as well as case studies by leaders who’ve adopted it — including Bill Gates, Larry Page, and Bono. You won’t get the risk-taking you want in the culture. Why do other organizations decline to do so?

System 28

System Agile Culture Case Study 28

Harvard Business

MAY 20, 2016

An office environment reflects and reinforces a business’s core values, through the placement of different teams and functions and design elements that reflect culture, brand, and values. To illustrate how this all plays out on a larger scale in real companies, here are two mini case studies from businesses we’ve worked with.

Exercises 39

Exercises Meeting Real Estate Survey 39

Harvard Business

JUNE 12, 2017

” Left unchecked, biases can also shape a company or industry’s culture and norms, says Iris Bohnet, director of the Women and Public Policy Program at the Harvard Kennedy School and author of What Works: Gender Equality by Design. Case Study #1: Work to understand biases and set diversity goals.

Case Interview 28

Case Interview Interviews Resumes Software 28

Harvard Business

JULY 15, 2016

Case Study #1: Use “radical candor” and look for ways to challenge your employee. A few years ago, he hired a new sales rep, we’ll call him Tom, who was a “great cultural fit and put up solid — but not the best — numbers.” He remains eager but has recalibrated his goals.

Case Study 28

Case Study Case Studies Sales Company 28

Management Consulted

OCTOBER 18, 2013

Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. The division focused on in this article is IBM Global Business Services (IBM GBS). Finance Risk.

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

Harvard Business

DECEMBER 3, 2018

.” And if you’re relocating overseas, you’ll gain an “understanding of a different culture.” For instance, “the new cultural context you’re learning comes at the expense of your loss of network back home.” Case Study #1: Think about the next phase of your career.

How To 28

How To Case Study Case Studies Travel 28

Harvard Business

AUGUST 12, 2016

This remarkable underdog story from the world of soccer provides a useful case study of sorts for businesses as well as sports organizations. Underdogs that develop a warm internal culture should convey that to the public. How did Ranieri use this approach with Leicester City? How did Leicester make itself more lovable?

Research 28

Research Media Case Study Case Studies 28

Harvard Business

SEPTEMBER 16, 2016

Indeed, I’m not sure I’ve met a CEO who has made learning more central to the corporate culture than Ridge has, or has found more ways to develop a thirst for learning among his colleagues. WD-40 is an unlikely setting for such a learning-obsessed culture. It is hardly a glamorous brand, but it is iconic in its own way.

Culture 28

Culture Company Case Study Case Studies 28

Harvard Business

OCTOBER 9, 2018

Creating any kind of cultural transformation requires a long-term commitment, and that expectation should be set from the start across the various stakeholders interested in bringing the organization into the data-driven era. Has the company decided to pursue a new business vertical based on data collected by the sales team in the field?

Data 37

Data Sales Case Interview Meeting 37

Harvard Business

MAY 5, 2017

. “Don’t steamroll your boss with research, but there’s no harm in using empirical evidence” to make your case more compelling. You might say, for instance, “ I read an interesting article in HBR that shows how allowing employees to work from home improves results.” Give your boss time.

How To 52

How To Case Study Case Studies Productivity 52

Harvard Business

DECEMBER 22, 2016

In the end, a combination of unattainable objectives, an environment that lacked transparency, and a culture where failure was not perceived to be a viable option, led some VA administrators and clinic staff to manipulate data to make it appear as though the wait time goal was being achieved. The stakes, in other words, were high.

Culture 28

Culture Leadership Resources Healthcare 28

Harvard Business

JUNE 5, 2017

Case Study #1: Adjust your management style and focus on peer coaching. One of Vip’s direct reports — we’ll call her Alice — was hired to run a sales and accounting team. She didn’t know how to motivate a sales rep that was missing his numbers. Ignore a situation that doesn’t improve.

Management 28

Management How To Sales Case Study 28

Harvard Business

JUNE 21, 2017

In later-stage ventures, important skills include recruiting specialist employees, communicating vision to new employees, and managing company culture. Respondents viewed selling as a crucial skill for founders, and noted that this encompassed more than just product sales. Cofounders are crucial. ” Always be closing?

Engineering 47

Engineering Survey Finance Recruiting 47

1 to 1

MAY 3, 2013

Marketing Research Articles. Sales Effectiveness. 1to1 Case in Point. View complete articles. Sales Effectiveness. Sales & Marketing Effectiveness. Sales Effectiveness. --> -->. ); 1to1 Media is a division of Peppers & Rogers Group, a leader in Management Consulting. Back towww.1to1media.com.

Media 37

Media Metrics Advertising Trends 37

Harvard Business

FEBRUARY 6, 2017

And because of years of sales history, you can be reasonably certain that you will be successful: You will sell roughly the number of cars you expected to. And yet our management culture and tools are set up to work in terms of outputs. Case Study: Putting This into Practice. Using the Alternative to Output: Outcomes.

Management 28

Management System Software Productivity 28

Harvard Business

FEBRUARY 28, 2017

Editor's Note This fictionalized case study, based on the HKUST Thompson Center for Business Cases case study “Baume et Mercier: Battling Giants for China’s Luxury Consumer,” will appear in a forthcoming issue of HBR, along with commentary from experts and readers. . ” Song asked.

Case Study 28

Case Study Case Studies Study Sales 28

Harvard Business

JANUARY 23, 2018

For example, as Gideon Mann and Cathy O’Neil astutely observe in “ Hiring Algorithms Are Not Neutral ,” their HBR article, “Man-made algorithms are fallible and may inadvertently reinforce discrimination in hiring practices. The intelligent networks to counter-productivity hell are wired with good intentions.

Enterprise 28

Enterprise Software Data Training 28