Case Studies Culture Document Sales 
Harvard Business
NOVEMBER 22, 2018
The column highlighted the work of Stanford psychologist Jamil Zaki , who documents what he calls “positive conformity.” 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.
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. Or “Can you come and speak at my sales meeting?” Our relationships usually span multiple years.
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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.
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.
Harvard Business
JANUARY 23, 2018
For businesses, the predicted results could therefore be complete nonsense, leading to negative outcomes such as bad hires, poor designs, or missed sales forecasts. But culturally and operationally, they’ll need to publicly enact three interrelated initiatives to mitigate risks : 1. Write a declaration of (machine) intelligence.
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