Case Studies Document Management Sales 
Harvard Business
MAY 5, 2016
Editor’s Note: This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. He’d been an aide to the mayor of Philadelphia at the time and knew well how much time city workers spent documenting and following up on complaints about broken lights.
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.
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CaseInterview.com
DECEMBER 4, 2019
As you might know, Motorola eventually dominated the pre-smartphone mobile phone market with close to $10 billion in annual sales. Under many circumstances, this degree of focus serves as a sound management principle. In classic case study analysis, you’d ask them, "What are the market segments?"
Harvard Business
OCTOBER 13, 2016
A change in sales or other customer-acquisition processes, for example, will affect multiple aspects of their business models: the types of orders their firms get, capacity planning, operations, delivery, post-sales requirements, and daily interactions among these groups. Manage each minute. Most reps miss the mark.
CaseInterview.com
SEPTEMBER 9, 2019
These are examples of the note-taking approach I recommend during a case study interview. The other is for the structure of the case (this is the issue tree and this is the set of notes you would show the interviewer). So, if in a profitability case, I explore cost and sales. Here's another interesting exercise.
Consulting Success
JANUARY 29, 2018
Now, it was about revenues and profits and leading and managing. You’re a managing partner and owner now at Navalent. Many consulting firms spend time writing about their methodologies or writing about their own case studies to self-promote. Or “Can you come and speak at my sales meeting?” That was my big problem.
Harvard Business
FEBRUARY 6, 2017
Most companies manage projects in terms of outputs, not outcomes. 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. Managers working in this context can be forgiven for thinking that their job is simply to finish making something.
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