Remove Case Studies Remove Hotels Remove Operations Remove Strategy
article thumbnail

Case Study: When You Have to Choose Between Core and New Customers

Harvard Business

Alan Kurtz, MMC’s chief operating officer, was standing off to the side, and she moved to join him, but a racer intercepted her. Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. . “Do you work for Mendoza?”

article thumbnail

Salespeople Need a Strategy for Selling to CEOs

Harvard Business

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. The buyer has privileges that the seller does not.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Zipcar Doesn’t Just Ask Employees to Innovate — It Shows Them How

Harvard Business

Here are four strategies. Westin, the hotel chain, awards its top innovators a five-day exotic trip each quarter. Doing so helps spread the value of innovation into areas responsible for the broader operating model. How do you do that? Use Symbolic Experiences.

Culture 28
article thumbnail

Case Study: Is Holacracy for Us?

Harvard Business

Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. Rogier’s strategy since 2000 had been to grow through acquisitions and to give a long leash to all the businesses he’d bought. ” Derek asked.