Harvard Business

DECEMBER 8, 2016

Rogier hadn’t once mentioned holacracy or self-managed teams, even though the executive team and the board had been talking for months about transitioning to just such a system at the global construction company. Listening, Derek Melis, his friend and CFO, was relieved. Vera’s Perspective.

Case Study 28

Case Study Case Studies Study Construction 28

Harvard Business

APRIL 20, 2017

At first, Susan Kim wasn’t sure whether she’d heard her new manager correctly. Mr. Moon (as Susan had been told to call him by her half-Korean father, Don) was the Seoul office manager of Zantech, a technology security firm with headquarters in Amsterdam. Or maybe talk to the intern manager, Emma.”

Case Study 30

Case Study Case Studies Study Ethics 30

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. The year before, prompted by all this, Lumiscape’s leadership had decided to pivot from a sales model to a subscription model. They’re Back.

Case Study 28

Case Study Case Studies Study Sales 28

1 to 1

SEPTEMBER 7, 2021

Outsourcing and managed services are appealing options for many companies at a time when workforces are stretched thin. Although managed services and outsourcing both involve hiring a partner organization, they encompass different levels of work. What are managed services? But don’t be fooled—these terms aren’t interchangeable.

Management 26

Management Operations Comparison Case Study 26

Harvard Business

JUNE 26, 2018

Elena had managed this growth without taking on any outside investors; she’d relied on bank loans and continued to invest her own money in the business. But after months of research and meetings, she still hadn’t found the right successor or buyer. But she felt at a crossroads. It was time to get back to the office.

Case Study 28

Case Study Case Studies Study Productivity 28

Harvard Business

APRIL 25, 2018

The largest producer of rice crackers in Japan, the company had $1 billion in domestic sales and hoped to kickstart growth and globalization plans. Editor's Note This fictionalized case study will appear in a forthcoming issue of Harvard Business Review, along with commentary from experts and readers. However, their planned U.S.

Case Study 28

Case Study Case Studies Study Company 28

Comatch

APRIL 3, 2023

In the past, sales representatives played a central role in providing information and building relationships with buyers. According to research from Gartner , B2B buyers only spend 17% of their time meeting with sales representatives when considering a purchase.

Media 52

Media B2B Development Sales 52

Tom Spencer

NOVEMBER 19, 2021

Business development consulting is about helping businesses grow sales and profits in order to achieve their strategic objectives. Once you have customer buy-in, you can set up meetings and determine whether a proposal can be submitted. After prospecting, gaining client-buy in, and closing a deal, the groundwork begins.

Development 88

Development Consulting B2C B2B 88

Harvard Business

JUNE 5, 2017

As a manager, you probably wish you could give all the people on your team more attention. How do you balance being a responsive manager with the need to get your own work done? And how should you manage your frustration? But sometimes certain employees seem to need more than their fair share of your time. What the Experts Say.

Management 28

Management How To Sales Case Study 28

Harvard Business

APRIL 25, 2018

” Your interpersonal relationships with insecure employees also tend to be more complicated, says Mary Shapiro, a professor at Simmons College School of Management and the author of HBR Guide to Leading Teams. “Then you might say, ‘During meetings, you tend to become argumentative and shut down others’ opinions.

Management 42

Management How To Case Study Case Studies 42

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. In Nicolas’s case, it was the former.

Turnaround 38

Turnaround Talent Groups Meeting 38

Harvard Business

OCTOBER 13, 2016

According to a study , executives consider less than one-fifth of the meetings they have with salespeople to be valuable. So, when pitching executives, make sure to address those issues and demonstrate your ability to help manage the change. Manage each minute. Most reps miss the mark.

Strategy 28

Strategy Strategy Strategy& Hotels 28

Consultant Journal

FEBRUARY 20, 2017

CPD online courses – in Canada, US & International – and other offerings for continuing professional development can help busy legal, medical, financial and other professionals meet their annual requirements. In other cases, it’s up to the individual to pursue their CPD. Case studies. Online CPD benefits.

Course 48

Course eBook Education Case Study 48

Harvard Business

MARCH 14, 2018

The cartoon of business-to-business (B2B) buyers depicts gray-haired executives and purchasing agents in meetings, on the phone and lunching with their vendors. When a company needs a product or service, buyers turn first to research on their laptop or smartphone rather than immediately calling vendors or hosting meetings.

B2B 28

B2B Bain Research Study 28

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.

Management 28

Management System Software Productivity 28

Harvard Business

DECEMBER 14, 2018

You need to have a conversation with your manager sooner rather than later. When you’re having a bad time at work — your big project isn’t coming together as planned or you’re missing your sales targets by a wide margin — talking to your manager may be the last thing you want to do. Don’t.

How To 53

How To Resumes Case Study Case Studies 53

Management Consulted

AUGUST 21, 2013

But having never done a case study before, or a case interview, more specifically, before because my background is physics, I’ve got no business acumen or commercial exposure at all. So I actually interviewed with another company, did a case interview, and did very badly. That was only about 3 or 4 minutes.

McKinsey 175

McKinsey Interviews Case Interview Consulting 175

Management Consulted

AUGUST 9, 2015

OC&C Strategy Consultants Chief Executive: Chehab Wahby (Worldwide Managing Partner). Their head or “Worldwide Managing Partner” is Chehab Wahby. Each region is managed by the group of Partners elected to represent it; local ownership means local accountability and autonomy. Practice Areas . Internships .

Interviews 100

Interviews Culture Strategy Strategy 100

Management Consulted

JANUARY 18, 2015

Headquarters: Chicago, IL Employees: 3,200 Locations: 58 offices, 40 countries Chief Executive: Johan Aurik, Managing Partner and Chairman of the Board Revenue: $1B Consulting Engagement Cost: $400K. 1935 – Tom Kearney becomes managing partner. Named fifth-largest broad-based multidisciplined management consultancy in the U.S.;

Interviews 100

Interviews Culture Case Interview McKinsey 100

Harvard Business

SEPTEMBER 12, 2016

The saying “You only have one chance to make a first impression” holds true in many situations, from job interviews to sales calls. Before meeting someone new — whether it’s a potential employer or a new client — do your homework. What should you actually say? And what’s the best way to follow up?

How To 28

How To Case Interview Interviews Meeting 28

Harvard Business

SEPTEMBER 13, 2017

We chose Brazil’s beef industry as the location of our case study , both for the size and complexity of the industry and for its impact on the planet. Nonetheless, the case study demonstrates that measuring the value of sustainable business can be done, and that sustainable business itself can be cost-effective.

Methodologies 28

Methodologies How To Case Study Case Studies 28

Harvard Business

JULY 1, 2016

How do you develop an effective relationship with your manager when the person filling that role keeps shifting? Managing your relationship with your boss is challenging enough as it is. . ” Schedule an appointment to meet her one-on-one and bring a copy of your resume. . How much of an investment should you make?

Energy 40

Energy Case Interview Case Study Case Studies 40

Harvard Business

NOVEMBER 21, 2017

” Pay close attention to the kinds of people you’re meeting. It’s worth asking if you can come in and spend a few hours with your prospective team for a group meeting or brainstorming session, Lees says. Talk to the hiring manager about potential paths. ’” Their answers will be revealing.

Culture 28

Culture How To Case Interview Case Study 28

1 to 1

MAY 5, 2013

--> -->. ); 1to1 Media is a division of Peppers & Rogers Group, a leader in Management Consulting. Meet the Editors. Sales Effectiveness. 1to1 Case in Point. Sales Effectiveness. Hard Knox Life: A Brand Manager Blog. Sales & Marketing Effectiveness. Meet the Editors. Sales Effectiveness.

Analysis 42

Analysis Data Sports Media 42

1 to 1

MAY 7, 2013

--> -->. ); 1to1 Media is a division of Peppers & Rogers Group, a leader in Management Consulting. Meet the Editors. Sales Effectiveness. 1to1 Case in Point. Sales Effectiveness. Hard Knox Life: A Brand Manager Blog. Sales & Marketing Effectiveness. Meet the Editors. Sales Effectiveness.

Media 51

Media Airlines Case Interview Trends 51

Harvard Business

JULY 15, 2016

A hungry, driven employee is every manager’s dream. But when you have a direct report whose ambition and desire are greater than his ability or experience, managing expectations isn’t easy. As a manager, your goal is to keep your team engaged, productive, motivated, and happy. What the Experts Say. Be transparent.

Case Study 28

Case Study Case Studies Sales Company 28

Harvard Business

MAY 31, 2016

” No manager wants to hear that someone on their team has another job offer in hand. “Whether or not the employee ends up taking the other offer, this is a rich opportunity,” says Dick Grote performance management consultant and author of the HBR Tools on Goal Setting and Performance Reviews. Should you counteroffer?

Case Interview 28

Case Interview Case Study Case Studies Travel 28

Harvard Business

JUNE 21, 2017

The survey results show that no single management skill stands out above the rest. Respondents indicated that founders need to be management jacks-of-all-trades, so to speak. The non-MBA founders shared the view that it is very important for future leaders of technology ventures to build a wide range of management skills.

Engineering 46

Engineering Survey Finance Recruiting 46

Women in Consulting

OCTOBER 26, 2015

I need to be constantly developing and marketing differentiated products or services that meet a need, that I can deliver in a quality manner and that people will pay for. A sales trainer told me that he thought women were better salespeople because they engage with the prospect. Years ago I read about two managers in the same company.

Interviews 48

Interviews Case Interview Consulting Bain 48

Harvard Business

JANUARY 29, 2018

“You’re not in control; you’re putting yourself in the hands of your manager to be judged — and you might be judged not worthy.” “The more senior you get, the more likely it is that your promotion is not the sole decision of your manager,” she notes. ” The past is precedent. .

How To 28

How To Handbook Resumes Metrics 28

1 to 1

MAY 3, 2013

--> -->. ); 1to1 Media is a division of Peppers & Rogers Group, a leader in Management Consulting. Meet the Editors. Sales Effectiveness. 1to1 Case in Point. Sales Effectiveness. Hard Knox Life: A Brand Manager Blog. Sales & Marketing Effectiveness. Back towww.1to1media.com. 1to1media.com. PGreenblog.

Media 37

Media Metrics Advertising Trends 37

Tsavo Neal

JANUARY 20, 2022

For me, I can pick up the phone and my sales process from that point onwards is about qualification and some negotiation, but you’ve got to start with lead generation. In fact, my website is my secret 24/7 sales agent. I’m busy working and I want to spend my time working on client sites. My site has a lot of videos.

Consulting 167

Consulting Case Study Case Studies Media 167

Harvard Business

MAY 20, 2016

Pick an example of a work activity that happens regularly, like a daily or weekly standing meeting. For the attribute “location,” for example, you could ask your team: Is the meeting best facilitated if it’s held in an in-demand central meeting room or near where other people are likely to gather?

Exercises 38

Exercises Meeting Real Estate Survey 38

Harvard Business

AUGUST 22, 2016

To give an example of just how hard it can be to prevent this from happening, let’s consider the case of Nokia. The voluminous case studies and articles about the firm would fill entire file cabinets in the typical business school storage area. Pragmatically, you can begin to do this without a whole lot of drama.

Company 28

Company Sales Retail Engineering 28

Harvard Business

JUNE 7, 2016

For instance, you might say to yourself, “In today’s meeting, I’m going to make sure everyone on the team feels heard.” When you’re developing your personal management style, you should observe how others lead , according to Ibarra. Case Study #1: Focus on the opportunity and set small, achievable goals.

How To 28

How To Case Study Case Studies B2B 28

Harvard Business

DECEMBER 22, 2016

You might say, “I meet with Roger regularly to discuss our group’s priorities and he usually lets me know if he gets requests from other teams.” Case Study #1: Don’t make snap judgments. Case Study #2: Maintain a strong relationship. “She wanted him to question my ability.”

Case Study 28

Case Study Case Studies Guidelines Management 28

Harvard Business

APRIL 21, 2016

. “If all you’re thinking about is saving face, you’ve already made the negotiation and its aftermath into a battle,” says Margaret Neale, the Adams Distinguished Professor of Management at Stanford Graduate School of Business and coauthor of Getting (More of) What You Want. Case Study #1: Acknowledge your missteps.

How To 28

How To Case Study Case Studies Examples 28