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Boris's Brexit Dilemma (C)
Zorc, Sasa; Gregorio, Alexander;Case DARDEN-QA-0958-EDecision AnalysisIn 2019, several years after a referendum in which British voters chose “Brexit,” meaning the United Kingdom’s exit from the European Union (EU), the transitional agreement between the United Kingdom and the EU is due to expire. Prime Minister Boris Johnson must prepare for two facets of Brexit, each of which involves a decision: (1) whether to invest in mitigation funding in case of a hard Brexit (meaning one without a trade deal in place); and ...Starting at €5.74
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Andrew Sullivan and Faraway Ltd (C): Anthony Pierce of John Lewis
Cespedes, Frank V.; Godden, AlexCase HBS-813106-EEntrepreneurshipSupplement for case 813104Starting at €5.74
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Putting Sales at the Center of Strategy
Cespedes, Frank V.Article HBS-F1410A-EStudies show that only a fraction--perhaps less than 10%--of companies' strategic plans are effectively executed. One reason is that C-suite strategists, years removed from customer contact, may have an obsolete vision of the company-customer interface. The author's research reveals four steps companies can take to improve the alignment between strategy and sales.Starting at €8.20
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Andrew Sullivan and Faraway Ltd., Teaching Note
Cespedes, Frank V.Teaching Note HBS-814101-EEntrepreneurshipTeaching Note for 813104. Andrew Sullivan is an entrepreneur with an innovative product and impending sales calls on two important retail buyers. The (A) case provides information about Sullivan, his business, and the economics of his business model. The (B) and (C) cases provide information about each buyer. Sullivan has no previous sales experience and is eager but nervous: "his impending sales calls... could make or break the nascent company."Starting at €0.00
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Andrew Sullivan and Faraway Ltd
Cespedes, Frank V.; Godden, AlexCase HBS-813104-EEntrepreneurshipThe "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative pushchair (baby stroller) and, a year later, are looking for an order from a large retailer. The case requires students to prepare, deliver, and evaluate Sullivan's sales calls on two...Starting at €8.20
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Boris's Brexit Dilemma (B)
Zorc, Sasa; Gregorio, Alexander;Case DARDEN-QA-0957-EDecision AnalysisIn 2019, several years after a referendum in which British voters chose “Brexit,” meaning the United Kingdom’s exit from the European Union (EU), the transitional agreement between the United Kingdom and the EU is due to expire. Prime Minister Boris Johnson must prepare for two facets of Brexit, each of which involves a decision: (1) whether to invest in mitigation funding in case of a hard Brexit (meaning one without a trade deal in place); and ...Starting at €5.74
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Boris's Brexit Dilemma (A)
Zorc, Sasa; Gregorio, Alexander;Case DARDEN-QA-0956-EDecision AnalysisIn 2019, several years after a referendum in which British voters chose “Brexit,” meaning the United Kingdom’s exit from the European Union (EU), the transitional agreement between the United Kingdom and the EU is due to expire. Prime Minister Boris Johnson must prepare for two facets of Brexit, each of which involves a decision: (1) whether to invest in mitigation funding in case of a hard Brexit (meaning one without a trade deal in place); and ...Starting at €8.20