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How to Get Unstuck
McGrath, Rita Gunther; MacMillan, Ian C.Article HBS-F0905A-ELeadership and People ManagementTwo professors who have studied how leaders regain momentum in uncertain times suggest four ways to get your employees to face their fear, outrun hesitant competitors, and seize advantage.Starting at €8.20
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Sustaining Discovery-Driven Growth
McGrath, Rita Gunther; MacMillan, Ian C.Book Chapter HBS-3075BC-EThe challenge of introducing discovery-driven planning to an organization isn't met necessarily just because a critical mass of people are using a few of the tools. Certain structures and practices are necessary to support the process and to sustain a discovery-driven mindset. These are outlined here, as well as the critical tasks of the CEO and senior team in making growth a real priority. This chapter is excerpted from "Discovery-Driven Growth:...Starting at €8.20
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Change with Your Customers - and Win Big
MacMillan, Ian C.; Selden, LarryArticle HBS-F0812B-EService and Operations ManagementDownturns naturally reshape customers' needs. While competitors mindlessly cut costs, you should divide your customer base into new segments, whose emerging needs you can serve - and invest in - profitably. You'll increase market share and market capitalization.Starting at €8.20
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Making Social Ventures Work
Thompson, James D.; MacMillan, Ian C.Article HBS-R1009D-EEntrepreneurshipEntrepreneurs can play a central role in finding solutions to the world's toughest social problems. The failure rate for start-ups, however, is high. And new ventures in emerging economies face such challenges as uncertain prices and costs, nonexistent or unreliable infrastructure, and unpredictable competitive responses. The authors offer guidelines for launching successful businesses in uncertain markets. One of those guidelines, discovery-driv...Starting at €8.20
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How to Get Ecosystem Buy-In
Ihrig, Martin; MacMillan, Ian C.Article HBS-R1702G-EIn many industries today--including aerospace, electronics, chemicals, software, global construction, global investment and commercial banking, and international manufacturing--even simple product or service innovations can become complicated, because so many companies now operate in ecosystems made up of powerful and highly interconnected stakeholders. That means you can't focus exclusively on the customer and yourself: You need value propositio...Starting at €8.20
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Designing Specific Growth Initiatives: A Discovery-Driven Approach
McGrath, Rita Gunther; MacMillan, Ian C.Book Chapter HBS-3070BC-EOnce corporate leadership has defined what success should look like for the whole portfolio of new initiatives it will be pursuing, the next step is to flesh out discovery-driven plans for each of the major initiatives. This chapter shows you how to connect your growth strategy and internal processes to your specific strategic initiatives and provides an example of how to start a discovery-driven plan. This chapter is excerpted from "Discovery-Dr...Starting at €8.20
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The Incumbent's Advantage
MacMillan, Ian C.; Selden, LarryArticle HBS-R0810H-EStrategyThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. If you run a big company, you might think it's nearly impossible to grow profits organically. Think again, say MacMillan, of the University of Pennsylvania's Wharton School, and Selden, of Columbia Business School. Locked inside your firm's customer records is a we...Starting at €8.20
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How Vulnerable Is Your Business to Consumer Debt
Jarvis, William; MacMillan, Ian C.Article HBS-R0910H-EToday's sky-high personal debt levels portend a freeze in consumer spending and a rise in defaults. They could threaten your company - even if you don't sell to consumers. Two experts explain how to calculate your firm's risk. Of all the management tasks that were bungled in the period leading up to the global recession of 2008--2009, none was bungled more egregiously than the management of risk. This HBR Spotlight attempts to untangle the reaso...Starting at €8.20
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Creating Your Growth Framework: A Discovery-Driven Approach
McGrath, Rita Gunther; MacMillan, Ian C.Book Chapter HBS-3068BC-EOne of the most common obstacles to a successful growth program is the lack of clarity about the overall strategy at the outset. In order to overcome this obstacle, senior executives need to establish clear, focused guidelines for the pursuit of growth. This chapter considers the growth challenge at the CEO or senior team level as these executives begin to define the growth frame for the entire enterprise. The outcome of this process is a set of ...Starting at €8.20
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Consumer Credit: The Next Crisis
Jarvis, William; MacMillan, Ian C.Article HBS-W0906B-EMarketingThe degree to which consumers have come to depend on easy, inexpensive credit is a far greater threat to the economy than most realize. To pay it off, the average U.S. consumer would have to hand over every penny of his take-home pay for 16 months. And in all that time he wouldn't be able to buy anything else--no clothes, food, coffee, nothing. Okay, so no one is going to do that. But what will people do? Individual decisions to cut back on consu...Starting at €8.20