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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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La ventaja del líder de mercado
MacMillan, Ian C.; Selden, LarryArticle HBS-R0810HStrategyEste artículo incluye una vista previa de una página que resume rápidamente las ideas clave y proporciona una visión general de cómo los conceptos funcionan en la práctica, junto con sugerencias para la lectura adicional. Si ejecuta una empresa grande, se podría pensar que es casi imposible hacer crecer las ganancias de forma orgánica. Piense otra vez, decir MacMillan, de la Universidad de la Escuela Wharton de Pennsylvania, y Selden, de la Colum...Starting at €8.20
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Change with Your Customers - and Win Big (Spanish version)
MacMillan, Ian C.; Selden, LarryArticle HBS-F0812BService 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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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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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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How to Get Unstuck (Spanish version)
McGrath, Rita Gunther; MacMillan, Ian C.Article HBS-F0905ALeadership 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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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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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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Designing the Business Model Architecture: Executing Specific Growth Opportunities Using Discovery-Driven Planning
McGrath, Rita Gunther; MacMillan, Ian C.Book Chapter HBS-3071BC-EIn reality, your strategy is what projects you are working on and how you run them, not what's printed on an annual report or posted on your website. Thus, whether you are a CEO or someone else in the organization, you must have the right practices in place to manage strategic growth initiatives effectively. This chapter addresses how to design the fundamental business that will generate growth, including establishing the viability of a business,...Starting at €8.20
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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