The Value of Keeping the Right Customers

The Value of Keeping the Right Customers Publication Date: October 29, 2014 A refresher on customer churn rate. To download this product after your purchase, simply sign-in to hbr.org and visit the “Purchases” area of your account. Note: Quantity pricing discounts will be reflected at Checkout, prior to submitting your order. Note: Quantity pricing discounts […]

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Four Steps to Forecast Total Market Demand

Four Steps to Forecast Total Market Demand Recent history is filled with stories of companies and sometimes even entire industries that have made grave strategic errors because of inaccurate industrywide demand forecasts. For example: The inaccurate suppositions did not stem from a lack of forecasting techniques; regression analysis, historical trend smoothing, and others were available […]

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Negotiating with a Customer You Can’t Afford to Lose

Negotiating with a Customer You Can’t Afford to Lose Publication Date: November 01, 1988 When a customer turns combative during a negotiation, it is important to avoid confrontation or compromise. Instead, a salesperson should lure the customer into a search for creative solutions to tough problems. To do this, salespeople should: 1) increase their variables […]

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Collaborating for Growth: Duane Morris in a Turbulent Legal Sector

Collaborating for Growth: Duane Morris in a Turbulent Legal Sector Access to case studies expires six months after purchase date. Publication Date: July 26, 2013 By the late 2000s, the law firm Duane Morris had transformed itself from a growing U.S. law firm to a significant global player. The firm’s uniquely collaborative organizational culture, which […]

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Atlantic Computer: A Bundle of Pricing Options

Atlantic Computer: A Bundle of Pricing Options Publication Date: May 28, 2007 When students have the English-language PDF of this Brief Case in a coursepack, they will also have the option to purchase an audio version.Atlantic Computer, a leading player in the high-end server market, has detected a marketplace opportunity in the basic server segment. […]

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Brighter Smiles for the Masses–Colgate vs. P&G

Brighter Smiles for the Masses–Colgate vs. P&G Access to case studies expires six months after purchase date. Publication Date: December 07, 2005 In 2000, Procter & Gamble Co. introduced Crest Whitestrips, a new, revolutionary product that allowed consumers to whiten their teeth at home. With Whitestrips, P&G created an entire new category in oral care, […]

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Brighter Smiles for the Masses–Colgate vs. P&G

Brighter Smiles for the Masses–Colgate vs. P&G Access to case studies expires six months after purchase date. Publication Date: December 07, 2005 In 2000, Procter & Gamble Co. introduced Crest Whitestrips, a new, revolutionary product that allowed consumers to whiten their teeth at home. With Whitestrips, P&G created an entire new category in oral care, […]

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