Professional growth can get stymied for all sorts of reasons. But one of the most important is rarely discussed: You''re contending with ghosts from your past. Early in life, family dynamics give rise to many fundamental behaviors and attitudes toward authority, mastery, and identity. When similar dynamics emerge at work, people often revert to childhood patterns. To enable change in the personal realm, psychologists often encourage clients .....more

The amount of product and service information available to B2B customers--reports, blogs, display ads, email marketing, and more--has become overwhelming, leading to indecision and a sharply reduced likelihood of making a substantive purchase. The best reps have turned this conundrum into a prime selling opportunity. Above all else, they help buyers make sense of the information they''ve encountered. Their approach is a form of sensemaking, .....more

In late May 2020, the two founding and managing partners at Redhill Capital, in the Pearl River New City district of Guangzhou, China, were considering various reasons why the year was developing far differently than they had expected. The two-year-old venture capital firm''s limited partners and investees were all shocked by the dire developments, as was the entire country and the whole world. Earlier that year, rapidly spreading outbreaks .....more

Spreadsheet supplement to case 722367.

The case is a narration of the 20-year journey of the All India Society for Electronics and Computer Technology (AISECT), a social enterprise offering information and computer technology (ICT) services, including skill development, higher education, financial inclusion, and e-governance, to youth in rural and semi-urban areas of India. It reflects the vision of AISECT''s Founding Chairman, Santosh Choubey, to build a social organization aimed .....more

Many people believe that the process for achieving breakthrough innovations is chaotic, random, and unmanageable. But that view is flawed, the authors argue. Breakthroughs can be systematically generated using a process modeled on the principles that drive evolution in nature: "variance generation," which creates a variety of life-forms; and "selection pressure" to select those that can best survive in a given environment. Flagship .....more

Between 1985 and 2007, Danaher has been one of the best-performing industrial conglomerates in the U.S. This case examines the corporate strategy of this diversified, global corporation. It describes the firm''s portfolio strategy and the Danaher Business System-a systematic and wide-ranging set of organizational processes the firm has developed to drive growth and create value. In 2008, the firm confronts various challenges in sustaining .....more