Most companies plan how they manage employees, but how many consider how to manage their customers? Given how important customer-employee relationships are to business, and amid rising reports of customer incivility toward the frontline workforce, organizations are taking a page from people management and learning how to better select, train, evaluate, discipline - and even sometimes fire - customers.

Space is becoming a potential source of value for businesses across a range of sectors, including agriculture, pharmaceuticals, consumer goods, and tourism. To understand what the opportunities are for your company, the authors advise you to consider the four ways in which using space could create value: data, capabilities, resources, and markets. For most companies thinking about their space strategy over the next five to 10 years, data will be the .....more

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In May 2014, Alex Frommeyer, cofounder and CEO of Kentucky-based Beam Dental, a seed-stage startup that developed connected toothbrushes that tracked brushing habits, needed to decide which strategy to pitch to a venture capital firm. The first pitch deck played to the founders'' strengths as engineers and requested funds to develop a market-leading, next-generation connected toothbrush. The second pitch deck requested capital to start a dental .....more

In May 2016, venture-backed Beam Dental was on the brink of financial collapse. Cofounder and CEO Alex Frommeyer weighed the unattractive terms of a bridge loan offered by Beam''s largest investor. Frommeyer needed to decide whether to accept the terms or concede defeat and close the company. This case is the second case in a two-part series (original case 723-355); the A case has two supplements (723-374 and 723-375).

Early pitch deck (one of two). This case is a supplement to Beam Dental (A) 723-355.

Early pitch deck (two of two). This case is a supplement to Beam Dental (A) 723-355.

PowerPoint supplement to case 723351

PowerPoint supplement to case 723351

Early pitch deck. This document is supplement to Framebridge (A): Reimagining Custom Framing 723-352.