by Frank Cespedes | Feb 18, 2013 | Articles
This post originally appeared on HBS Working Knowledge. Many companies get stuck on a plateau, unable to grow and burning through cash at a frightening rate. Frank V. Cespedes discusses how focusing on the right customers can generate growth again. Starting a...
by Frank Cespedes | Dec 18, 2012 | Articles
This post originally appeared on the MIT Sloan Management Review. Many companies pursue growth opportunities without adequately defining who their ideal customers are. That lack of clarity can hamper profitable growth. It’s difficult to start a venture that gains...
by Frank Cespedes | Jul 3, 2012 | Articles
This post originally appeared on Harvard Business Review. It was just minutes after they greeted each other on the porch of the restored mansion that the sales manager and the VP of marketing of a heavy-machinery company found themselves embroiled in the real purpose...
by Frank Cespedes | Oct 15, 2010 | Articles
This post originally appeared on HBS Working Knowledge. In some respects, developing strategy is the easy part. Executing that strategy in alignment with strategic priorities is where real mastery of management takes place. Harvard Business School senior lecturer...
by Frank Cespedes | Jul 26, 2010 | Articles
This post originally appeared on HBS Working Knowledge. If you and your customers understand the value represented in your pricing, you can—and should—charge more for delivering more. An interview on “performance pricing” with researchers Frank Cespedes,...
