Wednesday, June 27, 2012

July/August 2012 Update: What Good Are Shareholders?

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-----Original Message-----
From: Harvard Business Review
Date: Wed, 27 Jun 2012 18:03:50 To:
Subject: July/August 2012 Update: What Good Are Shareholders?


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JULY/AUGUST 2012 ISSUE


MONTHLY UPDATE

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What Good Are Shareholders?

By Justin Fox and Jay W. Lorsch

Investors should provide money, information, and discipline. They often fall short.

Read the full article »

SPOTLIGHT ON SMARTER SALES

The End of Solution Sales

By Brent Adamson, Matthew Dixon, and Nicholas Toman

The old playbook no longer works. Star salespeople now seek to upend the customer's current approach to doing business.

Motivating Salespeople: What Really Works

By Thomas Steenburgh and Michael Ahearne

Companies fiddle constantly with their incentive plans-but most of their changes have little effect. Here's a better approach.

A Radical Prescription for Sales

By Daniel H. Pink

The reps of the future won't work on commission.

ALSO IN THE JULY/AUGUST ISSUE

DuPont's CEO on Executing a Complex Cross-Border Acquisition

By Ellen Kullman

After putting together an offer under intense time pressure, Kullman's team had to meet unusual regulatory and shareholder challenges to complete the deal.

A Better Way to Tax U.S. Businesses

By Mihir A. Desai

High rates and perverse incentives are pushing investments out of America. But a handful of changes could transform the U.S. tax system from an obstacle into an asset.

Points of Law: Unbundling Corporate Legal Services to Unlock Value

By Danny Ertel and Mark Gordon

New ways to acquire legal services are fast emerging. Both corporations and law firms can benefit from renegotiating their traditional relationships.

Cultural Change That Sticks

By Jon R. Katzenbach, Ilona Steffen, and Caroline Kronley

Stop fighting your company's culture-and start working with and within it.

Do You Know Your Cost of Capital?

By Michael T. Jacobs and Anil Shivdasani

You may think you do, but you probably don't. And the consequences of that misperception can be huge.

Life's Work: Bela Karolyi

The famed Olympic gymnastics coach explains how to
groom champions.

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AUDIO: Let Your Employees Bet on the Company


VIDEO: Aligning Strategy and Sales


INTERACTIVE GRAPHIC: What is Your Cost of Capital?

IDEA WATCH


If Your Company Goofs, Don't Report Via YouTube

Why Life Science Needs Its Own Silicon Valley

In the Hot Finance Jobs, Women Are Still Shut Out

Why Top Young Managers Are in a Nonstop Job Hunt

COLUMNS


Hal Brierley on Why Loyalty Programs Alienate Great Customers

Carl Schramm on Expanding the Entrepreneur Class

FROM THE HBR ARCHIVES


Five Strategies of Successful Part-Time Work

Tailor Incentive Compensation to Strategy

The Making of an Expert

Discovering Your Authentic Leadership

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