2004 2011 Collins Management 
Harvard Business Review
NOVEMBER 20, 2015
Manage culture by setting expectations appropriately. Manage the arduously long sales cycle. This was the situation facing Collins Consulting , a Chicago area provider of contingent staffing services. For more than a decade Collins had almost exclusively supported IBM’s commercial and government businesses.
Harvard Business Review
AUGUST 15, 2013
Competitors like IBM and Compaq struggled with the politics of managing their various channel partners and lagged Dell in inventory management. In 2004, Michael Dell left the company, replaced by Kevin Rollins, a former Bain consultant who joined the company in 1996. This simple strategy proved wildly successful.
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