Strategy Driven

NOVEMBER 18, 2013

The typical request for proposal (RFP) has a bunch of standards about what has to be offered by the vendor, but far too little (or nothing) about what happens after the company takes ownership. Make an appointment with the CFO. Make certain that third-party proof, in video, is a major part of your proposal. They just buy.

Proposal 58

Proposal Price Long-term Customer Loyalty 58

Harvard Business Review

SEPTEMBER 28, 2012

Acutely aware of the competitive edges timely data offers sophisticated investors, the company's ever-entrepreneurial cofounder once proposed that Google launch a hedge fund. Yes, this exercise will surface all manner of ethical — and possibly legal — conflicts and risks.

Hedge 15

Hedge Core Competence CFO ROI 15

Harvard Business Review

MAY 8, 2012

We all make pitches every day — for that highly-prized account; to a client who's reluctant to accept your scary proposal; for a skeptical CFO to loosen the purse strings; or for a wary new team to believe in you. Here's what I've learned about winning pitches like these: 1.

Belief Systems 16

Belief Systems Tips Audience CFO 16

Harvard Business Review

JULY 21, 2016

When obscure financial instruments threaten the global economy, transparency is the proposed solution. In several survey studies, we demonstrated that when employees perceive their leaders as too ethically driven, they demonstrated the same negative behaviors that were shown when leaders were perceived as very unethical.

How To 8

How To Ethics Supply Chain Learning-by-Doing 8

Harvard Business Review

JUNE 20, 2016

Remember the public shaming – and heavy sentences — heaped on Enron and Worldcom for their accounting (and more importantly, ethical) failures? If your strategy relies heavily on aggressive M&A, for example, do you really want a CFO who doesn’t command a salary higher than the norm? It’s not surprising.

Benchmarking 10

Benchmarking Company Short-term Long-term 10