Harvard Business Review

NOVEMBER 25, 2013

This lack of an analytical approach has traditionally formed a barrier between marketing and finance. One financial services CMO told us how CFOs typically perceive his function: “We’re going to give a certain amount of dollars to those guys. They’re going to make ads and do whatever it is they do.

CFO 8

CFO Short-term Long-term Benchmarking 8

Harvard Business Review

JULY 27, 2012

Because the rabbit's presence is essential to this tactic, the rabbit will be told that it has a very good chance of winning the business. The potential customer's VP of finance contacted Bill and asked him to prepare a proposal for a multimillion-dollar initiative. Nothing could be further from the truth. Second, delays occur.

Price 13

Price Chemicals Tactics CFO 13

Harvard Business Review

APRIL 9, 2015

The winning company would not only design and install the project, but also finance it and own it for 20 years, selling power to the residents at a discounted rate. There was “no room for smoke and mirrors, or misdirection, or any of those other standard negotiation tactics that others might use,” he explains.

Supply Chain 8

Supply Chain How To Price Case Study 8