Harvard Business

OCTOBER 31, 2016

Finance? For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. First, managing distributors is an inherently tricky business, with much of a distributor’s behavior often outside the control of the manager responsible for that relationship.

Channel Management 38

Channel Management Incentives Marketing Airlines 38

Harvard Business

DECEMBER 23, 2016

This leaves operating managers, the ultimate “consumers” of talent, to choose between two talent acquisitions methods (or “sourcing channels”): Either engage HR to acquire employees or engage Procurement to acquire contingent workers. The disconnect between HR and Procurement often means either choice is suboptimal on its own, so operating managers circumvent both HR and Procurement. Marion Barraud for HBR.

Span of Control 41

Span of Control Finance System Review 41