Harvard Business Review

JANUARY 28, 2013

Don't overuse I (try not to begin paragraphs or successive sentences with it), but do lean heavily on we, our, you, and your. This guideline is hardly absolute — sometimes passive voice is the most natural way to say what you're saying. Those are friendly words that pull readers into a document. Use contractions.

VBM 9

VBM EBITDA Document Activity Based Costing 9

Harvard Business Review

DECEMBER 15, 2015

To avoid this, some companies establish a Strategic Deal Profile — guidelines and parameters that its sales force can use in conversations with actual customers — and make it part of selling behaviors through performance management practices. . The first component of a Deal Profile is figuring out how to define success.

Strategy 8

Strategy Team Discount ROIC 8

Harvard Business Review

SEPTEMBER 27, 2012

Successful companies shape their high-level strategies by relying not on complicated frameworks but on simple rules of thumb. In addition, they translated the broad priorities "expand services to existing customers" and "cut costs" into clear guidelines that managers and employees understood and could act upon.

Strategy 8

Strategy Proposal Guidelines Net Present Value 8