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Stop Selling And Start Leading

Eric Jacobson

Prahalad and Venkat Ramaswamy who wrote "We're entering a 'bottom-up' economy in which consumers will migrate to businesses that allow them to be participants in the process of creating what they want." And sales managers won't object to the improved results that come with these behavioral shifts that cause buyers to meet with and buy from the sellers who demonstrate these behaviors more frequently!

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LVMH, Herm├Ęs, and the Danger of Going 'A Little Bit Public'

Harvard Business Review

His record is one of a brilliant strategist who has the rare ability to manage creative talent on the one hand while maintaining a firm grip on business fundamentals such as brand synergies, distribution access, supply chains, and sourcing to maximize returns across the LVMH portfolio of brands. Both companies are managed by professionals. Professor Michael Moffett is Continental Grain Professor of Finance, and Professor Kannan Ramaswamy holds the William D.

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CEOs Should Activate Their Company's Stakeholders

Harvard Business Review

Triggering this process of collective engagement — Venkat Ramaswamy and I call it co-creation — is what is missing in the agenda of many CEOs today (to say nothing of our political leaders). In Porto Alegre, Brazil, the management of Hospital Moinhos de Vento has turned a failing hospital into a huge business success in less than five years, while also becoming a key player in the economic and social development of Southern Brazil.

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A New Framework for Customer Segmentation

Harvard Business Review

Clients and students questioned it increasingly: here we were, advocating a rigid methodology that carves out the market because "we can''t be all things to all people," while preaching the gospel of co-creation at firms, such as Lego and Starbucks, that enter into a dialogue with their customers, giving them more access, sharing risk, and advocating transparency ( see Prahalad & Ramaswamy''s book The Future of Competition ).