Frank V. Cespedes

3 Results

 

Breaking Through a Growth Stall

Many companies get stuck on a plateau, unable to grow and burning through cash at a frightening rate. Frank V. Cespedes discusses how focusing on the right customers can generate growth again. Open for comment; 3 Comments posted.

Connecting Goals and Go-To-Market Initiatives

Frank V. Cespedes

In some respects, developing strategy is the easy part. Executing that strategy in alignment with strategic priorities is where real mastery of management takes place. Harvard Business School senior lecturer Frank V. Cespedes shows how it is done. Open for comment; 14 Comments posted.

Yes, You Can Raise Prices in a Downturn

Frank Cespedes, Benson P. Shapiro, and Elliot Ross

If you and your customers understand the value represented in your pricing, you can—and should—charge more for delivering more. An interview on "performance pricing" with researchers Frank Cespedes, Benson P. Shapiro, and Elliot Ross. Read More