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Using “Escalation” to Change the Competitive Game

You open your latest credit card bill and what do you find? Most likely another promotional offer for frequent flyers: earn bonus miles by…

Using “Drifting Goals” to Keep Your Eye on the Vision

As a child, did you ever have a contest to see who could build the tallest house out of playing cards? As you crafted…

Utilization Review and Healthcare

“Medical cost cutters known as utilization review companies…have become immensely popular with employers seeking to control their health-care costs…[D]oubt is growing about the new…

Using “Fixes That Fail” to Get Off the Problem-Solving Treadmill

It’s Monday morning. You’ve just settled in at your desk to catch up on some reading, when the phone rings. The program manager of the…

Can Gateway Service Its Success?

In the world of mail-order computers, maintaining a balance between improving technology and developing new markets has always been a challenge. Gateway 2000 is…

New Product Development: A Tragedy in the Making?

Detroit’s Big Three, once the epitome of beleaguered U.S. manufacturers, now appear to be at the forefront of a resurgence in American manufacturing. As…

“Accidental Adversaries”: When Friends Become Foes

Big Machines, an equipment manufacturer, decides to form a strategic alliance with Special Parts, Inc., a custom-designed components supplier. The partnership goes well until…

The Learning Organization: From Vision to Reality

Building learning organizations requires more than just “re-engineering” our existing structures. It requires a whole new vision of what organizations can become and a…

Using “Success to the Successful” to Avoid Competency Traps

Have you ever wondered why clocks run in the…uh…clockwise direction? Or why the QWERTY keyboard design is the standard for virtually all English typewriters…

Software Price Wars

Because learning new software takes so much time, software makers enjoy a great deal of brand loyalty once they win a new customer. That’s why…