6 Posts found for Author: Frank V. Cespedes

Too much performance feedback is of the “do good and avoid evil” variety. That may sound harmless, but overly general feedback increases feelings of defensiveness, rather than openness to behavior change, because it involves broad judgments and invites counterpunching rather than discussion.

Content: Quotation | Author: Frank V. Cespedes | Source: Harvard Business Review | Subjects: Communication, Management, Organizational Behavior

Effective reviews require a judgment about causes of a person’s performance. For example, are performance issues the consequence of deficiencies in motivation or ability? Some people may work hard, but lack certain capabilities: Can training and coaching enhance those capabilities? Others may have the abilities but lack motivation: Can different incentives or processes increase motivation? Still others may seemingly lack both motivation and relevant ability: … [ Read more ]

Content: Quotation | Author: Frank V. Cespedes | Source: Harvard Business Review | Subject: Management

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.

Content: Article | Authors: Frank V. Cespedes, Sean Silverthorne | Source: Harvard Business School (HBS) Working Knowledge | Subject: Entrepreneurship

Telling the board that the sales pipeline grew by $X should not qualify as a good answer if the board and founders are serious about good governance and profitable growth. How did the pipeline grow? Did we add lower- or higher-profit and lifetime value customers? Are we targeting shorter or longer selling-cycle prospects? What are the implications for the “center of gravity” in the venture’s … [ Read more ]

Content: Quotation | Author: Frank V. Cespedes | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Corporate Governance, Marketing / Sales

Entrepreneurs usually find that, until they are out there selling, they really don’t know the crucial differences between early adopters and others along the relevant spectrum of opportunities.

Content: Quotation | Author: Frank V. Cespedes | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Customer Related, Entrepreneurship

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.

Content: Article | Authors: Frank V. Cespedes, Sean Silverthorne | Source: Harvard Business School (HBS) Working Knowledge | Subjects: Management, Strategy