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The young entrepreneurs of Granny's Goodies, Inc., a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for each sale. Using extensive customer information that the firm has diligently collected over the previous two years, students need to develop a plan that covers market selection, product policy, and relationship management strategy for the firm.

Programs of economic liberalization often lead to dramatic changes in industry structure. This note presents excerpts from several research papers that summarize findings on how industries evolve following abrupt policy reforms. The note is organized into seven sections. The first introduces the concept of competitive shocks and briefly discusses their prevalence. Subsequent sections discuss typical patterns of industry transformation, entry and exit, changes in concentration levels, and changes in foreign presence (defined as imports plus sales of foreign-owned plants).

Wal-Mart Stores, Inc. is one of the classic stores in American business. This case, which focuses on the emergence and development of the firm between the mid-1960s and 1990, allows the student to derive a relatively clear understanding of how Sam Walton et al. were able to grow the firm from a single location to one with 1,525 stores and $26 billion sales.

Sam Huttenbauer is trying to get two companies, in high-pressure food preservation and in nutraceuticals, off the ground. This case covers strategic, marketing, and financing challenges. It also looks at innovative technologies in the food industry and the role of the entrepreneur in commercializing them.

DuPont must decide whether to launch a new non-GM (genetically modified) soybean that is tolerant to chemical sprays. In the face of rapid introductions of GM products by competitors, DuPont faces the challenge of ensuring the identity preservation of its new product through the agricultural distribution network. DuPont must choose the best business model to manage this large and unwieldy value chain.

Students are required to compute and explain the quality annual earnings per share figures and major differences between managing domestic and global operations.

Examines John Sculley's management approach toward transforming Apple Computer during the personal computer industry crisis in 1992. Focuses on Sculley's management style, his creation of a new management team, and his efforts to create a professional management system inside Apple.

A financial analyst is examining IBM's 1998 tax note to understand better how the company's 1998 tax note was determined. Teaching purpose: Illustrates deferred tax accounting.

It is June 1997, and a team from the International Finance Corp. (IFC) is recommending that the board approve a $120 million investment in a $1.4 billion aluminum smelter in Mozambique, known as the Mozal project. Four factors make the investment controversial: it would be the IFC's largest investment in the world, total investment is almost the size of Mozambique's gross domestic project (GDP), Mozambique had only recently emerged from 20 years of civil war, and several key contractual issues were still undecided. Because commercial bankers have refused to finance the deal unless the IFC is involved, the sponsors have requested IFC participation. Whether the IFC's board will agree that it is the right time and the right place to make such a large investment remains to be seen.

SUPERVALU examines the creation and implementation of a training program for attracting and retaining college graduates for the nation's largest wholesale food distribution company. It addresses: 1) program design and 2) the management of the design effort and program implementation. The case is appropriate for courses in organizational behavior, human resources management, and general management.

Supplements the (A) case.

Elizabeth Lilly, Richard Rinkett, and Richard Jensen are pondering whether to launch a new investment management firm and, if so, what growth strategy to chart for the potential firm.

Having recently launched one of Silicon Valley's first start-ups, cofounders Chan Suh and Kyle Shannon ponder whether their interactive consulting firm is prepared to bid for work from a very large client.

AGENCY.COM continues on its path of rapid growth, emerging as a leading interactive consulting firm. Its growth leads to new challenges related to the integration of diverse operations and the financing of future growth.

To allow students to compute and explain quarterly and annual earnings per share figures by using financial accounting standards No. 128.

IBM changes pension plan from a defined benefit plan to a cash-balance plan. Teaching purpose: To understand pension accounting.

Mary Alice McKenzie is facing numerous issues in growing her Vermont-based fresh-prepared foods business. She must address immediate operational problems--such as bottlenecks and capital equipment decisions--as well as decide on a long-term strategic position. This case investigates how she can structure her operations today to take advantage of the continued growth in the home meal replacement market.

Traces the history and development of consulting within Andersen and the history of the schism between Arthur Andersen and Andersen Consulting. Ends with the two units seeking external arbitration of their dispute.

Ten years into his career after graduating from HBS, Tim Hertach discovers billing irregularities at his consulting firm. He must decide whether (and how) to challenge senior management or to stay quiet and protect his career.

Supplements the (A) case.