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In 2016, the chief executive officer of the ibibo Group, one of the largest players in India’s online travel sector, faced a major decision. MakeMyTrip, India’s market leader in online travel, had expressed interest in acquiring the ibibo Group. Should the ibibo Group’s chief executive officer accept the offer and give up partial or total control of the company, in return for growing with the market leader? Or should he continue with the business he had launched in 2007, and rely on outside investment or the parent company to fund his efforts at growing the business? It was time to evaluate his strategic options.

In 2016, LinkedIn was the largest online platform connecting people to job opportunities and training. The company’s goal was to innovate and co-create with stakeholders a stable, yet emergent online platform that could serve a global business community undergoing rapid transformation in technology, job requirements, and the structure of work itself. <br><br>LinkedIn had a leadership role in this transformation; the company vision, market penetration, and expertise promised to help address major problems of global unemployment and underemployment. The company’s Economic Graph, a massive data set of employment information, was part of the response, but LinkedIn had some challenges to address. How could LinkedIn co-create with stakeholders a stable, increasingly scaled online platform that could serve a global business community, while the structures of those stakeholders inhibited interconnectivity, the skill sets for workers were evolving, and the requirements for and nature of work itself was going through rapid, uncertain transformation? How could it expand to include less educated adults and connect people in regions with different business cultures, values, and practices? How could it better coordinate open-source information among stakeholders? How could it define “soft skills” and connect people with good soft skills with hiring managers?

In February 2017, disruption in the carbonated soft drink value chain in the fictional city of Utopia has raised opportunities for prospective entrants to explore new business-to-business (B2B) partnerships at all levels in the value chain. This in-class, action-oriented strategic B2B partnership exercise has been designed to give learners experience in deciphering how B2B partnerships are built. In teams, participants assume the roles of the key value chain players in the soft drink industry (i.e., strategy heads of beverage companies, bottlers, big retailers, and small retail store owners). Teams are provided with an industry description and specific role information highlighting relevant constraints and opportunities. The teams then work to negotiate contracts during this in-class exercise.

Instructor Spreadsheet for product 8B17M120.

Supplement for product 8B17M120. Blank rolesheets for handouts.

In January 2016, two entrepreneurial brothers attended an academic conference on small business and entrepreneurship to sell their product, the Online Venture Challenge, a web-based software-as-a-service retail simulation system. The brothers also hoped to demonstrate their second product idea, Launchboard, an interactive product that enabled users to make development plans and record their progress. Both products were intended as tools for entrepreneurship educators. The brothers did not have much success selling their first product during the conference, but two professors wanted to use Launchboard that semester. The brothers needed to decide how to position their product line. Should the Online Venture Challenge be promoted as one primary product that offered multiple complementary features? Or should their two products be positioned as two separate but complementary products? Or was it better to have two stand-alone products and two corresponding businesses? The brothers needed to better understand their own business ideas to determine the approach they should take. Fittingly, Launchboard, the new tool they had created, might actually help them to do just that.

Supplement to case W17212.

Strategically important projects involve high stakes, uncertainty, and stakeholder complexity, with contingencies and risks typically surfacing repeatedly as the project evolves. This is challenging not only for the project team (PT) but also in particular for the steering committee (SC), the top management oversight structure typically used to align a project with the organization's strategic goals. This article explores how senior executives on SCs can exercise leadership and effective oversight of strategic projects, although they have only limited time and often incomplete expertise. The SC can keep a project aligned, even with limited time, through focused understanding of the key logic and drivers of the project. The SC needs to manage the surprises and crises that inevitably arise in a difficult project through proactive analysis that goes to the bottom of the problem and by working with the PT to generate solutions.

James Reid, the newly appointed GM of Troubled Spain, has been given a mandate by the CEO of Troubled Inc. to turn the subsidiary around within six months. Troubled Spain has experienced several years of poor performance that cannot be explained by either sluggish demand or lagging technology. The case provides information about interviews that James had with several employees, describing the role of the employee and giving insights into the issues that they see the company facing. These interviews are complemented by three charts prepared by consultants that James hired to conduct an internal audit of collaboration, communication and informal leadership in the organization. James needs to transform the organization within six months; however, this implies changing relationships that have been developed over decades and clarifying roles and boundaries that have been blurred over many years. The case challenges students to take James' position and identify the issues of Troubled Spain to develop an action plan in order to address the challenges facing the company. James needs to address: 1) issues concerning Troubled Spain's formal structure, 2) issues regarding its informal structure, including leadership issues, and 3) issues stemming from the combination of both formal and informal features. Case B provides information about what happened next and may be distributed at the end of the session.

James Reid, the newly appointed GM of Troubled Spain, has been given a mandate by the CEO of Troubled Inc. to turn the subsidiary around within six months. Troubled Spain has experienced several years of poor performance that cannot be explained by either sluggish demand or lagging technology. The case provides information about interviews that James had with several employees, describing the role of the employee and giving insights into the issues that they see the company facing. These interviews are complemented by three charts prepared by consultants that James hired to conduct an internal audit of collaboration, communication and informal leadership in the organization. James needs to transform the organization within six months; however, this implies changing relationships that have been developed over decades and clarifying roles and boundaries that have been blurred over many years. The case challenges students to take James' position and identify the issues of Troubled Spain to develop an action plan in order to address the challenges facing the company. James needs to address: 1) issues concerning Troubled Spain's formal structure, 2) issues regarding its informal structure, including leadership issues, and 3) issues stemming from the combination of both formal and informal features. Case B provides information about what happened next and may be distributed at the end of the session.

Radically innovative thinker Sy Friedland was a decade or more ahead of the trends when he took the reins of Boston's venerable Jewish Children & Family Services in the late 1990s. A career clinical social worker, Friedland was also a visionary who knew that the future of building sustainable social services and nonprofits lay in the willingness of nonprofit workers to embrace "for-profit" concepts, attitudes and best practices. Friedland's total transformation of JF&CS enabled the agency to thrive and become self-supporting. When Friedland decided to step down after 17 years, he knew the agency could suffer in the transition and took elaborate steps to avoid crippling his agency's fundraising capacity and minimize disruption, even calling in a highest-level corporate HR consultancy firm to reduce risk and assist in on-boarding his hand-picked successor. However, because he was focused exclusively on minimizing disruption, Friedland made some crucial errors. His handling of his transition ended up causing an uproar in the board that resulted in changes in governance and policies going forward-proving that even visionaries can make mistakes.

One of the biggest logistics services providers in Colombia, Servientrega started out as a one-man courier operation on the streets of Bogota in 1982. Jesus Guerrero, an enterprising messenger boy, set up his own delivery service at the age of 18. After attracting more clients than he could handle, he persuaded his sister Luz Mary to join the company and invest her savings in exchange for half of the shares. Before long, Servientrega was growing so fast that they employed other siblings. Jesus gave one brother a 5% share in the business, expecting his sister to do the same. However, she held on to her 50% and used her majority shareholder position to take over, forcing her brother out of the CEO job. Jesus began acquiring new logistics operations that he consolidated into the Guerrero Group, which today has 39 subsidiaries (including Servientrega) and employs 28,500 people. The lawsuits that plagued the former partners and put their venture at risk ultimately prompted Jesus to launch a competitor to Servientrega, RedServi.

This is an MIT Sloan Management Review article. Across the world, people today are living longer. Whether it is in the United States, China, or Rwanda, average human life expectancy has increased over the past few decades. There is growing awareness that increasing longevity will have major implications for how people manage their work lives and careers. Rising life expectancy means the level of savings required to provide a reasonable income for retirement at age 65 is becoming increasingly infeasible for many people. Given the average level of savings, the authors say, many workers in their mid-40s are likely to need to work into their early to mid-70s; many currently in their 20s may work into their late 70s, and even into their 80s. Although people are starting to recognize that they will have to restructure their lives and careers, corporations are unprepared. Few organizations have taken full account of the opportunities and challenges longevity brings to their own workforces. Most companies, especially those operating in the advanced economies, still view life in terms of three stages: full-time education, full-time work, and then a "hard stop"retirement around the age of 65. This is the life structure that emerged in the 20th century and continues to underpin much thinking about the workforce. But in the view of the authors, it cannot be stretched to support a healthy 100-year life and will need to be expanded to include more stages. Without change, the authors argue, employees will struggle to build a working life that has resilience over an extended period of time and that will support a healthy and prosperous longevity. For example, as working lives become longer, the need for lifelong learning will increase.

This is an MIT Sloan Management Review article. It is impossible to block negative emotions from the workplace. Whether provoked by bad decisions, misfortune, or employees' personal problems, no organization is immune from trouble, and trouble agitates bad feelings. In many organizations, negative emotions are brushed aside or are altogether taboo. However, discounting or brushing aside negative emotions can be costly to organizations -leading to lost productivity and employee disengagement. For more than two decades, the author has studied workplace circumstances that evoke negative emotions, from exceptional organizational crises to everyday incivility. One fundamental finding is that few executives handle employees' negative feelings well. Many managers report that they do not know how to deal with negative emotions in the workplace. To address this condition, the author details how to improve competence and confidence in responding to negative emotions. She recommends specific actions to prepare for and step up to negative emotions at work -including anger, fear, and sadness, in particular. Promptly stepping up to negative emotions, the author points out, can stem interpersonal turbulence and keep satisfaction, engagement, and productivity intact. What's more, when negative emotions are acknowledged openly, the author argues, employees can learn to anticipate and interpret their colleagues' reactions to difficult circumstances more astutely. They grow to understand their own reactions better, too. With these improvements, appropriate responses to challenging situations can be made earlier, when adjustments are generally easier, more effective, and less expensive.

This is an MIT Sloan Management Review article. For Volvo Cars, pursuing digital innovation required fundamentally rethinking the organization, while also keeping the core business functioning efficiently. The company did so by balancing four interrelated competing concerns: (1) new and established innovation capabilities; (2) process and product focus; (3) external and internal collaboration; and (4) flexibility and control in relationships with external partners.

This is an MIT Sloan Management Review article. According to the authors, there are few questions in business more powerful than "What problem are you trying to solve?" The authors argue that leaders who can formulate clear problem statements get more done with less effort and move more rapidly than their less-focused counterparts. Clear problem statements can unlock the energy and innovation that lies within those who do the core work of an organization, whether it be manufacturing, product development, or service. As valuable as good problem formulation can be, it is rarely practiced. Psychologists and cognitive scientists have suggested that the brain is prone to leaping straight from a situation to a solution without pausing to define the problem clearly. Such "jumping to conclusions"can be effective, particularly when done by experts facing extreme time pressure, like fighting a fire or performing emergency surgery. But, when making change in an organization, neglecting to formulate a clear problem statement often prevents innovation and leads to wasted time and money. A good problem statement has five basic elements: It references something the organization cares about and connects that element to a clear and specific goal; it contains a clear articulation of the gap between the current state and the goal; the key variables -the target, the current state, and the gap -are generally quantifiable, even if they cannot be measured objectively; it is as neutral as possible concerning possible diagnoses or solutions; and it is sufficiently small in scope that it can be tackled quickly. To tackle complex problems, executives need to complement good problem formulation with a structured approach to problem-solving. The authors recommend an approach using a modified version of the A3 form, which was originally developed by Toyota Motor Corp. to support knowledge sharing in its factories by summarizing a structured problem-solving effort in a single page.

This is an MIT Sloan Management Review article. What is the value of data? Many businesses don't yet know the answer to that question. But going forward, companies will need to develop greater expertise at valuing their data assets.

This is an MIT Sloan Management Review article. The 2017 Data & Analytics Report by MIT Sloan Management Review finds that the percentage of companies deriving competitive advantage from analytics increased for the first time in four years. Incorporating survey results and interviews with practitioners and scholars, the report finds that companies'increasing ability to innovate with analytics is driving a resurgence of strategic benefits from analytics across industries. The report is based, in part, on MIT SMR's seventh annual data and analytics global survey, which includes responses from 2,602 business executives, managers, and analytics professionals from organizations located around the world.

Every organization is in the same business: changing peoples' behavior. Do you want your customers to do something specific? Make it easy! The author, who heads up the UK's Behavioural Insights Unit-widely recognized as the world's most advanced practitioner in this arena-shows why governments are slowly embracing this proven principle; and other organizations should, too.

When we want to learn a new skill in life, we try out a new behaviour. Some behaviours fulfill their intended purpose; others do not. Feedback-signals from the environment that tell us whether or not the behaviour we produced had the intended effect-is essential to changing, adapting or modifying human behaviour. That's what learning is all about. Learning theorists and practitioners agree that feedback is a prime enabler of learning. Yet in higher education, it is spotty, ill-timed or utterly missing. The authors-who head up the Self-Development Lab at the University of Toronto-show what can be done about it.