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Supplements the (A) case.

Supplements the (A) case.

Discusses the emerging competition between law firms and accounting firms.

Confounding predictions that the Internet would "disintermediate" commerce, making "middle man" companies all but obsolete, Marshall Industries, a leading electronics distributor, used the Internet and digital technologies to reinvent itself. Marshall continued to sell electronics components, but the company abandoned the traditional sales-driven strategy for a more customer-focused, service-driven strategy. At the heart of its transformation was a complete restructuring of the compensation and incentive system and heavy investments in information technologies. Several years into its first foray into the digital realm, Marshall faced growing pressures: shrinking margins, increasingly demanding customers, restrictive supplier practices, and competitors rapidly introducing me-too Internet and virtual services. Marshall continued to look for ways to use its innovative spirit and digital expertise to differentiate itself and to create and deliver a whole new set of virtual supply chain services.

Describes the death of a cancer patient in one of the nation's premier cancer treatment centers and examines the organizational and process characteristics that may have contributed to the medical error.

Examines the implementation of a new patient care delivery model at Massachusetts General Hospital. Uses clinical and financial data to examine different choices for staffing non-physician health care professionals and to understand the challenges of managing change across multiple professions in the hospital environment. Recently promoted to senior vice president of Patient Care Services, Jeanette Ives Erickson must decide whether a model for patient care delivery is the best way to improve care and reduce costs in the midst of extreme budget pressures and a rapidly changing health care environment.

Describes the introduction of capitation by a managed care company and the challenges of managing financial risk in the Medicare population. Focuses on the relationship between the health plan and physicians.

Teaching Note for (9-201-061).

Alexander Bandelli has the opportunity to redefine the way real estate business is done in the Northeast region. He has just joined Ronsini and Fitch and has been asked by senior management to move to a client focus rather than the older, traditional transaction focus. Alexander has many challenges before him. How should he prioritize his work? Does he focus outside the organization or internally? Is the organization prepared for this change project? What should he do first?

Supplements the (A) case.

A review of the use and effectiveness of financial incentives in changing physician behavior.

External cost pressures are motivating the adoption of case management (CM) at Beth Israel Deaconess Medical Center (BIDMC), but several of the organization's key professional groups are working against it. President and CEO David Dolins must decide whether CM is needed, and whether it is compatible with the employee-and patient-centered culture upon which BIDMC has built its success. CM has been touted in the health-care industry as a way to coordinate the complex, multidisciplinary process of patient care, in hopes of controlling costs without reducing quality. CM creates a new role that stands above the established disciplines--physicians, nurses, and social workers--to coordinate their activities and oversee their performance. The case describes the threat posed by CM to the professional status of physicians, social workers, and nurses. It also explores the coordination mechanisms already in place--care paths, primary nursing, care-management teams, and information systems--and questions whether CM is needed.

In June 1998, Bain's compensation and policy committee meets to review candidates for elevation to partnership. The case presents the profiles of four candidates and ends with the promotion committee debating the merits of the candidates.

Supplements the (A) case.

Supplements the (A) case.

In 1993, the cabin crew of Cathay Pacific Airways, Hong Kong's flag carrier, went on a large-scale strike, which damaged crew morale. Peter Buecking was appointed general manager of inflight services in 1995. With his inflight service strategy, he restored the morale of cabin crew and improved the quality of inflight services. With the onset of the Asian economic crisis in 1997, Cathay Pacific's revenues dwindled and profits declined. Inflight Services Department (ISD) was under tremendous pressure to cut costs. At the same time, Buecking received a promotion and left ISD. How would his successor in ISD go about cutting costs while maintaining the cabin crew's morale and the quality of inflight services?

The 1997 merger of retail giant Dean Witter and investment bank Morgan Stanley was a year old when Bob Sculthorpe was appointed director of Private Client Services (PCS) at Morgan Stanley Dean Witter (MSDW). The firm was still operating under two separate broker-dealer registrations, and there had been no satisfactory resolution to the dilemma facing the leaders of the retail securities division of MSDW. Where did Morgan Stanley PCS and its high net worth focus fit into the retail/investment banking giant? Should Morgan Stanley PCS be merged with the 10,000 account executives of Dean Witter? Sculthorpe faced several dilemmas: Would the highly compensated MS PCS brokers stay in an integrated brokerage unit? Client retention could also be a problem if the two salesforces were merged in a manner inconsistent with the branding of either. With several key PCS investment professionals in various stages of considering whether to leave for competitors, he knew that he must act quickly and decisively.

Growth by acquisition (rolling up or consolidating an industry) results in questions about integrating operations, corporate form, financial structure, and management for this company.

Supplements the (A) case.

Reviews the issues underlying the rate of error in medical practice and discusses the range of potential management interventions to decrease the risk of error.