Faculty Notes: November 2010

Department of Decision Sciences and Information Systems At the invitation of the Secretary of Defense (DoD), Robert M. Gates, Irma Becerra-Fernandez (PhD ’94 ), professor and Pino Entrepreneurship Center director and fellow, will serve on the National Multidisciplinary Committee. The committee will assist DoD in conducting an independent assessment—mandated by Congress—of the participation of Historically […]

Passionately Pursue Customer Captivity

There are three primary sources of long-term sustainable competitive advantage: customer captivity, economies of scale and preferential access to resources. Lock on to one of these early and you can build a potentially insurmountable barrier to competitive threats. WebMD intelligently focused early on one of these three: customer captivity. When I pushed CEO Wayne Gattinella […]

Storytelling and Influence: Learn How to Get What You Want

“Management cannot be expected to recognize a good idea unless it is presented to them by a good salesman.”—David M. Ogilvy You have devised a brilliant strategic idea. You’ve asked the right questions, diagnosed the critical issues, conceived a set of unorthodox solutions to address the key issues, narrowed down your ideas into an actionable […]