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Entrepreneurship

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published: 26 Aug 2016

  • Topic: Entrepreneurship
  • Industry: Private Equity
  • Region: Europe

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Abstract:
George Bachiashvili, deputy CEO of the Partnership Fund, is asked by the Prime Minister of Georgia to create an investment vehicle funded entirely with private capital for local investments. The goal is to spur foreign investment and stimulate long-term economic growth in the country. Having no precedent for such a vehicle in Georgia, George has to identify best practice from other sources to get it off the ground. Georgia clearly needs capital but is not on the radar of most international investors. However, the US$1 billion anchor investment pledged by the PM with no strings attached gives it some serious chips in the game. Even so, “frontier markets” are among the most challenging contexts in which to raise private funding, as capital deployment is often hindered by an unstable political environment, weak institutions and corruption. The task is daunting but, if successful, could transform the economy. The case describes in detail the different options for finding investors.

Pedagogical Objectives:
Students should be able to address the following issues: 1. Identify the mission of the fund, and the strategic and financial goals behind it. 2. The type of additional investors to be targeted for this type of fund e.g., global or regional, pension funds, funds of funds, sovereign wealth funds, high net worth individuals, family offices, development finance institutions. 3. Draw up a comprehensive investment strategy for such a fund. 4. Identify which private equity fund structure would best enable George to fulfil the fund’s strategic and financial objectives, satisfy the needs of the LP base, and execute his investment strategy.

Keywords:
Private Equity, Georgia, Frontier Martkets, Funds, Gpei, Gpei-Case

published: 26 Aug 2016

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Abstract:
The case describes how the Pro-invest Group – a boutique investment firm specialising in private equity real estate and real estate asset management – built its business and raised a first-time private equity fund. The Pro-invest founders had boot-strapped the business since its inception in 2013, but in-house funds were running out by mid-2014 and they needed third-party capital to take the venture to the next level. After deciding on a suitable fund structure, the Pro-invest team hits the fundraising trail. Turmoil erupts when a potential investor pulls out at the last minute, leaving the team in shock to re-evaluate its fundraising options. The case explores the pros and cons of each option in detail.

Pedagogical Objectives:
The case allows students to evaluate the different options when creating a new fund, and more generally to understand the fundraising options available for PE funds, especially first time funds. They should be able to: 1. Understand the central elements (e.g. control, economics) that private equity fund managers consider when raising capital. 2. Gain insight into the fundraising dynamics in the real estate private equity industry. 3. Step into the shoes of a fund manager’s Management Committee and evaluate the pros and cons of the various fundraising options, from institutional investors to family offices. 4. Appreciate the questions and due diligence requirements of large institutional investors before allocating funds to a real estate PE fund. 5. Appreciate the challenges of balancing the efforts of fundraising and executing investments in parallel, in particular when raising a first-time fund.

Keywords:
Private Equity, Real Estate, Fundraising, Australia, Hotel Industry, First-Time Fund, Fund Structure, Global Financial Crisis, Pere, Family Office, Gpei, Gpei-Case

published: 22 Apr 2016

  • Topic: Entrepreneurship
  • Industry: Health
  • Region: Global

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Abstract:
mySugr is a mobile health startup which allows us to explore several interlinked trends. One trend is the proliferation of health related applications, and an understanding of factors which seem to be related to success in the digital health space. Another trend is the role of patients in managing their own health, an issue of increasing importance as chronic diseases touch the lives of a growing number of individuals and consume an increasing part of the health budget. A third related concept is that of asset based approaches for health, a concept which seems to be linked to the success of a number of health apps.

Pedagogical Objectives:
The case allows for the exploration of several trends in health care, including the recent proliferation of different types of mobile health tools, the role of patient-driven innovation in chronic disease management, and some factors which seem to be related to their success. The context of the mySugr application set allows for a discussion of these factors and their relation to health sector trends regarding patient centricity, as well as to the health as an asset concept.

Keywords:
Healthcare, Diabetes, Chronic Disease Management, Mobile Health, Health Informatics, Business Model Innovation, Apps, Digital Health, Startup, Patient-Led Innovation, Patient Hackers, Medical Device, Hmi, Healthcare Delivery and Management, Hmi, Business Science

published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Consulting & IT
  • Region: Global

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Abstract:
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Pedagogical Objectives:
• Value discovery, value creation and value claiming • The difference between interests, options and positions • Positional bargaining and its risks • Preparing and prioritizing interests • Creating options • Managing the risks of information disclosure • Identifying and using sources of legitimacy • Power in negotiation versus negotiation power (alternatives)

Keywords:
Sales Negotiation, Pricing Negotiation, Procurement Negotiation, Negotiation under Time Pressure, Managing Information Asymmetry, Value Discovery, Value Creation, Value Claiming, Alternatives and Power Perception

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published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Consulting & IT
  • Region: Global

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Abstract:
This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

Pedagogical Objectives:
• Value discovery, value creation and value claiming • The difference between interests, options and positions • Positional bargaining and its risks • Preparing and prioritizing interests • Creating options • Managing the risks of information disclosure • Identifying and using sources of legitimacy • Power in negotiation versus negotiation power (alternatives)

Keywords:
Sales Negotiation, Pricing Negotiation, Procurement Negotiation, Negotiation under Time Pressure, Managing Information Asymmetry, Value Discovery, Value Creation, Value Claiming, Alternatives and Power Perception

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published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Biological products
  • Region: Other Regions

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Abstract:
This case explores the difficulties involved in commercialising vaccines in low-income settings. The focus is the dengue vaccine, launched at the end of 2015, which was first commercialised in emerging markets. It considers issues of affordability and distribution, highlighting the need for business model innovation in all industries.

Pedagogical Objectives:
- Identify key decision makers in a market with multiple stakeholders - Understand the need to focus on demand (rather than cost-cutting alone) when supplying the BOP - Exploring the pros and cons of extra-industry and public-private partnerships

Keywords:
Vaccines, Business Model Innovation, Dengue, Drug Delivery, Bottom of the Pyramid, Intrapreneurship, Pharmaceuticals, Emerging Markets, Hmi, Pharmaceutical and Medical Device Sectors

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published: 25 Jan 2016

  • Topic: Entrepreneurship
  • Industry: Biological products
  • Region: Other Regions

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Abstract:
This case explores the difficulties involved in commercialising vaccines in low-income settings. The focus is the dengue vaccine, launched at the end of 2015, which was first commercialised in emerging markets. It considers issues of affordability and distribution, highlighting the need for business model innovation in all industries.

Pedagogical Objectives:
- Identify key decision makers in a market with multiple stakeholders - Understand the need to focus on demand (rather than cost-cutting alone) when supplying the BOP - Exploring the pros and cons of extra-industry and public-private partnerships

Keywords:
Vaccines, Business Model Innovation, Dengue, Drug Delivery, Bottom of the Pyramid, Intrapreneurship, Pharmaceuticals, Emerging Markets, Hmi, Pharmaceutical and Medical Device Sectors

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published: 30 Nov 2015

  • Topic: Entrepreneurship
  • Industry: Video entertainment production and distribution
  • Region: Asia

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Abstract:
Zee Entertainment Enterprises Limited (ZEE) is one of India's leading television, media and entertainment companies. It is among the largest producers and aggregators of Hindi programming in the world, with an archive of over 120,000 hours of television content. With the rights to over 3,500 movie titles, ZEE houses the world's largest Hindi film library. It entertains over 959 million viewers across 169 countries. A pioneer of the entertainment industry in India, ZEE's brands include Zee TV, Zee Cinema, Zee Premier, Zee Action, Zee Classic, Ten Sports and ETC Music. It also offers channels in regional languages such as Zee Marathi and Zee Bangla. The group’s integrated range of businesses support the content-to-consumer value chain model, enabling it to become a pioneer in content aggregation and distribution through cable and satellite as well as new media.

Pedagogical Objectives:
The rapid expansion of digital media has overtaken the delivery platforms of media firms, threatening traditional content production and distribution models, particularly for broadcast firms in the West. Digital encroachment has been slower in Asia, giving traditional media firms like ZEE a breathing space to develop a digital strategy – having observed the lessons of their peers in OECD economies – in response to the threat. The case explores scenarios and strategies for ZEE and other traditional broadcast firms in Asia. With its recent aggressive moves into markets beyond India, ZEE represents an increasingly important class of emerging market multinationals.

Keywords:
Emerging Markets, Emerging Market Multinational Corporations, International Business, Global Strategy, South to South Trade, Global Entertainment Industry

published: 23 Sep 2015

  • Topic: Entrepreneurship
  • Industry: Entertainement and sports
  • Region: Asia

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Abstract:
This case describes the tragedy that occurred on Everest in 1996 - when teams led by highly-skilled guides got caught in a terrible storm, causing the death of the team leaders and several of the client climbers. It delves into the factors that help teams survive when they encounter turbulence, and why others in similar circumstances meet tragedy. The case builds on the experience of one of the team leaders who was on the mountain that year, and discusses three different teams on the mountain that year.

Pedagogical Objectives:
The main objective is to discuss high performance team leadership under turbulence. The recent financial crisis has provided a particularly vivid context for this case. It can be taken from different angles: leadership, collaborative team work (or not), crisis management, and managing under turbulent conditions. Further materials are being developed for the case (video excerpts, teaching note, transparencies).

Keywords:
Team Work, High Performance Teams, Crisis Management, Collaboration, Project Management, Goal Setting, Wicfe, Fair Process, Communication, Psychology, Gender, Education, Entrepreneurship, Leadership

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published: 29 Jun 2015

  • Topic: Entrepreneurship
  • Industry: Computer hardware/software and IT
  • Region: North America

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Abstract:
This governance simulation is a role-play between a powerful, charismatic chair-CEO and an equally powerful and demanding board of directors. The aim is to achieve the respective characters' goals and find the best possible and most workable outcome for all the stakeholders involved given the circumstances.

Pedagogical Objectives:
Participants gain a better understanding of the governance function by observing and experiencing how board relationships and dynamics influence the board's decisions and actions. They are challenged to discusss and resolve issues faced by the HP board of directors as they assess the performance of the business and its leader.

Keywords:
Acquisition, Decision Making, Board Governance, Tough Leadership, Merger, Personality Conflicts, Strategic Direction, Abrasive Leadership

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