Subject category:
Strategy and General Management
Published by:
Babson College
Version: 2 Feb 2004
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Abstract
The head of Whitesmith's Business Strategy and Technology Expertise Practice is reviewing his options regarding offering alternative pricing mechanisms for consulting services. Providing consulting services in exchange for equity in clients had become a more common practice in the industry. Decisions had to be made concerning the type of client, the percentage in equity versus cash, the management of the client after the consulting engagement, the management of the portfolio, the understanding of the conflicts of interest etc. This case is suitable for undergraduate, MBA and executive level classes on consulting, strategy, or services marketing.
Subject category:
Strategy and General Management
Published by:
Babson College
Version: 27 January 2004
Length: 10 pages
Data source: Field research
About
Abstract
The head of Whitesmith's Business Strategy and Technology Expertise Practice is reviewing his options regarding offering alternative pricing mechanisms for consulting services. Providing consulting services in exchange for equity in clients had become a more common practice in the industry. Decisions had to be made concerning the type of client, the percentage in equity versus cash, the management of the client after the consulting engagement, the management of the portfolio, the understanding of the conflicts of interest etc. This case is suitable for undergraduate, MBA and executive level classes on consulting, strategy, or services marketing.
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Subject category:
Strategy and General Management
Published by:
Babson College
Version: 27 January 2004
Length: 10 pages
Data source: Field research