Marcia Radosevich and Health Payment Review–1989 (A)

Case Solution

Amar V. Bhide, Brian Mohan
Harvard Business School ()

Martha Radosevich, president of Health Payment Review, a small software startup, faces a serious cash flow problem: Health Payment Review built a PC-based prototype, but ran out of money to build a commercially acceptable mainframe product . As an interim measure to generate money, Marcia tries to sell the prototype PC, but is opposed by conservative buyers. Course objective: To highlight the challenges of selling and negotiating entrepreneurs and to help students develop their skills in this area.

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