Can two successful writers build a scalable consulting practice based on their unique vision of customer relationship management (CRM)? Should they emphasize strategy or execution? The case describes how Peppers and Rogers went from two speaker fees to an Internet technology publishing, consulting, and PhD company with 160 employees. Now they want to grow faster and benefit from the IPO capital market, which has allowed competitors like Scient, Viant and Zefer to emerge in the dot.com consulting and e-commerce market.
Harvard Business School (500096-PDF-ENG)
April 17, 2000
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