Learn how to communicate with your investors to meet their needs — without needing to change your strategy.
says it’s essential to build relationships with your shareholders before there’s a specific problem to address.
HBR On Strategy curates the best case studies and conversations with the world’s top business and management experts, to help you unlock new ways of doing business. New episodes every week., case studies and conversations with the world’s top business and management experts, hand-selected to help you unlock new ways of doing business.
SAM PALMISANO: Now, Ginni’s spent a lot of time speaking with Warren after he went public on the investment. So, I spoke with him briefly, but she was the new CEO. We all agreed that she should go make the introductions, spend more time with him than me, since I was leaving. But the point was that he understood– I mean, he never invested in tech, historically. But he understood the model. He understood the balance sheet. He understood cash flows.
JUSTIN FOX: You had one thing going for you on that decision, which is that your predecessor, Lou Gerstner, didn’t do those calls either, right? SAM PALMISANO: You know, we were one of the first– I think, we were the first to do it. We couldn’t find anybody else was doing it at the time, anyway– or at least a large cap company. We couldn’t find anybody had taken that approach. So we kind of came up with our own model. I believe it can be done. You have to do a lot of work to understand clearly one, where you’ll be in time– I mean, because you’re making lots of investments along the way.
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