Doing Deals

by Eccles, Robert G.; Crane, Dwight B.

• ISBN13: 9780875841991
• ISBN10: 0875841996
• Format: Hardcover
• Copyright: 1988-09-01
• Publisher: Harvard Business School Pr

Table of Contents

Introduction	p. 1
Management in Investment Banks	p. 1
Outline of the Book	p. 4
Methodology and Acknowledgments	p. 5
The Union Carbide Deal	p. 11
Union Carbide and Its Investment Banks	p. 11
The GAF Takeover Attempt	p. 13
The First Boston Entree	p. 15
The Proposal	p. 19
Winning the Support of Management and the Board	p. 24
Execution	p. 28
Reflections	p. 32
The Network Nature of Investment Banking	p. 35
Function	p. 35
Economic Characteristics	p. 39
Production Process	p. 44
Management Practices	p. 47
Consequences of Multiple Bank Relationships	p. 53
The Relationship Paradox	p. 55
Product Innovation	p. 59
Tensions in the Relationship	p. 63
The Implicit Contract	p. 66
The Decline of Trust	p. 69
How Customers Manage Investment Banks	p. 73
The Dominant Bank and Core Group Models	p. 74
Managing Investment Banks	p. 79
From the Dominant Bank Model to the Core Group Model	p. 88
Structure of the Industry	p. 91
Patterns of Ties among Investment Banks	p. 92
Patterns of Competition	p. 100
Differentiation through Reputation	p. 109
Image and Self-Concept	p. 112
The Self-Designing Organization	p. 119
Grass-Roots Strategy Formulation	p. 120
Structural Design	p. 125
Characteristics of the Network Structures	p. 133
Shaping Organic Network Structures	p. 135
Reorganizing and Annealing	p. 141
Systems for Control	p. 147
Calling Activity	p. 148
Customer Evaluations	p. 152
Cross-Evaluations	p. 154
Financial Outcomes	p. 155
The Gaming of Systems	p. 160
The Bonus Determination Process	p. 163
Investment Banking	p. 165
Trading and Sales	p. 170
Research	p. 173
Shaping Strategy through Bonuses	p. 176
Relationship Management	p. 179
The Need for Relationship Management	p. 180
The Dilemmas of Relationship Management	p. 184
A Typology of Relationship Management	p. 191
Managing Relationship Management	p. 198
Future Management Challenges	p. 203
Review of the Theory	p. 204
Relevance of the Theory	p. 208
Applications of the Theory	p. 214
The Management Challenge	p. 221
Description of Database and Analysis	p. 225
The Database	p. 225
Customers	p. 226
Investment Banks	p. 227
Ties between Customers and Investment Banks	p. 228
Ties among Investment Banks	p. 229
Product Diversification of Investment Banks	p. 232
Glossary	p. 235
Notes	p. 243
Bibliography	p. 257
Index	p. 265
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