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will our customers bail us out精选.pdf

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will our customers bail us out精选

HBR CASE S TUDY AND C OMMENTARY How much should Will Our Customers Clarinda’s president divulge to customers Bail Us Out? about the company’s difficulties? by David Silverman Four commentators offer • expert advice. Reprint R0805A The Clarinda Company is struggling and may go under. Asking customers for help could aid the effort to keep the company afloat— or torpedo it. HBR CASE S TUDY Will Our Customers Bail Us Out? by David Silverman “What will I ﬁnd if I open the trunk?” the local farmers. I was already beaten down as far cop asked. as I could go. A small part of me wanted to get D. “Textbooks,” I said. out, walk back to the black-and-white, and say E V “What are you, encyclopedia salesmen?” to the cop, “Don’t you know what we’ve been R E S E “No, we typeset books.” through? Don’t you know what my employees R S T “You,” he said, pointing at Rich in the just went through?” But I didn’t. Being pulled H G I R