Case | HBS Case Collection | 2003 (Revised from original 1999 version)
by Paul M. Healy and Jacob Cohen
Pre-Paid Legal Services' business model reveals two key issues--managing the sales force and sales growth and managing claims. Students analyze the economics of the business and consider how to measure firm performance, how to evaluate and reward the sales force, and what services to offer. The case also discusses a Fortune article criticizing Pre-Paid Legal's method of reporting sales force commissions. Students are asked to evaluate Fortune's analysis and to recommend potential responses by Pre-Paid Legal's management.
Keywords: Financial Management; Financial Strategy; Salesforce Management; Marketing Strategy; Accrual Accounting; Business Cycles; Forecasting and Prediction; Insurance; Business Growth and Maturation; Insurance Industry;
Citation:
Healy, Paul M., and Jacob Cohen. "Pre-Paid Legal Services, Inc." Harvard Business School Case 100-037, July 2003. (Revised from original November 1999 version.)
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Teaching Note | HBS Case Collection | 2013
The Fall of Enron (TN)
Paul Healy
Case | HBS Case Collection | 2013
Value Partners and the Evergrande Situation
Paul Healy and Keith Chi-ho Wong
Keywords: asset management; financial analysis; value investing; China; Asset Management; Crime and Corruption; Financial Services Industry; China;
Case | HBS Case Collection | 2013 (Revised from original 2010 version)
Aubrey McClendon's Special Incentive Compensation at Chesapeake Energy (A)
Paul Healy, Clayton S. Rose and Aldo Sesia
Keywords: Financial Statements; Financial Reporting; Price; Stock Options; Valuation; Joint Ventures; Business Growth and Maturation; Economic Growth; Growth and Development Strategy; Change Management; Energy Industry; United States;