Publications
Publications
- June 1994 (Revised February 1999)
- HBS Case Collection
Marcia Radosevich and Health Payment Review--1989 (A)
Abstract
Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap measure to generate cash, Marcia tries to sell the PC prototype but encounters resistance from conservative buyers. Teaching Purpose: To highlight the challenges of selling and negotiation faced by entrepreneurs, and to help students develop their skills in this area.
Keywords
Negotiation; Cash Flow; Entrepreneurship; Applications and Software; Sales; Information Technology Industry
Citation
Bhide, Amar. "Marcia Radosevich and Health Payment Review--1989 (A)." Harvard Business School Case 394-204, June 1994. (Revised February 1999.)