News & Highlights

  • MARCH 2021

A Discussion with Professor Frank Cespedes: Sales Management that Works

In a thoughtful discussion moderated by HBR’s Editor Amy Bernstein, Frank Cespedes, Senior Lecturer in the Entrepreneurial Management Unit, offered essential sales strategies for business leaders in an ever-changing world. He shared ideas from his recent book, Sales Management that Works: How to Sell in a World that Never Stops Changing, exploring the implications for core areas of business development, such as hiring, training, performance management, and pricing. The event was attended by alumni and business leaders in Latin America.
  • FEBRUARY 2021

Conversation with Sergio Furio and Monica Saggioro (MBA’18)

This February LARC and Harvard Angels of Brazil cohosted a conversation on entrepreneurship and investment with Sergio Furio (CEO of Creditas) and Monica Saggioro (co-founder of Maya Capital). Sergio and Monica addressed topics including what venture capital funds are looking for, how start-ups are preparing to receive investments, changes in the post-COVID market, and future expectations. The HBS Alumni Angels of Brazil is the local Brazilian Chapter of HBS Alumni Angles, a global nonprofit organization compromised of Harvard alumni interested in investing in high-potential early stage companies.
  • JANUARY 2021

Virtual Discussion: Power, Democracy, and Social Change

At our first online event in 2021, we had an engaging conversation on Power, Democracy and Social Change with HBS Professor Julie Battilana and HKS Professor Marshall Ganz, moderated by Professor Steven Levistsky, Director of the David Rockefeller Center for Latin American Studies at Harvard University. The discussion focused on power and leadership in the context of mutual respect: learning how to disagree, being heard and seen, and having an impact when trying to change the system for a more democratic world. Over 180 people attended the event including alumni, HBS Latin America Advisory Board members and business leaders.
  • NOVEMBER 2020

Virtual Event: Innovation during COVID-19 at Grupo Falabella

In November, LARC partnered with Harvard Business Publishing for an event on Innovation during COVID-19. Gastón Bottazzini, MBA´97, CEO of Grupo Falabella, was interviewed by Amy Bernstein, Harvard Business Review Editor, to explore how Falabella has continued to thrive amidst the COVID-19 pandemic. Gastón explained that the pandemic led the company to rethink the way it operated and described the digital transformation that Falabella underwent. He also spoke about scalability solutions and the Falabella Academy. More than 150 attendees from Latin America including business leaders, alumni, and HBS board members joined the webinar.

New Research on the Region

  • 2021
  • Working Paper

Diagnosing Quality: Learning, Amenities, and the Demand for Health Care

By: Achyuta Adhvaryu, Emilio Gutierrez, Anant Nyshadham and Jorge Tamayo

We study the role of amenities in increasing demand for underutilized healthcare services. We evaluate the offer of a high-amenity diagnostic consultation for cataracts with a randomized price and find that a lower price for the high-amenity consultation increases surgery take-up by more than 50%. Structural estimates from a model of patient demand show that patients’ update to surgery valuation from experienced amenities is large (three-quarters of the update effect of wait time), and that price effects (e.g., sunk cost accounting or gift exchange) are much smaller, suggesting that providing amenities in initial interactions can increase adoption of underutilized services.

  • March 2021
  • Teaching Material

Toyota and Its Labor Union in Argentina (C)

By: Jorge Tamayo, Erik Snowberg and Jenyfeer Martinez Buitrago

Toyota Argentina (TASA) and the union representing automotive industry workers in the country had been working together since 2011 to address the challenges faced by Toyota’s manufacturing plant in Zárate (Argentina). In 2019, after achieving all the goals set forward in its plan for the “Reborn Plant,” Daniel Herrero, TASA’s CEO, looked forward to the future.

  • March 2021
  • Case

Scale and Scope at Drake Real Estate Partners

By: Christina R. Wing and David Lane

Realizing in early 2021 that their pending real estate investment fund would likely be oversubscribed, Drake Real Estate Partners co-founders Nicolás Ibáñez and David Cotterman were considering how best to continue to diversify their investor base and how to optimize operational efficiency as they deployed increasing amounts of capital. Although his family office had funded the company’s first fund, Ibáñez added Latin American family investors and some institutions to subsequent funds while Cotterman focused on delivering 20+% returns. As they looked ahead to their fourth fund and beyond, the partners needed to decide how best to develop their firm and their offerings as they worked to attract capital without alienating either their smart-money family investors or their nascent institutional clientele.

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Buenos Aires Staff

Fernanda Miguel
Christopher P. Torto Executive Director
Mariana Cal
Assistant Director, Research
Jenyfeer Martínez Buitrago
Research Associate
Maria Martha Ruiz Melo
Office Manager

São Paulo Staff

Ruth Costas
Senior Researcher
Patricia Thome
Brazil Office & Regional Program Manager
Pedro Levindo
Senior Researcher

Mexico City Staff

Carla Larangeira
Senior Researcher