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NOTE: Since 2009 the title of the International Journal of Entrepreneurship Education (IJEE) has been changed to the title above.  ISSN numbers: IJEE 1649-2269 and IRE 2009-2822

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ISSN Number: 2009-2822. Frequency: 4 Issues per year (online only)  

Whitesmith Consulting: Untangling Service-for-Equity Arrangements

IJEE Vol 1: Issue 3, 2003, Pages 455-472

Author(s): James Henderson (Babson College, USA), Benoit Leleux (IMD, Switzerland) and Ian White (Babson College, USA)

Many service organizations over the last few years have attempted to migrate, sometimes reluctantly and experimentally, from their traditional modus operandi (fee-for-service) to various forms of equity-for-service arrangements. The conversion to an equity-incentivized model could be both defensive (to retain human capital and/or slow down defections to startup companies) and offensive (to generate new business from cash-poor, prospect-rich companies and leverage the firm's core competencies). This case is designed for students to address the strategic, financial, and organizational issues of such equity-enabled arrangements, and to gain a better understanding of the underlying risks and benefits of such innovative service models. It also offers managerial guidance for effective implementation of equity-for-service arrangements.

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