Cases

Leadership and People Management

Nothing is Free, Just Ask Nadal

Santiago Álvarez de Mon

Indian Wells 2009, fourth round. Rafa Nadal takes on David Nalbandian, one of the few tennis players that he has yet to defeat. The Argentine has him in a bind, but with an incredible fighting spirit, Nadal rises up and wins, once again. How does he do it? IESE Prof. Santiago Álvarez de Mon considers the case of "Rafael Nadal: The Champion and the Person."

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Strategy

KLM: Gaining Altitude With Alliances

África Ariño, Pinar Ozcan, Jordan Mitchell

When one thinks of alliances, airlines often spring to mind. Though they seem like they have been around forever, global airline alliances such as SkyTeam, OneWorld and Star are relatively recent phenomena, having only really taken off in the late ’90s. KLM was one of the first to give wings to these alliances that have been commonplace ever since.

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Marketing

A Fashion Purchase Not to Be Made on Impulse

Lluís G. Renart

Is the fashion sector different in Eastern Europe from Western Europe? What obstacles do companies in the sector run into when it comes to growing their business? To examine these issues, IESE Prof. Lluís Renart analyzes the dilemma faced by the Polish fashion firm LPP in early 2008, when the company’s executives actively sought an alternative to organic growth and succeeded in identifying one.

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Entrepreneurship

Marco Aldany: Staying a Cut Above the Rest

José Ramón Pin, Lourdes Susaeta, María Martín, Pilar Martín Zafra

How did a small beauty parlor in a working-class area of Madrid become Spain’s leading chain of salons? Marco Aldany decided to grow and multiply at just the right time and avoid being taken over by a bigger company. To do this, the chain opted for an internationalization model based on franchises and hiring staff in their home countries rather than in Spain.

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Corporate Governance

La Fageda: Social Integration Through Manufacturing

José Antonio Segarra, Ignacio Ochoa, Montse Segarra

At La Fageda, there are no disabled people, just people with different abilities who work on a shared project. By producing farm-fresh yogurt of the highest quality, this cooperative has become the third-ranked brand in the local market, while at the same time achieving its aim of fully integrating people with special needs.

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