Tuesday, August 23, 2016

Greetings from Josh Perry, New Undergraduate Chairperson


Since joining the Kelley faculty in 2009, I’ve witnessed firsthand the incredible opportunity that a Kelley education affords. It’s not only the teaching of our world-class faculty and the guidance from the top career services office in the nation – but also the chance to get involved in deep and meaningful ways with dynamic experiences outside the classroom, both locally and globally. At Kelley, you’re not just a student studying business. You are pursuing your purpose, developing your professional identity, and preparing to be a leader in your organization and community.

Whether you’re a senior serving in a club leadership role, a junior about to experience I-Core, a sophomore looking forward to your first experience traveling abroad or a freshman still learning your way around campus, I hope that you will see this new academic year as an opportunity to become even more invested in building our Kelley culture and your future as a Kelley alum.

Thursday, March 10, 2016

Early-Career Communication Part 3: Leading Without Authority


Kendell Brown
By  Kendell Brown, Associate Director of Graduate Career Services

Articulating a vision and getting people to work toward that vision is formidable for many. Motivating clients, peers and other key stakeholders can be particularly challenging for someone who doesn’t have a title that commands action. However, for you to be personally successful, that success has to come as part of a broader effort. I am going to highlight 4 characteristics that can help you lead despite having no specific authority to do so.

Speak confidently.

If you speak confidently and in a manner that underscores a belief in what you are saying, you are likely to get others to agree. Meaning people want to follow the lead of someone that appears knowledgeable and self-assured. 

It is necessary to note that sometimes people will undermine their own confidence by saying things like “I’m not sure, if you’ll agree” or “Is that in line with what you were thinking?” When you are rallying people and getting them to do what you want - refrain from using qualifying and confirmatory language, it will weaken you and your ideas. Instead focus on speaking with certainty and assurance.

Thursday, February 11, 2016

Early-Career Communication Part 2: Getting Buy-in


Kendell Brown, Associate Director of Graduate Career Services
The ability to influence is essential to leadership. If you can get people to buy into an idea that you set forth, you’re golden. But how can you get people to listen and take you seriously when you are the most junior person on the team? I’m going to guide you through a step-by-step plan you can use to get the buy-in you want.

Developing a thorough plan shows the upfront effort you have already made, in addition to highlighting your commitment to the idea. This course of action should include key steps, decision points and goals. With a clearly articulated action it is easier for people understand your ideas, rationale and goals and thus put forth the effort necessary to achieve your vision.

In business, facts trump theory, so find what you can to support your idea and bolster your plan. Do an analysis, “run the numbers”, create a case study - the idea is to accumulate evidence to show that you’ve done your homework and that your suggestion isn’t a fly by night proposal. Another form of evidence gathering is to become a subject matter expert. Take the time to learn the ins and outs of a process, a client, a tool, etc. – know the good and bad points, become the “go-to” person in the office on that topic. When it’s common knowledge that you know more than anyone on particular subject, your opinions and plans on that subject will carry significant weight.

Let’s say you’ve got a plan to grow the margin on the team’s 3rd largest product line. If you’ve been exclusively managing the product line and you’ve done a thorough analysis of the biggest factors affecting the line’s margin – your idea will get heard because you know the business better than anyone else.

Thursday, January 21, 2016

Early-Career Communication Part 1: Expressing Dissent

Kendell Brown, Associate Director of Graduate Career Services
How can you express dissent without sounding like a troublemaker? The key is to respectfully and intelligently highlight your thoughts and opinions without letting your emotions get in the way. Here are several strategies you can utilize. Each strategy works best in a particular scenario. So think through the situation you find yourself in and choose the option that is best.

Option 1 – Ask questions.

You can pose questions for the team to consider. Questions like – “Did anyone consider how the new pricing system would impact our smaller customers?” or “What about thinking through the likelihood that Legal will agree to those revised contract terms?” This way you are not seen as the one trying to kill an idea, instead you are viewed as someone who is thinking two-steps ahead of everyone else. When dissent is packaged this way, you are actually seen as being organizationally savvy enough to foresee potential roadblocks. Your comments may be construed as a “head’s up” versus negativity.

Option 2 – Highlight contra-indicative information.

Stating key facts is an alternative for highlighting a disagreement without fully owning it. A statement such as “Decreasing the timeline by 3 weeks will cause us to be 25% over budget.” A well-documented fact cannot be argued. In this situation, you are not seen as rabble rousing, instead you’ll be perceived as knowledgeable and informed. This is best for those times when you’re new to the team or you work in a highly consensus-building organization.

Thursday, October 1, 2015

Real Estate Billionaire and Philanthropist Conrad T. Prebys Makes $20 Million Gift to IU and Kelley School


Philanthropist Conrad T. Prebys, BS’55, has made a $20 million gift to benefit the Kelley School of Business and to fund a new university amphitheater.


From modest beginnings in a South Bend working class neighborhood, Conrad T. Prebys came to IU a determined young man. Within a few years after graduation, he relocated to San Diego with only $500, no car and no home. He worked hard and eventually distinguished his company, Progress Construction and Management, as a developer of affordable, middle-class apartments. Mr. Prebys put his heart and soul into his real estate ventures over the next 50 years and today he is one of the wealthiest men in America — and also one of the most generous.

As one of the 30 most generous people in America, Prebys’ generosity has including many medical research, educational and arts organizations including the Sanford Burnham Prebys Medical Discovery Institute, The Old Globe Theater, the Zoological Society of San Diego, the San Diego Museum of Art, Scripps Mercy Hospital and San Diego State University. Many people also know his name as a supporter of PBS and the Masterpiece Trust, which co-produces “Downtown Abbey.”

His investment in IU will significantly impact Kelley students, faculty, alumni, visitors and the companies who hire our graduates. Read more about Mr. Prebys’ gift to Indiana University and how the funds will be used.

Wednesday, July 29, 2015

Coming Soon to Hodge Hall: Renovated Hall of Honor with Student Seating Area

The Hall of Honor will be transformed into a more useful space by the time students return for the fall semester in August. (Architectural rendering from BSA LifeStructures)
May: The Hall of Honor is deconstructed and fitted
with studs for new walls.
(Photos by Max Tortoriello/Kelley School)
Summer at Kelley means the construction dial is set on maximum for the Hodge Hall Undergraduate Center renovation.

The rattle and hum is concentrated in and around the four-story center section of the undergraduate building that includes the Hall of Honor on the second floor and several faculty and staff offices on the third and fourth floors.

Pipes are arranged by length awaiting installation in the Hall of Honor.
The outdated and underutilized Hall of Honor is being renovated to include a more student-friendly layout with areas for studying and group seating similar to those in the new Hodge Hall addition. Digital displays will feature Kelley’s many distinguished alumni and world-class faculty fellows.

Auditorium-style classrooms adjacent to the Hall of Honor are also getting a face lift during this phase of the renovation, including new seating in one of the classrooms and fresh coats of paint in both.

June: The walls are up and partially painted. Terrazzo flooring
 has been poured but not polished.
Renovations have temporarily closed access between Hodge Hall and both floors of the “bridge” that connects the building to Kelley’s Godfrey Graduate Center, making it more of an adventure for those who have to go between buildings. Getting from Hodge Hall’s faculty tower on the north side of the building to the new addition that fronts 10th Street is also a challenge, requiring a walk outside or the navigation of a maze through SPEA.

July: Workers begin installing paneled walls and the coffered ceiling.
The inconvenience will be worth it when the areas reopen at the beginning of the fall semester with a new look and feel that reflects the quality of Kelley's Undergraduate program, which is ranked No. 8 in the country by U.S. News & World Report as well as Bloomberg Businessweek.

The summer work also has included the installation of a new, more efficient HVAC system for the older part of the building. That involved closing Fee Lane to assemble and use a 350-ton crane to lift the boxcar-sized air handlers to the top of Hodge Hall.  

While the most visible upgrades will be done by the time fall classes begin, the renovation won't be 100 percent complete until August 2016.




Friday, July 10, 2015

Kelley Professors Win Finance Paper Prize

Kelley associate professor of finance Eitan Goldman accepts the ECGI 2015 Standard Life Investments Finance Prize for the paper he coauthored with Nandini Gupta and Alexander Borisov. 

Two Kelley School of Business professors and a Kelley finance alumnus earned first prize for best finance paper in the European Corporate Governance Institute's 2015 Working Paper Competition.

The paper, The Corporate Value of (Corrupt) Lobbying, was written by Eitan Goldman, associate professor of finance and FedEx Faculty Fellow; Nandini Gupta, associate professor of finance and Koenig Faculty Fellow; and Alexander Borisov, PhD'12, assistant professor of finance at the University of Cincinnati. It was recently accepted for publication in the Review of Financial Studies.

Eitan Goldman
Nandini Gupta
Winner of the 2015 Standard Life Investments Finance Prize, the paper investigates how shareholders of the largest U.S. companies are affected by corporate lobbying activity.

"We use stock market data to study how stock prices of firms that lobby respond to events which decrease the ability of firms to lobby in the future," Goldman says. "Our first main finding is that we are able to quantify the corporate value of lobbying. For example, we find that a $100,000 additional lobbying expenditure is associated with an additional shareholder value of about $1.2 million. The second main finding of the paper is to show that part of the corporate value of lobbying can be attributed to potentially unethical arrangements between firms and policy makers."

The trio worked on the paper for several years. Receiving the award recognized the team's time, effort and ideas, Goldman says.

"It's gratifying to see that other leading academics and practitioners interested in corporate governance issues view the paper as important."

Read The Corporate Value of (Corrupt) Lobbying now.


Friday, June 26, 2015

Show Your Kelley Pride at BTN Big 10K

Register by July 1 to ensure you receive this Hoosiers race shirt!
School pride is on the line at this year’s BTN Big10K. Represent IU and Kelley in Chicago by signing up today.

Race participants are invited to join Dean Idie Kesner and fellow Kelley faculty, staff, students and alumni for a special pre-event pasta dinner at Lou Malnati’s Pizzeria, owned by Marc Malnati, BS’77. Connect with other Kelley alumni runners, and enter to win some great raffle prizes, including IU basketball tickets!

The Big Ten school with the most alumni participants will win $1,000 for their Chicago chapter.


2015 BTN Big 10K

Saturday, July 25
Soldier Field, Chicago

REGISTER FOR THE RACE »

After you register for the race, sign up to attend the Carb Up with Kelley event:


Carb Up with Kelley: BTN Big10K Pre-Event

Friday, July 24, 6 to 8 p.m.
Lou Malnati's Pizzeria
1120 North State St., Chicago

Space is limited to 40 people. 

RSVP TO CARB UP »


Get your shades at the IU alumni tent after the race.

Wednesday, April 29, 2015

Recruiting Embraces Computer Dating Concepts

By Paul Binder
Associate Director, Graduate Career Services
I was fascinated by the BBC News China report:  “Can technology identify China’s top graduates?”

It covers what I consider another technological step eclipsing the traditional recruiting process. Key recruiting drivers have been to predict career success and Return on Investment (ROI) at a hiring firm.

Traditionally, as corporations were burdened by an increasing number of applications, resumes, and cover letters, steps were taken to make that process more efficient, even though optimal results could suffer.

An example was to limit the number of schools considered, regardless of potential better talent at other schools, for reasons like company executives attended those schools.

Then the applications, resumes, and cover letters were ranked and rationalized by Applicant Tracking Systems (ATS) essentially based on key words.

Common screens align position descriptions with skills and accomplishments, even though significant qualifications may be overlooked.

Now the actual interview is being potentially diminished in importance. “Big data” technology has been ratcheted up to analyze questions submitted online to determine behavioral and cultural fits with a firm. Advocates of this next stage in recruiting cite benefits including better candidates who would not have historically surfaced.

This probably means that candidates need to be more thoughtful and thorough in communicating their skills, interests, and values. It probably also means that in-person networking has never been more important.

Should candidates be exclusively screened by a computer? Should recruiting be a definite two-way process? Should I consider myself fortunate that I am retired?      

Paul Binder is the Associate Director of Graduate Career Services at the Kelley School of Business. Paul and his team meet and coach hundreds of students, alumni, and corporate partners on tried and true recruiting methods, interviewing tactics, and career management strategies, while staying in tune to how these areas are changing and evolving. Email Paul at pjbinder@indiana.edu.

Thursday, April 9, 2015

What makes a good ad?

Ryan Dullea, MBA'05, Brand Manager at Procter & Gamble

Ryan Dullea, MBA’05, has spent a decade managing brands at Procter & Gamble, including Cascade, Febreeze, Prilosec-OTC, and Pepto Bismol. He returned to campus last week to help a small group of Kelley undergraduates understand how to think strategically about advertising.

His bottom line: A good ad is one that both is creatively rewarding and builds the business. 

“If an ad isn’t creatively rewarding, it’s not going to stand out, it’s not going to be memorable, and it’s not going to achieve business objectives,” he told a class of M255 students. 

Advertising is the intersection of art and science. A good ad has soul—it reflects the essence of the brand and the benefit that’s being promised. Think of it like the human body: A good ad has a hand that reaches out and connects with consumers, a face that’s easily recognizable, a fingerprint that separates the brand from competition, and feet to carry it across mediums.

Soul: Is the ad on brand?


In advertising, Dullea says, everything begins with a robust understanding of your consumer. When you know what your brand stands for in the hearts and minds of your consumers, you're able to think about the benefit you can provide them with your product. A good ad communicates the benefit clearly.





Hand: Does it connect with consumers?


A good ad has a message that evokes a positive response to your brand in the heads and hearts of your prime prospect. In 2009, Dawn began airing spots that showed a baby duck, penguin and seal being washed in sudsy tubs. There is no voiceover, just the song “Wash Away” by Joe Purdy, and text stating that Dawn helped save thousands of animals caught in oil spills. The company also promised to donate $1 to wildlife groups each time a consumer bought a bottle of Dawn and visited a Web site. That campaign still stands today, taking the shape of a small documentary series (shown below), packaging, and more.





Face: Is your brand easily recognizable?


Apple, BMW, Nike: Their colors, shapes, and slogans are burned in our memories. Did you know that “Just Do It” has only ever been written, never spoken? That’s how Nike has been able to use the slogan for more than 30 years without retiring it. A good ad, over periods of time, makes your brand a part of your consumer’s vocabulary and habitual daily routine.



Fingerprint: Is the ad unique?


Let’s think about antacid commercials. What comes to mind? An office doing what is essentially the Macarena, inspired by five common stomach problems? Nausea, heartburn, indigestion, upset stomach, diarrhea?

More than a decade later, many focus groups still recall when the Pepto Bismol dance was on the air, Dullea says. It's memorable and disruptive, in a market where other brands aren't having nearly as much fun.



Feet: Simple and transferable


Mobile is a part of the world we live in, and it will always be that way. People are spending more time on their phones and iPads than they’re watching TV. The point, Dullea says: A good ad grabs consumers with a simple message that’s consistent across all channels, not just the television. 

Pampers’ Discover the World campaign invited parents of newborns and babies in diapers to see the world through a child’s eyes. The idea communicated well on TV, but also in print and even an on-the-road playhouse with real-life obstacle courses designed to put adults at a child’s level.