“Buyers want it; sellers need it,” according to Harvard Business School professor Doug Chung, McKinsey & Company partners Isabel Huber and Jean-Charles Devignes, and McKinsey associate partner Tom Clauwaert. “It’s not trivial, but it’s not rocket science either.” During the early stages of the pandemic, many B2B companies considered remote interactions as a temporary patch, a way to stay in...
The full content is available to subscribers
Subscriptions
Reminder: As per our Subscriber Agreement, reproduction or distribution of content and sharing user names and passwords are strictly prohibited.
Harvard Business Review

Through its flagship magazine, books, and digital content and tools published on HBR.org, Harvard Business Review aims to provide professionals around the world with rigorous insights and best practices to help lead themselves and their organizations more effectively and to make a positive impact.