Martha Radosevich, president of Health Payment Review, a small software start-up, faced a serious cash flow problem: Health Payment Review has built a PC-based prototype, but has run out of funds to build a commercially acceptable mainframe product. As a last resort, to generate cash, Marcia tries to sell the PC prototype, but meets resistance from conservative buyers. Teaching Purpose: To highlight the challenges faced by entrepreneurs selling and negotiation, and to help the students … Read more »

Martha Radosevich, president of Health Payment Review, a small software start-up, faced a serious cash flow problem: Health Payment Review has built a PC-based prototype, but has run out of funds to build a commercially acceptable mainframe product. As a last resort, to generate cash, Marcia tries to sell the PC prototype, but meets resistance from conservative buyers. Teaching Purpose:. To highlight the challenges faced by entrepreneurs selling and negotiation, and the students develop their skills in this area
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from
Amar V. Bhide,
Brian Mohan
Source: Harvard Business School
8 pages.
Publication Date: Jun 30, 1994. Prod #: 394 204 PDF-ENG
Marcia Radosevich and Health Payment Review – 1989 (A) HBR case solution

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