Case Study
Anthony B. Pacetes
Luningning M. Donato
Janice M. Deticio
Alexxis Ladog
Carlitos
Communication Arts Class
Ateneo de Davao University
Semester 1, SY 2011-2012
Prof. Bambi Cabrera
CASE: NED WICKER
l. Background:
The Graubart Electronics Company headed by Wanda Alinsky embarked on a new and ambitious strategy which is to set up a group within the organization whose main goal is to create new business opportunities for the company by gaining new customers for its electronic systems products.
The Systems Proposal Department works on performing three major functions:
1. To handle the review and evaluation process of all bid specifications for new electronic systems. 2. To determine its profitability based on the companies technical and fabrication capabilities. 3. To handle the preparation of the business proposals to gain contracts with potential new customers of the company.
The company hired Ned Wicker who is formerly a senior proposal analyst with no managerial experience to set up an elite team of 7 analysts, to establish a system and internal process which is the RFP (Request for Proposal) selection process and run the new department to achieve its goals of gaining new customers for the company.
ll. Management Issues and Problems
Ned’s department underwent a lot of challenges. Initially, he carefully selected the group of individuals that would comprise his department. Each individual was highly qualified systems proposal analysts. He also formulated the procedure for RFP (Request for Proposal) that included full participation of all analysts in the decision-making process. And so, in the first 4 months, his team was doing great. They were able to submit 3 proposals that materialized to major contracts in the company.
However, as Ned tried to evaluate the proceedings of the meetings, he realized that the meetings consumed much time even if the same number of proposals were reviewed
Luningning M. Donato
Janice M. Deticio
Alexxis Ladog
Carlitos
Communication Arts Class
Ateneo de Davao University
Semester 1, SY 2011-2012
Prof. Bambi Cabrera
CASE: NED WICKER
l. Background:
The Graubart Electronics Company headed by Wanda Alinsky embarked on a new and ambitious strategy which is to set up a group within the organization whose main goal is to create new business opportunities for the company by gaining new customers for its electronic systems products.
The Systems Proposal Department works on performing three major functions:
1. To handle the review and evaluation process of all bid specifications for new electronic systems. 2. To determine its profitability based on the companies technical and fabrication capabilities. 3. To handle the preparation of the business proposals to gain contracts with potential new customers of the company.
The company hired Ned Wicker who is formerly a senior proposal analyst with no managerial experience to set up an elite team of 7 analysts, to establish a system and internal process which is the RFP (Request for Proposal) selection process and run the new department to achieve its goals of gaining new customers for the company.
ll. Management Issues and Problems
Ned’s department underwent a lot of challenges. Initially, he carefully selected the group of individuals that would comprise his department. Each individual was highly qualified systems proposal analysts. He also formulated the procedure for RFP (Request for Proposal) that included full participation of all analysts in the decision-making process. And so, in the first 4 months, his team was doing great. They were able to submit 3 proposals that materialized to major contracts in the company.
However, as Ned tried to evaluate the proceedings of the meetings, he realized that the meetings consumed much time even if the same number of proposals were reviewed