Mm577 Week6 Case Study Analysis
I. Statement of the Problem In September 1995 Electronic Data Systems (EDS), an information technology firm acquired A.T. Kearney, the world’s largest global management consulting firm. There were significant concerns that were held by the consultants; which led to a fear of losing as well as the inability to attract talented people. Along with the fact that a technology firm was merging with a business firm, would that be successful? There was question as to whether these two organizations would have the ability to find beneficial success with the acquisition and ensuing strategy.
II. Summary of the Facts In September 1995 the world’s largest global management consulting firm, A.T. Kearney was acquired by Electronic Data Systems (EDS), an information technology firm. The merging of the two organizations raised a lot of questions and issues. • How will both strategic consulting and information solutions be provided to clients • Is it beneficial to sell the services between the two firms • Will the two firms share their current clientele • Will the two firms work together to acquire new clientele • Will a completely new compensation program be introduced • What is the strategy to prevent overlapping or overstepping of specific products/ services or projects Once the president of A.T. Kearney (Canada) has addressed the issues in his upcoming meeting, the issue of sales management can be addressed. It is necessary to for sales management decisions to be a direct result of the marketing strategy.
III. Analysis A.T. Kearney is a global management consulting firm using strategic insight. The firm uses customization in order to ensure that they are assisting their clients to achieve sustainable results while working with them in collaboration. A.T. Kearney has a long reputable history of trust which is why some of the world’s leading organizations, covering many different industries use their consulting services ("AT Kearney,"
II. Summary of the Facts In September 1995 the world’s largest global management consulting firm, A.T. Kearney was acquired by Electronic Data Systems (EDS), an information technology firm. The merging of the two organizations raised a lot of questions and issues. • How will both strategic consulting and information solutions be provided to clients • Is it beneficial to sell the services between the two firms • Will the two firms share their current clientele • Will the two firms work together to acquire new clientele • Will a completely new compensation program be introduced • What is the strategy to prevent overlapping or overstepping of specific products/ services or projects Once the president of A.T. Kearney (Canada) has addressed the issues in his upcoming meeting, the issue of sales management can be addressed. It is necessary to for sales management decisions to be a direct result of the marketing strategy.
III. Analysis A.T. Kearney is a global management consulting firm using strategic insight. The firm uses customization in order to ensure that they are assisting their clients to achieve sustainable results while working with them in collaboration. A.T. Kearney has a long reputable history of trust which is why some of the world’s leading organizations, covering many different industries use their consulting services ("AT Kearney,"
References: AT Kearney. (2012). Retrieved from http://www.atkearney.com/index.php/About-us/quick-look.html Electronic data systems corporation history. (n.d.). Retrieved from http://www.fundinguniverse.com/company-histories/electronic-data-systems-corporation- history/ Spiro, R. (2007). Management of a sales force. (12th ed., p. 532). New York, NY: McGraw-Hill Learning Solutions.