In Case E - Kerrie's Challenge: Leading an Unpopular Change the are several keys factors. Kerrie Peterson left a top management firm to take the position of head of strategic planning at a top management consulting firm, Access (Gurley & Tavakoli, 2017). After meeting with Access’ CEO, Tom Wilkes and other GMs, she learned that while the company had experienced strong profits and revenue growth over the past 3 years, the projection for the third quarter of June, 2000 did not look quite as promising.In the financial review and planning session the results for the second quarter for June 2000, are already starting to show the impact of the recession that the economy was facing and the third quarter was looking even more dismal than that (Gurley & Tavakoli,
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He stated that the print shop works hard to make its goals and be competitive and he would strongly discourage making cuts there.
Peter Brown, Head of New Accounts, agreed with the costs reduction, stating he was having a hard time signing new accounts because their business units costs were higher than others (Gurley & Tavakoli, 2017). He suggest “they reorganize the account management function, instead of numerous account managers across the country calling on accounts in person, they should start servicing accounts over the phone and through the internet” (Gurley & Tavakoli, 2017).
Sheila Chen, Vice President of Product Development, suggests they still look at product development as well as cost reduction, mainly because they are on the verge of rolling out a new product and it would be beneficial to the business unit if they were ahead of their competition in releasing this product on the market (Gurley & Tavakoli,
He stated that the print shop works hard to make its goals and be competitive and he would strongly discourage making cuts there.
Peter Brown, Head of New Accounts, agreed with the costs reduction, stating he was having a hard time signing new accounts because their business units costs were higher than others (Gurley & Tavakoli, 2017). He suggest “they reorganize the account management function, instead of numerous account managers across the country calling on accounts in person, they should start servicing accounts over the phone and through the internet” (Gurley & Tavakoli, 2017).
Sheila Chen, Vice President of Product Development, suggests they still look at product development as well as cost reduction, mainly because they are on the verge of rolling out a new product and it would be beneficial to the business unit if they were ahead of their competition in releasing this product on the market (Gurley & Tavakoli,