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Case Title: Wendy Peterson Situation Analysis

Wendy Peterson promoted Fred Wu to be a sales executive focusing on the Chinese business community. However, Wu was rarely in the office and failed to complete basic tasks. He landed a large deal but added expensive services without approval. Wu then told Peterson that a competitor offered him a position and he wanted an assistant from Peterson to remain. Peterson faces the dilemma of whether to give Wu an assistant to keep him from leaving for the competitor.

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Sabitra Rudra
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268 views1 page

Case Title: Wendy Peterson Situation Analysis

Wendy Peterson promoted Fred Wu to be a sales executive focusing on the Chinese business community. However, Wu was rarely in the office and failed to complete basic tasks. He landed a large deal but added expensive services without approval. Wu then told Peterson that a competitor offered him a position and he wanted an assistant from Peterson to remain. Peterson faces the dilemma of whether to give Wu an assistant to keep him from leaving for the competitor.

Uploaded by

Sabitra Rudra
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Business Analysis and Communication

MBA-DSA MS-BAIM (2019-21)


NMIMS, Mumbai

Case Title: Wendy Peterson

Situation Analysis:

AccountBack, a back-office accounting software product firm specializes in serving SME’s.


The product offered modular design and a comprehensive suite of add-on options. The founder
cultivated relationships with local investors and venture capitalists to gain exposure to possible
clients. The firm believed in flat organizational structure and collegial culture which minimizes the
office politics, strengthen employee morale, and heighten company performance.

Wendy Peterson had a background of managing clients and then sales where she excelled
before getting promoted as new VP. She was considered overzealous due to her working style. Once
Wendy terminated one of the Veteran, despite his longevity and successful track record with the
firm, because of his resistance to her initiatives.

Wendy found out that a cluster of fast-growing service businesses founded by Chinese
entrepreneurs from mainland China, which was the area that she wanted to dominate. Due to the
close-knit Chinese business community she felt the need to hire Fred (Xing) Wu, an entrepreneurial
39-year-old Chinese male.

Wu had a background of establishing a successful company, working for a U.S. based


Chinese manufacturing company before joining. Wendy was impressed with his access to executives
at the target companies. She did not initially click with Wu, but believed the relationship would
progress overtime. Initially, Wu was very dedicated to learning the company’s products and services.
During this time, Wu was very inquisitive and Wendy was impressed with his attention to detail.After
training and setting his goals, Wu vigorously set out to engage the local Chinese business leaders and
was rarely seen at the office, Wendy became concerned with this. But Wu kept to himself and rarely
participated in in-office functions and also failed to perform simple tasks required by all the sales
associates stating he was too busy with meetings.

Wu managed to land a deal of worth over $400,000 in annual fees, a single largest client of
the downtown office. There was increase in revenue from the Wu’s Account, which was attributed
to addition of expensive add-ons to his client without the prior approval of Peterson.To which, Wu
came with an email validating the customer’s request for the services. Wendy asked Wu to start
summarizing his efforts every few days on the company’s online sales tool and also started
questioning his decisions.

Later on, Wu told Wendy, A competitor had approached him recently about an opportunity.
Wu did appreciate Wendy's dedication and the product of the company but he needed an assistant
for being a sales executive.

Problem Statement: 

The dilemma in this whole situation faced by Wendy Peterson is ‘Whether to fulfil Wu’s
demand of Personal Assistant to avoid letting him taken over by competitor?’

Submitted by:
Pulkit Batra (A005) | Yash Modi (A021) | Pratyush Raitan (A022) |Manas Rathi (A024)

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