Case Study a-2: A.T. Kearney

765 Words4 Pages
The first year of the acquisition of A.T. Kearney by Electronic Data Systems (EDS) was complete and the company now had to decide which direction or strategy it needed to take in order to maximize its potential it created by this acquisition. A.T. Kearney, one of the world’s dominant management consulting firms was now faced with how to take advantage of the new partnership it shared with EDS who is a leader in the global information systems industry. A.T. Kearney’s objectives as a company were, “To develop realistic solutions, help clients implement recommendations that generated tangible results and improved competitive advantage.”(Spiro, P. 527) Electronic Data Systems objectives as a company were, “shaping how information is created…show more content…
Due to their broaden services, they will be able to offer more than their competitors and become that “one stop shop” (Spiro, P. 525) they planned to be. Brian Harrison has a difficult task. He now needs to convince his sales force and their customers that this new opportunity is in the best interest of not only the company, but also themselves. In order to sell a client of the benefits, he must first motivate his sales staff into believing that this merger was beneficial to them and would create more opportunity for growth within the company as well as the company itself. The sales approach or customer strategy I would use would be team selling. I would select teams of individuals from each company that possess extensive knowledge of the company’s products or services. This way they would be able to cross sell a service that is their expertise as well as feed off each other’s sales approach. This would help in deepening existing client relations as well as acquiring new ones. The new company would now be faced with developing a new plan in order to get the job done. This may mean reorganization within management and sales force to better suit a client needs or market share. In some cases, more experienced sales individuals may need to be hired. Proper and continuous training and cross training will be needed in order to provide customers with the

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