A Report on the case

Wendy Peterson

Submitted to
Prof. Madhusri Shrivastava
In the partial fulfillment of WAC Course

Submitted by
Amit Kumar Rajbhar
2015PGP005
rd

On 3 February 2015
I

Memo of transmittal
To: Prof Madhusri Shrivastava
From: Amit K Rajbhar
Date: 03/02/2016
Subject: WAC Report on Wendy Peterson
As directed by you on 9th of January 2016, I have analyzed the case of Wendy
Peterson, whether to cave, fire or find another alternative. All possible options
and their consequences are discussed in the report and the recommendations
are suggested. In case of any queries, I would be available for discussion at
your convenience.

Amit K Rajbhar

II

Contents

Executive Summary

Situation Analysis

Problem

Options

Criteria for Evaluation

Evaluation of Options

Recommendations

III

Executive Summary
Wendy Peterson wanted to enter Chinese market and for that she needed right
sales since no one was familiar with Chinese culture at Account Back. For this
task Fred Wu was hired. Wu did not work the way Peterson wanted. Wu
bought his first client from Chinese market within his first year. He approved
an add-on service to the new client without consulting Peterson. Even after
landing the client he was involved in business that was not liked by others.
During a meeting Wu asked Peterson for an assistant, which she declined.
Later that day Wu approached Peterson and informed that he received an offer
from one of the competitors.

Situation Analysis
Wendy Peterson a graduate from Ivy League. She started her career as a
junior manager at Account Back and later she was promoted to VP. She was
the youngest VP at Account Back. She wanted to enter Chinese market and
for that she needed right sales since no one was familiar with Chinese culture.
For this task Fred Wu was hired. Wu was born and raised in China. He was a
successful entrepreneur and keen to learn. Wu was very eager to part
knowledge to his fellow employees, but was very private about his work. Wu
did not work the way Peterson wanted. Most of the times he worked outside
office and did not keep daily contact. His meetings conflicted with the
activities at Account Back. Wu bought his first client from Chinese market
within his first year. He approved an add-on service to the new client without
consulting Peterson. Even after landing the client he was involved in business
that was not liked by others. During a meeting Wu asked Peterson for an
assistant, which she declined. Later that day Wu approached Peterson and
informed that he received a job offer from one of the competitors. Peterson
did not know how did she let this happen?

Problem Statement
Whether to cave, fire or find another alternative?

Options
Cave
Fire
Alternative

Criteria for Evaluation

Risk of losing a potential employee

Work culture

Risk of losing clients

Evaluation of Options
Cave
If Peterson accepts Wus request, she would bring down the work culture she
has established. Wu has already taken the liberty to work on his own terms
and Peterson has unwillingly accepted this. Caving in to Wus demand will
result in unrest in the team.
Fire
Entering Chinese market was tough. Wu took one year to get a Chinese client.

If Wu is fired Account Back will lose potential client. In the long run it will
hamper the contact established in the Chinese market.
Alternative
Peter should ask Wu to share one of the assistants in the office. This way they
can come to a common ground. In the mean while Peterson should hire
another sales person who is familiar with Chinese culture.

Illustration based on the criteria

Sl. no.

Evaluation Criteria

Cave

Fire

Alternative

Risk of losing a potential employee No

Yes

No

Work culture

Disturbs

No change

Disturbs

Risk of losing clients

No

Yes

No

Recommendation
It is recommended that Wendy Peterson should not fire Fred Wu, because
entering Chinese market is tough task. Peterson should offer an alternative to
the Wu. If he doesnt accepts the offer he should be given an assistant.
Peterson should also hire a new sale person familiar with Chinese culture to
avoid such situation in near future.
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