Report on the case

WENDY PETERSON
In partial fulfilment of WAC course

Submitted to: Prof. MADHUSRI SHRIVASTAVA

Submitted by:

Love Jain 26
 Memo of transmittal

To: Prof. Madhusri Shrivastava

From: Love Jain

Subject: Submission of case analysis report

Dear Maam,

This document is submitted in partial fulfilment of the WAC course and contains my analysis
report on the case Wendy Peterson, as my official submission towards the individual
assignment component.

The report is structured as per the framework which was provided, and comprises my
analysis of the case and illustrates the various options to solve the problem statement defined.
It evaluates these options on various criteria and makes recommendations. In case you need
any further information related to the report, I will be happy to provide it.

Yours sincerely,

Love Jain

EXECUTIVE SUMMARY
Wendy Peterson, VP of Sales for AccountBanks Plano, Texas office faces a tough situation.
Her teams salesperson Fred Wu has requested her for a personal assistant and threatened to
quit the job if denied. Wu has also told her that would also take away the companys biggest
client whom he signed with him. Taking into consideration the consequences of this decision
on the financial prospects of the company, the other employees and also her working relation
with Wu, Wendy has to take a call.

After evaluating various options it is advised that Wendy Peterson accepts Wus demand but
with certain conditions. A personal assistant is given only to an employee with 30 clients but
because of the size of Wus client he has been given this luxury. So Wendy should give Wu
extra sales targets to be me. Also ask him to improve his office conduct and performance
inconsistencies if he wants to continue with this luxury. This decision will probably improve
the revenues of the company, along with improving the differences Wendy had with Wu and
his conduct.

SITUATION ANALYSIS

Wendy Peterson is the Vice President of Sales for AccountBanks Plano, Texas office. In
order to grow the revenues of her underperforming office by penetrating into Chinese
business community, she hired Fred Wu. Wu was familiar with many Chinese Executives and
served on boards of a Plano Chinese community.

Although Wu was very hardworking but Wendy personally did not have a good relationship
with him. There were many performance inconsistencies in his work and also his office
conduct was not what was expected of him. After one year of work Wu has managed to land
in only one Client for the company although it is the companys biggest client till date.

Now Wu has requested Wendy to give him a personal assistant which is given only to an
employee having 30 clients and has threatened to switch to another company if denied. So
Wendy now has a tough choice to make whether to let him go or cave to his demand. She also
has to keep in view the policies of the company and also the financial implications of her
decision.

PROBLEM STATEMENT
Should Wendy Peterson terminate Fred Wu or cave to his demand of getting a personal
assistant?

OPTIONS

1. Reject Fred Wus demand and let him go.

2. Agree to Fred Wus demand.
3. Reject Fred Wus demand and convince him to carry on his work.
4. Agree to Wus demand and set extra targets for him.

EVALUATION CRITERIA

1. Financial implications on sales and revenues.

2. Reaction of other employees.
3. Standard of Office conduct.
4. Working relationship between Wendy Peterson and Wu.

EVALUATION OF OPTIONS

1. Reject Fred Wus demand and let him go: This could have serious repercussions on
the sales and revenues of the company. But this will send a good message to the
employees that no matter how big a client you bring in the rules still remain the same
for all. The standard of office conduct would also be maintained by it, although the
working relation between Wendy and Wu would take a big hit.

2. Agree to Fred Wus demand: Agreeing to Wus demand with help in maintaining
the sales and revenue figures of the company. But the other employees may not react
well to this decision because already they did not like Wus office conduct and now he
has been given a special privilege. This decision would surely improve working
relations between Wendy and Wu.

3. Reject Fred Wus demand and convince him to carry on his work: Although this
might be difficult but Wendy can work hard to convince Wu about this with a promise
that if Wus future clients are similarly big, he might soon get a personal assistant. The
other employees would surely agree to it. But it will surely have an impact on Wendy
and Wus working relationship.
 4. Agree to Wus demand and set extra targets for him: Wendy should agree to Wus
demand but set extra sales targets for him to sustain this luxury. This is fair to Wu as
he has landed the companys biggest client and also to other employees because they
get a personal assistant only after getting 30 clients. This will also improve working
relation between Wendy and Wu.

RECOMMENDATION

Based on the various evaluation criteria it is recommended that Wendy accepts Wus demand
but only with certain conditions.

ACTION PLAN

The plan is that Wendy accepts Wus demand for a personal assistant but only after
implementing certain conditions. Wu should be given extra sales targets to be fulfilled if he
wants to continue with having a personal assistant. This is fair to Wu and also the other
employees of the company. Because Wu has landed the companys biggest client he should
be given a luxury but to make it fair to everyone it should come with certain conditions to be
followed.

CONTINGENCY PLAN

If Wu achieves the extra sales targets he should continue with having a personal assistant with
him but if not the assistant should be taken away. Also the original sales targets for Wu
should be restored and he should not complain about it after being given a fair chance.