Case Analysis

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Jomo Kenyatta University of Agriculture and Technology, Nairobi *

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MISC

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Management

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Nov 24, 2024

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docx

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Uploaded by steveoduya750

Case Analysis: Old Hand or New Blood Introduction Fusilier Technology is in disarray. Bill MacLeod, the organization’s CEO is seeking better ways to return it back to its feet. The organization’s vice president is quitting, its new growth strategy is significantly stalling and it has experienced flat sales for five years. Case Summary Elena Gonzales, the sales director, has proven to be an excellent leader to the organization. However despite the sales director’s excellent leadership, the sales team's consistency and closing on sales, the account she was in charge of lost. Due to a widespread slowdown in IT spending, the organization has been experiencing stagnant sales for five years. Fusilier's advantage in its key product categories, which it had long held, was fading, forcing it to compete more and more on price. Additionally, the CEO has to decide on who to choose to best replace the quitting vice president. Relevant Factors The first relevant factor in solving the issue in this organization is the vacant position of the vice president. Finding a more suitable person will be a step towards getting the company back to its feet. Another relevant factor is improvement of the organization’s sales, which has been stagnant. Analysis The people replacing the vice president of sales have less to do with the situation than the organization's strategy does. The company appears to be a market leader, but sales growth over

the previous four years has been stagnant. To assist the business expand and be able to provide the answers its customers require, R&D, and market research should have been important factors to consider. Recommendations The first recommendation for the organization’s CEO is conducting an industry analysis. This will help the organization understand in macro-environment such as competitors, opportunities, and threats. The second recommendation is to table the strength and weaknesses of the two candidates supposed to replace the CEO to help choose the best. Conclusion In conclusion, Fusilier Technology needs to develop an action plan that includes every employee from the top rank to the bottom. Everyone should be aware of the new organization’s goals and work together towards achieving them.

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