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A.T.

KEARNEY AND THE NEW DEFINING ENTITY


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(2017SP2-BME-214834-01X) Sales Management

M3: Written Assignment - Case Study

A.T. Kearney and the New Defining Entity

EDS (Electric Data Systems) has the vision to become a Defining Entity and the next

generation of professional services capabilities worldwide. In order to gain new opportunities

including market share, to become more innovative, and to improve product offerings, a merger

with A.T. Kearney, a respected global management consulting firm, was undergone. EDS and
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A.T. Kearney complimented each other because of the broad range of services and capabilities

they were able to offer clients. This acquisition allowed for both companies to share existing re-

sources and data.

The first year of the merger was successful but in almost all of the cases, Brian Harri-

sons assessment was (2015) A.T. Kearney had reacted to opportunities, rather than having

taken the initiative and proactivity sought them out (p. 534) and therefore the companies great-

est potential from the merger had not been realized (p.533).

Customers, Company and Competition must be considered when deciding on a new com-

pany strategy. Strengths have been identified, as has aspirations, and what resources are available

have been considered. In order to move the merger to the next level, several options are available

for consideration. 1. Cross-marketing opportunities 2. Create a combined menu of services to

create a one-stop shop 3. Use both companies strengths to create a new category that would

transform the industry with new strategies (Spiro, Stanton, & Rich, 2015, p534). Brian Harrison

and I agree that option 3 is the future for the company because both organizations have consider-

able strengths which will be used to create new products and take advantage of the new relation-

ship by merging consulting and information systems.

The two firms would now offer greater consulting solutions backed with technical power

and physical support (Spiro, Stanton, & Rich, 2015 p541). The 2 companies will remain separate

but have constant communication and work together to achieve goals to project an image of

unity. The new service offerings must be clearly defined and blended with each company retain-

ing its own culture and skill sets. Together they allow the company to better meet the needs of

the
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Works cited

Spiro, Rosann, Rich, Gregory A. & Stanton, William J. (2015). Management of a Sales Force,

12th Edition. New York, NY: McGraw-Hill/Irwin.

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