A Report on

Wendy Peterson
Case Analysis
Submitted to: Prof. Madhusri Shrivastava
In partial fulfilment of WAC Course
Memo of transmittal

To: Prof Madhusri Shrivastava

From: Nitesh Saraswat

Date: 01/02/2016

Subject: WAC Report on Wendy Peterson Case

As directed by you for Wendy Peterson case, I have analysed Wendy Petersons
dilemma whether to accept the demand made by Fred Wu for personal assistant
or not to accept it. All possible options and their consequences are discussed in
the report and a recommendation is made.

In case of any queries I would be available for discussion at your convenience.

Nitesh Saraswat
 Content
Executive Summary
Situation Analysis
Problem
Options
Criteria for Evaluation
Evaluation of Options
Recommendations
Action Plan
Contingency Plan
 Executive Summary
In the emerging Chinese market in Plano, Wendy Peterson, V.P. Sales in
AccountBack, sensed an opportunity to expand business and earn more profit.
She hired a Chinese immigrant Fred Wu, as a sales executive, for creating
business in this emerging market. Fred was selected for the job because he
already knew many executives who might become client for AccountBack.

Although Fred Wu was successful in converting the single biggest Chinese

client of Plano, the way Fred worked was not liked by Wendy. Many a times
Wendy talked with Fred and told him clearly the least he is supposed to do to
keep Wendy updated about his progress while dealing with a possible client.
Instead of paying any attention to Wendy, Fred made excuses and even
demanded personal assistant for him and threatened to leave the job if his
demand was not met. According to the culture of company providing the
personal assistant to Fred was not possible as he was handling only one client
which, as per Wendy, was quite manageable even without assistant.

As Fred had threatened to leave the job if his demand was not met, Wendy had a
dilemma whether to accept the demand made by Fred Wu or not.

Situation Analysis
Wendy Peterson, V.P. Sales for AccountBacks Plano office, had hired Fred Wu
as a sales executive. Wu was hired because he was a Chinese immigrant to the
U.S. and had access to executives at AccountBackss targeted Chinese
companies.
During Wus first month on the job Wendy was happy to see him engaging with
colleagues, asking questions about sales process, client services and sales
resources. He used to come early and stayed late almost every day. But after
first month Fred Wu had started showing some performance inconsistencies. He
spent very less time in office and more time in face-to-face meetings, luncheons
and afternoon networking. He never entered any data regarding clients on new
sales tool and because of this Wendy was not able to know Client status. He did
not even attend all weekly meetings.

Eight months after he was hired, Wu closed first business deal with the single-
largest Chinese client. Instead of concentrating on bringing new business for
AccountBack Fred was giving too much attention to the only client he had
signed for the company. Fred wanted a personal assistant for him even though
he did not had much work. He even threatened to leave the job if assistant was
not provided.

Problem statement:

Whether to provide personal assistant to Fred to stop him from leaving the job
or not to provide him assistant?

Options:

1> Accept Freds demand for personal assistant

2> Reject Freds demand for personal assistant

Criteria for evaluation:

1> Impact of decision on other employee.

2> Profitability of decision

Evaluation of options

1> Accept Freds demand for personal assistant

If Wendy accept the demand of Fred Wu for personal assistant then other
employee may consider the decision as partial. This might alienate other
employees especially those who were handling more number of accounts
than Fred but still sharing assistant.
It might not be profitable to provide personal assistant to Fred because
other employees might also raise the same demand.
 2> Reject Freds demand for personal assistant
Rejection of Freds demand for personal assistant would send a message
that rules of company are uniform for everyone. Employees would also
get the message that Wendy would not accept any illegitimate demand by
anyone.
This decision would not add any extra financial burden of personal
assistant for Fred or by others in case others also demand the same from
the company.

Recommendation

Considering all the parameters Wendy Peterson should reject the demand
of Fred Wu.

Action Plan

1. Reject Freds demand for personal assistant.

2. Make it clear to Fred that no assistant would be given to him.
3. If Fred wanted to leave, he should be allowed to do so.
4. Wendy should try to find an alternative of Fred. This would reduce any
dependency on Fred.

Contingency Plan

If recommended plan didnt work then Wendy should provide assistant to Fred
and should also increase the target for him. Assistant was selected by Wendy
without any interfere from Fred. This assistant should be asked to go to every
client along with Fred.