A Report on

Windey Peterson Case

Submitted to: Prof. Madhusri
In partial fulfilment of WAC Course
Submitted by
K.V.D.Surendra-23
On 03 Feb 2016
Memo of transmittal
To: Prof Madhusri Shrivastava
From: Surendra Korubilli
Date: 03/02/2016
Subject: WAC Report on Patricia Coulter Case
As directed by you on 10 th of January, 2016 for Windey Peterson Case. I
have analysed the dilemma of Windey Peterson whether to accept Freds Request or
terminate him. All possible options and their consequences are discussed in the report and
recommendations are suggested.
In case of any queries I would be available for discussion at your
convenience
Surendra Korubilli
 Contents

Situation Analysis
Problem
Options
Criteria for Evaluation
Evaluation of Options
Recommendations
Action Plan

Executive Summary

Windey Peterson vice Present at Account Back Plano office was in a dilemma whether to
accept the request for Personal assistant from his new and successful sale representative Fred
or terminate him for his improper Office conduct and inconsistent performance. Various
Criteria were considered for evaluation of options and impact of the outcomes on the
Company and work culture of other sales representatives are assessed. Since firing Fred
would deny the company chance to expand in the growing Chinese customer market. It is
recommended that Windey accept his request and gain foothold in the Chinese Community.

Situational Analysis
Windey Peterson Sales Vice President at Accounting Back, Plano
Texas. She had planned to increase the revenue for her office by 40% in two years .She
identified Chinese Customers as potential Customer. She hired Fred personally a year ago to
aid the Business expansion by reaching out the potential Chinese Customers. Fred a
successful entrepreneur had to access to executives of potential customer. Since Fred was
new to Software sales business she gave him additional time and access to expert to learn
about the business. She was initially satisfied with his efforts and the largest deal of the
region secured by him. She was worried about his inconsistence performance, office conduct
and failing to report her about the business. She believed that Fred worked independently and
found he is working on a single client during the year.
During annual performance and asked to him focus on the new business
opportunity and she was surprised that Fred offered the existing client Add on Service
without her approval. Fred claimed that he was about to get three new clients on board put
forward his request for a personal assistant which she felt was unreasonable. Fred even said
that he had an offer from competitors firm and threatened to leave the company. Windey
Peterson is in dilemma whether to entertain his request or terminate him.
Problem Statement
Whether to terminate or accept his request?

Options
Accept Freds request for personal Assistant
Terminate Fred Wu

Criteria for Evaluation

Risk of losing existing client
Risk of losing business opportunities in Chinese Client Base
Work Culture of other Sales Representatives
Finding a replacement for Fred

Evaluation of Options
Accept his request for personal Assistant
Accepting Freds request will ensure the relation with existing client and
revenues from them. Given the additional resources and Freds claim company could be
benefited with three new customers which helps in additional revenues. Since Fred have
strong network in the Chinese Community She can penetrate in the Chinese Market. But she
should face dissent of other Sales Representatives because of favouritism and they might also
skip updating the sales activity. If is he retained there is no question of searching a
replacement for him.
Terminate Fred Wu
If she chooses to terminate him the company might lose a major client
and might lose the business that is expected to generate from the prospectus clients of Fred.
Since Fred personally handled the clients and maintaining the relationship would be very
difficult if someone is given the responsibility of handling Freds Accounts. Since Wu is
famous in the Chinese community firing him would result in bad image of company in the
Chinese community which is huge opportunity cost for the company. Terminating him would
send strong signal to other sales representatives should adhere to companys policies and
should keep her in loop for all the business activities. But choosing a replacement for Fred
would be very difficult particularly who have access to the Chinese Community

Illustration based on the criteria

Evaluation Criteria Accept his request Terminate Wu
Risk of losing existing client Low Very High
Risk of losing business Low Moderate
opportunities (Chinese Clients)
Work Culture of other Sales High Low
Representatives
Finding a replacement for - Low
Fred(Probability)

From the tabular illustration accepting his request should be considered by Windey.

Recommendation
It is recommended that Windey Peterson should accept Freds request for
the Personal Assistant since he is expected to bring more Customer on board in the coming
quarters and risk of losing the current clients is very less. And given strong network of Fred
terminating him would lead to bad reputation for the company among the Chinese
Community.

Action Plan
She should accept his request and allocate him a personal assistant.
She should educate other sales representatives or change the policy of allocating the
personal assistant based on the Business generated.
She should educate and ask Fred to keep reporting in a periodic basis and ensure that
he seeks her approval before offering Add on Services to Clients.