Case Study a-2 Appendix a: A.T. Kearney and the New "Defining Entity"

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Name: John Doe Subject: Sales Manangement Professor: Mc. Coy Date: 03/03/2013 Case Study A-2 Appendix A: A.T. Kearney and the New "Defining Entity" When companies combine/merge the whole objective is to gain new opportunities, gain market share, grow the business, to become more innovative and to improve product offerings, utilizing/sharing the existing resources and data. From the case study the company has already been successful in proving that their merger was a win, win. Already they have leveraged off each other by gaining the Rolls-Royce account which would fall under a combined strength category, they were able to provide together more services to Rolls-Royce that individually they previously could not offer. Why these opportunities, and why did I decide this, because each company already possesses and provides services and strengths in individual fields, and has a history of established relationships within given market segments. It is obvious that by combining the two companies, both companies have deepened and widened their new customer opportunity base. They can now unite and build off these pre existing strengths and relationships with more to offer and become the one stop shopping entity that they strives to be. They now also have the opportunity to engage and play in each other’s sandboxes to say. Not only can they leverage off each other’s existing customers they now have the opportunity to gain new and, competitor’s customers, based on the fact that they now have more to offer then their competition in both arenas. If I was Brian Harrison, I would immediately put in place a team consisting of members from each company that would utilize and compile existing data to come up with a list of who are our customers are today, who are our top customers, why are they our customers, what services do they obtain from us today, what

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