| | | | | | Decision Making: How to make the correct Decision ? | | As a Manager, you are given business targets to achieve. These targets could be sales targets, profits/revenue targets, production targets, quality or service targets. To achieve these targets, you need to interact with a number of people - customers, vendors, superior(s) and subordinates.
You need to plan on how to deal with the expectations and demands of all these stakeholders. These expectations often are incompatible and demanding. Using your business skills and interpersonal skills you have to make right decision.
If you are interested in the dynamics of decision making as a skill read the case study below. | | | | |
| A Simple Case Study on Decision Making | | 
| | | Let us examine the problem faced by Mr. Nataraj, Regional Manager of Alpha Pvt. Ltd. Alpha makes and distributes products from more than 10 international pharmaceutical and health care companies. Mr. Nataraj is responsible for managing existing clients and also to get new clients. He manages a number of sales representatives. Important customers have a dedicated sales representatives, while other sales representatives try to get new clients.
One day an important customer (Good Health Hospital) called Mr. Nataraj and complained that Mr. Bhavan (the sales representative) was ineffective and insisted he be removed, or else they would not give any business.
Here are Mr. Nataraj's thoughts:
- In an internal enquiry, Mr. Nataraj found that the real reason was personal differences between Mr. Bhavan and the hospital superintendent.
- The track record of Mr. Bhavan was good and he was liked within the company. Dismissing him or even transferring him to a new region will affect the morale of the work force.
- Good Health Hospital is a major customer and gives good business. Loosing the hospital is not an option. Therefore the demands of the hospital have to be met.
| | | If you were Mr. Natraj - How will you solve this issue ? | |
| | | Here are some sample options: 1. Good Health Hospital is a major customer and cannot be displeased. I will remove or transfer Mr. Bhavan. 2. Mr. Bhavan is a loyal and hard working. I need to keep people like him even if it means loosing customers. 3. I will stop answering calls, act ignorant of the whole episode. 'Time will solve the problem'. 4. I will try to get Mr. Bhavan and the Hospital Superintendent together for discussion and try to compromise over the differences. 5. I will move Mr. Bhavan to a new and more important project - develop new business in the newly formed sub-region. Good Health Hospital will have no problem with the new sales representative. Click here to choose your option (This is a simplified version of a "Live Case Study" from the consultancy and case study wing at IAMEE.) | | | | | | | | | An innovative approach to Case Study based learning ! | |
| | | We at IAMEE, create an environment that develops the problem solving ability of our students. We debate over the solutions suggested by each of the students for such critical situations in each subject area and arrive at the best possible solution.
Our students also get the benefit of advice from Senior Professionals and Managers.
IAMEE students also identify critical decision situations with respect to their "Virtual Companies" in each of the 'specialization areas' (Marketing, Finance, HR, Entrepreneurship, etc.) and try to solve them. This gives them a practical orientation and trains them on various managerial skills.
| | | IAMEE - A premier Business School located in Hyderabad | | | | | IAMEE Offers 2 Year Full Time AICTE Approved PGDM Program.
Visit www.iamee.in for details. Copyright IAMEE 2010. No part of this may be reproduced without written permission from IAMEE. | | |
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