A.T. Kearney Paper - Upward Bound Vertical Integration at...

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Upward Bound: Vertical Integration at A.T. Kearney 1 Running head: Upward Bound: Vertical Integration at A.T. Kearney Upward Bound: Vertical Integration at A.T. Kearney [Enter Student Name] [Enter Professor Name] [Enter Course Number] December 4, 2011
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Upward Bound: Vertical Integration at A.T. Kearney 2 Abstract The purpose of this paper is to show how sales management decisions are driven by marketing strategy. It centers on the 1995 acquisition of the global management consulting firm A.T. Kearney Ltd., by EDS, a larger information systems company. One of the key issues raised was how to leverage the merger in terms of providing strategic consulting and information systems solutions to clients. There are several issues which often plaque the defining of a new business entity. These challenges raise important strategic questions, that when properly addressed, can have profoundly positive effects on the growth of firms market capitalization and the time horizon of a firm’s attempts at profit maximization. Among the questions that should be addressed, (1) should the two firms, A.T. Kearney and EDS, cross sell each other’s services? (2) should A.T. Kearney call on existing EDS clients and vice-versa? (3) should the two firms work together to secure new clientele? (4) if cross selling is to be encouraged, what compensation program might be appropriate for the new entity (5) what opportunities await the new entity following its first year of operations? (6) how do you decide which opportunity to pursue amongst mutually exclusive projects, services, or product lines? and (7) what sales management implication would the new entity face in completing
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A.T. Kearney Paper - Upward Bound Vertical Integration at...

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