Caroline Regis Business case
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Transcript of Caroline Regis Business case
Caroline Regis at Excel SystemsOrganizational Behaviour Final ExamGroup E – F2Ludovica Armato, Lizzie Miller, Miso Freddy Shongwe, Diego Castillo, Ujal Aghammadov and Pedro Donoso
ContextWhen• 2010-2014
Where• New York
What• Engineer
Companies
Who• Generation X
(1961-78)• Reflexive
Generation (1978-2000)
Introduction Analysis Outsourcing and Problem DefinitionProposal
CompaniesEXCEL• Founded in 2010• New York Based• Originally in the smart home
sector• Start-up founded by VCs
after several rounds
GEMINI• Founded earlier than 2010• Boston Based• Originally in the wearables
sector• Strong company in a niche
market
Introduction Analysis Outsourcing and Problem DefinitionProposal
Players
• Main player of the case (1981- )
• Graduated from Arts College in New
England
• Worked in NYC in an Investment banking
firm
• MBA at Tuck BS of Dartmouth
• Worked at Vardian for two years• Analyst for Sales• Regional director of Sales
• Got hired by EXCEL in 2010 • Manager Support• VP Manufacturing
Introduction Analysis Outsourcing and Problem DefinitionProposal
Caroline Regis
Players
• High profile Serial Entrepreneur
• Founded a web company in 2007
• Founded excel in 2010
• Became Chairman of merged firm in
2014
Introduction Analysis Outsourcing and Problem DefinitionProposal
Ron Whitney
Players
• Gemini’s CEO up to 2014
• Became CEO of merged firm in 2014
Introduction Analysis Outsourcing and Problem DefinitionProposal
Roger Dreanan
Players
• Regis Boss at Vardian
• Changed to EXCEL because:• Old friend of EXCEL’s COO• Seeking Adventure
• Hired Regis for EXCEL
• Regis Boss at EXCEL
REGIS FRIEND
Introduction Analysis Outsourcing and Problem DefinitionProposal
Joel Anderson
Merger Gemini - ExcelCAUSES• In late 2012, EXCEL abruptly
changed course• Smart home – Wearables• Departments changed,
Employees resigned • Vision Changed
• First product (Integra) was launched in 2013• Behind sales
• Whitney losses control over the VCs
• Gemini: Same sector• Recognized name and Better
product
CONSEQUENCES• EXCEL eats Gemini• Geminis Boston based admin was
let go• HR, Communications, Accounting
and Finance moved to NYC• Slower Core Operations• Sales & Marketing was later
combined• Later on, Engineering and
Manufacturing were considered to be outsourced
Introduction Analysis Outsourcing and Problem DefinitionProposal
Companies CultureGemini
• Professional • Well organized• Process oriented• Strong brand name
EXCEL• Classic tech start-up• Creative• Entrepreneurial Company• All about functionality and
design• Flexible
Introduction Analysis Outsourcing and Problem DefinitionProposal
Very different cultures might lead into a clash of cultures after a merger
Players BehaviourCaroline Regis
Introduction Analysis Outsourcing and Problem DefinitionProposal
• I- Plant, A- Shaper and S- Team worker
• Power, needs to influence and control
• Fox:• Collaborative and
fights for her people
• Aggressive at fights for her beliefs
Players BehaviourRon Whitney
Introduction Analysis Outsourcing and Problem DefinitionProposal
• Achievement, needs to achieve challenging goals
• Shark:• Competing for
personal goals
I- PlantA-ShaperS-Chairman
Players BehaviourRoger Dreanan
Introduction Analysis Outsourcing and Problem DefinitionProposal
I-Monitor-evaluator, S-Chairman, A-Completer-Finisher.
• Power, needs to influence and control others
• Fox:• Fighting for
personal goals• Collaborating and
solving problems
Introduction Analysis Outsourcing and Problem DefinitionProposal
Merger’s Impact on Behaviour
• Strategic change
• Quick change• No climate creation• No engaging and enabling• Just implementation
• People were resistant
• Big Change → No transition
Before – EXCEL’S COURSE CHANGE
Introduction Analysis Outsourcing and Problem DefinitionProposal
Merger’s Impact on Behaviour
• Structural Change
• Bad Communications• No urgency, no Guiding team• No clear Vision (Public vs private)• Other’s weren’t involved
• People were resistant• Resignations• Low motivation
• Big Change → No transition
After – Merger EXCEL-Gemini
Culture clash
Outsourcing ProblemIntroduction Analysis Outsourcing and Problem Definition
Proposal
WAS IT REALLY THE PROBLEM????
Problem DefinitionIntroduction Analysis Outsourcing and Problem Definition
Proposal
Bad relationship between
Dreanan and Whitney
Outsourcing is a collateral of a
Bigger Problem
Problem DefinitionIntroduction Analysis Outsourcing and Problem Definition
Proposal
Bad relationship between Dreanan and Whitney
Whitney• Undercutting Dreanan in
every move• Complained to the board
about Dreanan’s leadership style
• He opposes outsourcing but doesn’t really care.
• Focused on his personal goal
Dreanan• Professionalizing the company
(As it’s needed)• He wants Regis on his team• He sees Outsourcing as a way
to cement his footprint on the company.
• He doesn’t care about it’s trade-offs
Problem Definition• What did they really want?:
Introduction Analysis Outsourcing and Problem DefinitionProposal
Dreanan• He wants Whitney to let him manage
the company
Whitney• He doesn’t want to “loose his baby”
Regis• She wants to make the final decision• She wants to feel respected
Action Plan1. Perfectly understand the
situation
2. Get Anderson and Spanner (Whitney’s friend) and set up a meeting with Whitney
Introduction Analysis Outsourcing and Problem DefinitionProposal
Action Plan3. Persuade Whitney to adopt a cooperative position.
• Having Dreanan as a CEO is: • The best thing for the company, for his baby• He will still be able to manage from the top
Introduction Analysis Outsourcing and Problem DefinitionProposal
Whitney• He doesn’t want to “loose his
baby”
Action Plan
4. Persuade Dreanan to understand he won’t be threated again by Whitney
• While persuading Dreanan: • Use Pathos and Ethos (what Regis lacks of). • Credibility and Emotional connection will be key factors
Introduction Analysis Outsourcing and Problem DefinitionProposal
Dreanan• He wants Whitney to let him manage
the company
Action Plan
4. By finding COMMON GROUND between Dreanan and Whitney, Outsourcing will no longer be a collateral problem
5. Regis, the real expert, will be able to decide about outsourcing and she will feel respected again
Introduction Analysis Outsourcing and Problem DefinitionProposal
Regis• She wants to make the final decision• She wants to feel respected
Feedback for Caroline Regis
• Behavioral Changes:• Too close minded• Improve her communication skills:• She goes straight to the point • Never listens• Very analytic (Logos)
• Too convinced she is right:• Doesn’t appreciate other’s people input
Introduction Analysis Outsourcing and Problem DefinitionProposal
She would have been able to spot the problem even
when it wasn’t that big