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Schneider

In: Business and Management

Submitted By madu
Words 280
Pages 2
Executive Summary Schneider Electronic, in its global account management (GAM) development, has got a new client, Calchem, and is preparing for the first account manager workshop. Some management issues have been exposed regarding not only the relationship between Schneider and Calchem but also the effectiveness of Schneider’s communication network and the cooperation from its subsidiaries. This report aims to analyse the challenges Schneider is facing in depth with the focus on cultural differences to figure out the solutions for this company to promote system of global account management, to gain support from local subsidies and to build the reliable long term relationship with new clients. The report identifies the challenges Schneider is facing at current. Firstly, the internal communication channel across organizations, relationships between subsidiaries and head quarters (HQ) and customer relations is considered as the core issues. Due to the matrix structure and the larger number of cultures involved in the net work communication, effective information feeding and sharing is difficult to be achieved. Secondly, different cultural orientations of different subsidiaries have made the goal of GAM hard to be gained. This is presented by the resistance to develop GAM in some subsidiaries and the reluctance to attend workshop. Furthermore, different cultural orientations of the clients raise different interpretation of Schneider Electric’s actions bringing misassumption about control power in the strategic alliances between Schneider and Calchem as well as challenges in convincing this account to attend the workshop. Some recommendations regarding each issue have been also approached as below: * Conducting common language training and cross cultural training * Conducting exchange program to promote intercourse * Improving the business system, especially IT system * Modifying performance measures and reward systems * Emphasizing the...

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