21st Century Fox Presents

Directors** Amit Semwal Ashish Kumar Rajput Kapil Ashok Jaiswal Saurabh Sinha Shantanu Singhal

ing ATK USA Team Sherif Mityas , Manager Personable & Family man Young and Enthusiastic Solid Go To consultant First assignment as a manager

Tom , Partner Experienced Looks into softer aspects

Moore , John Associate

Focus Consulting Industry Conflicts of interest Cross cultural relations

Story Unfolds 3 entities ZPW Japanese firm operating in Consumer goods Operates mostly in South Asia with 20 b USD turn over Growth at 5-10 %

ZUSA Subsidiary of ZPW Growth through acquisition Operates in 3 product lines across USA

AT Kearney Consulting firm HQ in USA with offices across the geography ZPW had been client of AT Kearney Japan for more than 5 years

Enters Background ZPW worried about ZUSA profitability AT Kearney Japan advises ZPW ZPW assigns ATK USA to analyze the issue ATK USA to work closely with ZUSA top management

The Predicament Mid meeting ZPW asks ATK USA to evaluate ZUSA top management ability Dilemma Loss of trust Serving client request

- ZUSA Mgmt. Team CEO Lack of Experience Unfamiliarity with US market Interested in acquisition

HR , VP In good books of CEO Involvement in all decisions even outside her domain

S&M, VP Aggressive Salesperson Interested in gaining market share

- ZUSA Mgmt. Team Operations, VP Oldest member Experienced & Knowledgeable

CFO Japanese expatriate Competent but still considered outsider

What the hero needs?? Client Relationship Management Personal Rapport Credibility Trust Detached Value conflict

Cultural Issues US Team Vocal Individualistic

Japanese Team Reticent Dont trust easily Quiet Communication barrier

of Interest ATK USA Need support and trust of ZUSA team Need to evaluate ZUSA team

ZUSA Top Mgmt. team Need to support ATK USA to bring out issues Any findings questions their credibility and capability

Could Japanese team taken the question offline ? Was AT Kearney ethical ? Should Sherif have discussed with ZPW on how the capability assessment be delivered finally to save embarrassment ?