Case ID: 9A98A002     Solution ID: 29544

A T Kearney and the New Defining Entity Case Solution


The procurement of A.T. Kearney Ltd., a universal administration counseling firm, by Electronic Data Systems (EDS), a data frameworks organization, raised many issues. Among these was the issue of how to influence the merger regarding giving vital counseling and data frameworks answers for customers. Should the two firms cross-offer each other's administrations? Should A.T. Kearney approach existing EDS customers and the other way around? Should the two firms cooperate to secure new customers? The case concentrates on the administrator of A.T. Kearney Ltd. in Canada as he plans to manage the above issue. When this issue has been worked through, there is a chance to manage deals administration issues emerging from this decision. For instance, if cross-offering is to be supported, what impetus plan may be proper? The motivation behind the case is to show how deals administration decisions must be driven by marketing strategy and the desired client interface that marketing strategy infers.

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