The purpose of case studies is to stimulate thinking and discussion. There are rarely right and wrong answers. Ultimately, a case study is presented to help you to learn how to use the process and apply it to your own challenges.
If your answers vary from the suggestions below, think through why that might be the case. Usually, variations come from different assumptions made about the limited information given.
Task 1: Suggested Answer and Reflection
“Finance will provide x hours of suitably qualified resource per month (at least grade C10).”
This is quite specific, although could be even clearer, perhaps by specifying a date by which the resourcing will begin. It focuses down on solving the current problem. One could argue that the time horizon may be a little short for the influence process; however, it seems like an entrenched and complex problem involving many competing interests.
If you proposed something like “Implement new MIS system,” that might be too high-level and long-term to really focus on the problem at hand. Other considerations beyond resourcing could distract attention from solving the resourcing issue, such as supplier choice, system specifications, etc.
An influencing goal of, “Anne will secure resource …” does not really fit the best use of the process nor does it empower Jim to make things happen. Needing to influence just one person is seldom a good focus. From the information given, it also appears that she is just resisting and blocking.
Task 2: Suggested Stakeholder Map
This map below is based on my interpretation of the information given. Of course, many assumptions have been made. Your interpretation of the information may also be different from mine based on your experience, language and culture.
This exercise is not about getting a right answer, but appreciating why the names have been positioned as they have. If you have placed people in different positions, refer back to the information and attempt to understand why that difference may exist. Why might I have placed them there?
Task 3: Suggested Influencing Strategy
- Convince Tanja and Sally of the benefits of having immediate sales data (i.e. move them into the Advocates box).
- Then ask them to help him get the resources he needs from Marco to complete the project and get the system ready for use when they launch their new product.
- Get closer to Marco and build more of a personal relationship to make things a little warmer.
- Put in place a standard communication plan to keep all stakeholders up to date on progress, but also regularly reinforce the commercial benefits that would flow from full implementation.
Jim had not considered the link with sales before — he is really a numbers man and had concentrated on getting the system delivered so the MD could make decisions.
Of course, one of the benefits of the system is that sales numbers will be easier to get, and that could help Sally to adjust her sales strategy and tactics more quickly. Her traditional approach was gut feeling, which seemed to be doing okay, but if she could back it up with numbers, she’d probably be able to capture even more sales and, subsequently, get an even bigger development budget next year.
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