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When Consultants And Clients Clash Essay

1382 words - 6 pages

The main problem at Kellogg-Champion is that the CEO, Royce Kellogg has no clue that his idea that things regarding the merger are in great shape are wrong. He told the consultants that all the “big integration related issues” were taken care of and all he really needs is some help finishing the small details of “finalizing common operating policies and procedures in ways that are good business and fair to all”. This sounded like a simple task, however it became obvious to Susan Barlow and Jim Roussos after just gathering and sifting through data that the commonalities between the two companies were not as prominent as they were led to believe. This probably should have raised ...view middle of the document...

It appears as though he has no clue as to how difficult mergers really are. His exact idea was that “The differences between Kellogg & Meyer and Champion are purely internal. They are completely within our direct control: evaluation, control and compensation, office policies and procedures, hierarchical levels, reporting structures, and executive titles. This is annoying, time-consuming stuff—but it’s not difficult. Not like figuring out derivatives!” Thoughts like this give us a greater insight has to how little he understands the complexities of a merger and how difficult combing these two companies environments really is. He fails to understand that two successful companies that are “equals” are very adept to the ways of their individual companies and that attempting any change, let alone expecting one company to simply give up the way they have been doing things takes time, patience and lots of real communication with all the employees. I think Royce Kellogg’s lack of knowledge and understanding of this could be the biggest problem.
For that reason, I would suggest that Susan Barlow and Jim Roussos attempt to shed light on what mergers are really like – as a precursor to explaining the problems they have found inside the company. This might put Royce Kellogg in the right mindset to really hear what they are saying about the status of the merger. If they cannot get him onboard with the idea that the merger really has not been going well, then there is nothing they can do for the company as the problems inside the company can only be addressed if they top management believes they exist. If they can convince Royce Kellogg to see the real problems, then they can offer up advice as to how they can all work together to come up with a new game plan.
All of this can be difficult since there is a good chance that Royce Kellogg will want to start the meeting by explaining how upset he is with the consultants and trying to blame these “new” problems on their inexperience and lack of expertise. Susan Barlow and Jim Roussos are unaware as of this moment of Royce Kellogg’s frustration with them, but if he were to begin the meeting by expressing that frustration, Susan Barlow and Jim Roussos might think about letting the CEO vent, then – depending on how upset he is at the conclusion of that, they may wish to give him a cooling off period by explaining to him that they have heard his concerns and would be happy to set up a meeting with their partner George Gray. Prior to that meeting, they could explain their findings to George Gray and allow him to assist them with the explanation of how difficult mergers can be. Since Royce Kellogg had previously spoken with George Grey and was happy with him, perhaps Royce Kellogg would be more adept to hearing this information from the partner. In that case, the partner along with...

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