Response to Vice President for
justifying expenses
You have recently obtained your
M.B.A., and have been hired by a company other than the one you now work for in
a “fast-track to management” program. You are still a relatively
junior person. Your education has taught you the value of PLC, SWOT, Core
competencies, and virtually every market research technique ever invented. Your
analysis shows that it is likely that a competitor will soon introduce a
product that will hurt your market position. You have a way to prevent this
from happening. You present your case in a highly convincing manner. The Senior
Vice President for Marketing & Sales responds, “That’s all very
interesting, but I talk to our key customers every day, and they absolutely
love our product. There is no reason at all to go to the expense of the changes
you suggest.” How would you respond? Would your response be significantly
different if you were in a more senior position in the company?
