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Is there anything Molly could have done to set the stage for better acceptance of
her proposal?
She could have visited with engineering to determine what their needs were. The
defect rate issue should not have been a surprise. In addition, she should have
gathered specifications for controls Tymco needs but are not manufactured by
Fletcher, and have begun selling internally (to decision makers at Fletcher) on the need
to product those controls. One method of selling internally would have been to have
Fletcher and Tymco engineers get together and discuss the issues directly. This
meeting would certainly resolve Tymcos perceptions that Fletcher was unwilling to
work with them.
3.
What should she do right now? If her visionary objective is to develop a strategic
partnership with Tymco, is it still realistic? What should she do to achieve that
visionary objective?
Getting the two engineering departments together would be a good first step. Fletcher
engineers should sk What are the reasons for the high reject rate? Solving that
problem should go a long way to building a partnership. Having a partnership,
though, is not realistic in the short-term. It is not because Tymco doesnt want to
partner, but because Fletcher hasnt proven itself worthy of partnering with. She needs
to prove Fletchers commitment to Tymco, as well as solve the problems with reject
rates and the incomplete product line.
3.3
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