Causes and the sequence of events that led to the miscommunication between Statstar and Excel 1.

Robert Medley the general manager of the Business services division is the best salesman of the company. As a result of this he leaves the most of the details to be taken care by other people. 2. At the same time he is a very poor communicator at least for his subordinates and leaves the calls and messages to be handled by his secretary. 3. There are three issues here: a. J. Beechum, Vice president of Plaaning and development at Excel Tyres, believes that if Excel buys into Statsar they can link the companys telephone, computer, facsimile, television and mail function together into a single electronic signal. b. She also believes that excel will be able to split the signals and rent it to their customers escaping Federal Communication Commission and any legal issues. c. She says that Statstar was lax in replying to her queries. 4. In the mail sent to J. Beechum from Robert Medley, the technology used by Statstar is mentioned as Single system of communication. Immediately after this it was mentioned that whether you send radio, television, fax or even mail, Statstar can help you achieve greater connectivity. Since the above mentioned system was not explained, this led J. Beechum to believe that all the different signals can be sent together. 5. Even in the demonstration of Statstar network services, the misunderstandings of J. Beechum was not cleared. This led her to send a mail again to Robert Medley asking for clarifications. 6. At this point instead of handling the queries of J. Beechum himself, Robert Medley forwarded the request to the technical team. 7. The technical team was not briefed as what information has to be shared with Excel and the timelines for it. It was assumed by the technical team that the legality of splitting signal issue will be handed by Robert Medley. 8. As a result the technical team did not respond on time leading to the 3c issue above. Adding to this J. Lumbar who is the head of the technical division was never reachable on phone. And J. Beechum was not able to get her queries answered. 9. The above issue created a negative impression of Statstar. 10. When J. Lumbar sent the response to J. Beechum, he mentioned the core technical concepts involved, but he never gave any info on the feasibility of combining all the signals in one stream. Due to the technical jargon and the technical documents and lack of a denial of the feasibility, J. Beechum believed that there is no feasibility issue. 11. Since there was no mention of the legality issue in the response from J. Lumbar, this led J. Beechum to believe that there are no issues on this front also. So this led J. Beechum to make up her mind that there are no legality and feasibility issues and she presented the deal in that light to the CEO and the executive committee of Excel.