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Group 5

Avinash Singh (GSEP13CMM023)


Kautilya Tyagi (GSEP13CMM026)
Prajakta Talathi (GSEP13CMM031)
Vihaan Chaudhary (GSEP13CMM037)
 Disconnect with customer, dictating terms while deciding price, delivery times, and
quantity.
 No understanding of each other’s business models among ABB and Caterpillar.
 No defined roles and responsibilities within ABB.
 BU not ready to work in synergy with GAM to manage current key accounts like
Caterpillar.
 No training or communication with BU to define the functions of GAM and their
importance.
Mend
Create a Follow a
strained
steering network
ties with
committee oriented to
Caterpillar
comprising develop co-
by fulfilling
of ABB and creation of
all their
Caterpillar value.
demands.
 Implement Global Customer Management (GCM) program.
 Incorporate Network-oriented approach to manage Customer relationship.