In late 1996, Manuel Diaz, head of international sales for (HP) Computer Organization Hewlett-Packard system (CSO), examines the results of inspection of the business approach to client management HP to identify market and institutional capacity, which could provide the next wave of growth in HP , further reducing sales and support costs. Current management of HP client approach, while successful, were associated structural changes, which made a deep-rooted traditional overhaul regional approach HP sales. New recommendations will require another round of drastic changes in the way HP manages relationships with major clients of the company. Diaz does not want to put the sales organization through the next round of changes, if it is not certain that they are necessary. He must find out if the organization is ready for a change, and the benefits outweigh the costs of implementation. The case provides a detailed overview of the audit process and findings. "Hide
Narayandas by Das, Robert C. Dudley Source: Harvard Business School 19 pages. Publication Date: March 29, 2000. Prod. #: 500064-PDF-ENG
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