This case describes a number of companies struggling with organizational change through information technology. National Mutual Life Association of Australia fights for leadership of the insurance industry with his longtime rival. He acquired an expert system called the client profiling, developed in the U.S., which will allow its extensive force field for financial planning. The system should help agents in the creation of a few dollars and increase in the cost of sales. Its use is more time with agents and customers and change the traditional ways of selling. This case is described and the Australian National Mutual insurance industry, as well as details about its decision to acquire the expert systems and developing a strategy for its implementation. "Hide
by John J. Sviokla, Audris Wong Source: Harvard Business School 21 pages. Publication Date: January 23, 1991. Prod. # 191 078-PDF-ENG
