At around 6:00 p.m. on May 31, 2007, Urs Muller and Christoph Burger from ESMT European School of Management and Technology were becoming prepared for the manifestation. In about an hour they had present their proposal for an executive education program to the CEO of Energie aus Deutschland Systems (EAD Systems) and two of his senior HR managers.
By scrolling through his notes, sitting in the lobby of a resort next to the principal entry of the EAD Systems headquarters in western Germany, Urs remembered the pitching procedure. ESMT's pitch to EAD Systems" depict the efforts of ESMT European School of Management and Technology to acquire EAD Systems as a client for an executive education program. The case study comprises two parts, A and B, which enable reviewing sales management in a professional services firm.
PUBLICATION DATE: November 19, 2015 PRODUCT #: ES1631-HCB-ENG
This is just an excerpt. This case is about STRATEGY & EXECUTION
Related Case Solutions & Analyses:
RealNetworks Rhapsody
Tellme Networks Inc.
Black & Decker Corp.: Spacemaker Plus Coffeemaker (B)
Nestle Alimentana S.A. — Infant Formula (Abridged)
Carter Automotive Group
Pahalwan’s: Need for a New Marketing Strategy
Oppo Smartphone
Kat Rose Inc. – Sponsoring All-Star Cricket: A Selling Dilemma
Evolving Competitive Dynamics of the Mobile Telecommunications Industry in 2012 and Beyond
Air France Internet Marketing: Optimizing Google, Yahoo!, MSN, and Kayak Sponsored Search – Spanish Translation, Spanish Version
