An Indian wind energy company with international aspirations of being among the top three in its business worldwide, Suzlon Energy Ltd. (Suzlon) produces and markets turbines, which use wind to merchandise electricity. Several of its customers are going international and increasingly expect world-wide service (including pricing) consistent across geographies.
Suzlon could consider the rapidly increasing business practice of global account management (GAM) to match these needs. Nevertheless, it would be a brand new trend in the wind energy industry and Suzlon would need to initiate it. That presents several challenges, including persuading top management to approve a pilot exercise with a key customer, and handling incentives and morale within the organization and across state borders.
Suzion Energy Ltd. case study solution
PUBLICATION DATE: June 16, 2009 PRODUCT #: 909M37-HCB-ENG
This is just an excerpt. This case is about GLOBAL BUSINESS
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