Human Capital Concept Worksheet
Human Capital Development
MBA530
June 18, 2007
Human Capital Concept Worksheet
Based on the scenario, InterClean, Inc. is major player on the sanitation scene. The company’s sales force excels at demonstrating and selling current products and company offerings. InterClean is part of an eight billion dollar institutional and industrial cleaning and sanitation industry. The customers InterClean services do not only seek the cleaning products and demonstration of their functions, but are becoming more and more interested in complete solutions and services. Specifically the health care companies, who are continually, faced with new government regulations regarding maintenance of their sterile environment.
InterClean is planning to change it’s service focus and is preparing announcing this to the market in 90 to 180 days from launching the InterClean’s new services. The company current sales force will be restructured and grouped into multi-functional teams ready to develop and offer complete solutions to the customers. In anticipation for market demand and to gain stronger presence in the domestic market, the InterClean has acquired a competitor, EnviroTech with a strong sales force which already follows the solution based selling model and is planning to integrate EnviroTech’s staff with InterClean to create a stronger sales presence armed with solution based selling experience.
The key issues for InterClean, Inc. include the integration with the newly acquired company. InterClean needs to perform quick and accurate skill inventory across both companies and identification of all duplication of personnel. Further analyze the skills inventory and draw conclusion regarding personnel training, possible layoff or job reassignments. Any of the personnel changes will have to be planned out and executed prior to launching the marketing campaign announcing the company new direction. Inability to complete the...