Frye seems to have developed an important idea for how to enhance the
company’s performance; at least her boss is quite impressed with her
work to date. Although the company’s performance is strong, the
competition is heating up. However, Frye has neglected to build a
network of relationship
Maureen Frye at Quaker Steel and Alloy Corporation
What were the mistakes made by Maureen Frye?
Frye made several mistakes with respect to her initial attempt to implement change, however there are wider company issues beyond Frye’s immediate control that also contributed to
Maureen Frye wants to change the call patterns of salespeople responsible for selling extruded titanium alloy products at Quaker Steel. If she is able to successfully implement her plan, she would then like to extrapolate this process to other sales functions at Quaker. Frye's initial attempts to
Maureen Frye failed to implement the proposed plan to change the call patterns of salespeople responsible for selling extruded titanium products at Quaker Steel and Alloy Corporation.
The failure was due to a lack of understanding of the following components:
Quaker Steel and Alloy Corporation (“Quaker”) is a US based producer of specialized metal alloys. It predominantly addresses the high margin, high quality segment of the market, with little exposure to low margin, high volume segments. Quaker is known for providing high quality sa