Alfa Telecommunications (B): A look back

Case B describes the first year and two months after his appointment: he has now had enough time to make the necessary changes within his department, as well as to get on better terms with some of the Committee members. Pierre's greatest challenge following his appointment as sales director is his integration into the Steering Committee. Although he has known all the members for some time, he had only maintained close relationships with Olivier, from Human Resources, Fabian, the legal director, and Chloe, the services director, who would all provide him with great support during the first weeks of meetings. His gradual rise in the Sales department has brought him technical and theoretical knowledge about the market and the company that, together with his youth, cause the other Committee members to be somewhat hostile towards him. Further, neither Jean nor Roland ever gave him guidelines on how to conduct himself in the Committee meetings.