Case: AAA Enterprises Ltd.

AAA Enterprises Is the company in manufacturing of auto spares for last 12 years. The company
has registered a steady and sustained growth of 30% turnover every financial year for past 7 years. The
promoters of the company have made it a matter of official policy to retain the growth at above mentioned
rate. The management attributes their growth to the untiring efforts of the employees especially
marketing and sales team.
Steve Jobs an IIM graduate with fairy tale success story in the corporate marketing circle was
recently appointed by AAA group. He was super achiever in terms of achieving high sales targets and
bringing company out of bankruptcy. The USP of Goleria was his ability of driving people into achieving
the seemingly impossible.
On Monday morning he walked into the office with box of sweets and announced I made it I
am projecting a major shift in annual growth of 30% to 100% this bound to change the face of the
organization. He announced his plans in meeting with the marketing and sales department which are as
follows, Look here, I am quite serious when I say this, And ANY CASE OF UNDERPERFORMACE
WILL NOT BE SPARED. You waste your productive time in unproductive activities like daily meetings
and social gatherings, I am looking for a major overhaul in the working style.
You will report twice daily to me and no daily meetings will be conducted.
The next quarter huge surge in the number of orders with phenomenal growth of 70 %. I
have done it said Goleria in front of his team, making them realize that there was an even more crucial
quarter coming up.
The increased number of orders lowered the production output as the production department could
produce only according to its schedule and this in turn did not satisfy the marketing and sales
departments target.
The top management which was happy with Goleria so far was now demanding an explanation
from him. The production fellows are nonsense and are not able to meet my clients demands, how do
you expect me to generate more business said Goleria.
THIS CREATED A CONFLICT BETWEEN THE VARIOUS DEPARTMENTS OF THE
ENTERPRISE and employees were demotivated to work in such a situation.
Smiti was a senior sales executive. She was the kind of person everyone wanted to work with.
Everybody loved her enthusiasm, her motivation and a vision of taking the organization to the next level.
About one year later from the time this bright star was brought in and produced so well, she started
getting bored. She masked her unhappiness by her humour and high spirits.
When she accepted an offer from another company everyone was shocked and Goleria did not understand
the reason of her leaving the organization.
Her peers simply didnt get it.
This was now the trend in the organization with more and more star employees leaving the organization.

Analysis:

Steve Jobs, a manger of the times and highly ambitious did not realize that he was being too
demanding and overestimated the production department.
As managers, we wouldnt have done this. Steve here concentrated on personal goals and gains
in the initial quarter just to satisfy his ego and maintain his image of achieving super sales. Whereas we
would have tried to understand the capacity of our employees and individual departments and then set
goals.
We would never aim at Individual centric work which never fetches desired results. We would
always focus on group processes. Group processes are well planned step by step processes which help us
attaining the desired results in the stipulated time.
Also we would trust the juniors unlike Steve in the case where he says that the entire department is
nonsense.
When we take decisions we will not disrupt the protocol. Whenever a decision is made, in our
view it should follow a desired protocol. Steve did not follow it he did not even bother to ask the
production department whether they could meet the target number of orders of his clients. He first made
an action plan for the number of orders and then forced them on the production department.
In our view: Goal setting should be a three stage process;
Identifying the goal
Reviewing the goal
Applying past experiences of goal setting to the required goal setting.
These three steps would help in optimum goal setting.
Also there is a trait of Steve that shows that he pushes the employees beyond their limits to attain
unachievable goals and then get furious at them.
As managers we wouldnt do it and we would rather set the right attainable goals and motivate
the employees to achieve the target.
A leader even though he leads makes sure his team is along with him and does not just focus on his
personal goals and gains.
Maxwell has rightly said
A leader is one who knows the way, goes the way, and shows the way.
We always believe in applying the things we learn. We also believe that everyone has some responsibility
towards the society. And it is their duty to serve the society in some way or other. Education is one of the
sector which is in need of immense development to make the society a better one. We think if we get a
chance to work in srJna we would be able to work on these areas so as to serve the society.
We also want to work on new and challenging things. For us the quality matters more than the quantity.
We believe that srJna being unique in its own regard would be able to offer us more and more unique and
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Nothing could be more rewarding if we are able to contribute back to the society where we live in. India
is already dealing with millions of problems. Education being one of them should be given the utmost
importance. Organizations like srJna give us the opportunity to enter into this field. As management

students we always keep looking for new arenas where we can venture into and do something innovative.
And if our work can be some help to the community then it is really satisfying.
Education system in India needs improvement in many areas. Practical application of knowledge needs to
be done. Also there are many bright candidates in the rural areas who because of lack of opportunity
cannot continue with their education. It would really be a wonderful opportunity for us to be a part of this
noble opportunity and start our career with this organization.