Influence Case Study
Influence Case Study – JUNE 2021
Scenario
InStore has invested in the development of One-Click, an Internet service, to manage its
global marketing operations. It allows architects, builders and site-managers to identify and
specify materials, equipment or services that InStore sells for delivery across Europe.
One-Click lists all InStore stock ready for delivery and indicates the availability status of any
out-of-stock items in its 20 regional depots. Financially approved registered customers may
order online for immediate delivery to meet urgent requirements or pre-order for scheduled
delivery up to six months later. New customers may also apply for financial credit approval.
Henry, technical director of InStore, is the main ‘champion’ of the One-Click system, which is
about 10 months behind schedule (and $5 million over budget). He is heavily committed to
One-Click because the estimated savings from current paper procedures, which require
prolonged tendering, re-tendering and negotiation, could save $20 million a year in
marketing, selling and administration costs. Henry also claims it will be attractive to
customers because their purchases can be aggregated across Europe, with firm prices,
assuring customer profitability. It could mean larger quantities sold per quarter by InStore.
Wilfred, sales director, has circulated a paper describing what purports to be an off-the-shelf
software program (QUICK FIND) that does everything claimed for One-Click, is available
now and costs just $120,000 for an annual site license. QUICK FIND is installed in two major
European construction firms – one procuring steelwork and the other Swedish glass
partitions – with others about to sign. Henry has been told to discuss the pros and cons of
QUICK FIND at the next meeting of the Large-Project Directorate (an interdepartmental
committee managing InStore’s depots) and to report on the future of the One-Click project.
Hans, one of Henry’s senior managers, with long experience of corporate politics, has been
given the task of blocking any attempt to drop One-Click in favour of QUICK FIND. ‘To dump
One-Click now would waste $15 million, just as we are so close to installing a unique, world-
class, wholly owned piece of bespoke software,’ says Henry. ‘It would be disastrous to be in
the grip of an outside company that can raise its prices at will,’ he added. Meanwhile, Carlos
has been tasked by Wilfred to mobilise support for substituting One-Click with QUICK FIND.
‘We need cost savings now, not in five months, if in fact One-Click will ever be ready,’ says
Wilfred.
Questions Maximum Word 1400 words
1. Given that Hans is familiar with everybody in the One-Click project function, but not necessarily everybody else on the Large-Project Directorate, how should he set about accessing the players? (8 marks)
2. How might a Force Field diagram assist Carlos to mobilise allies for his campaign to switch to buying a licence for the QUICK FIND program? (8 marks)
3. How might a Force Field diagram assist Hans to deal with arguments against keeping One-Click? (8 marks)
4. How might Carlos use the wallowing technique to encourage hostility to One-Click in someone who appears concerned at the time taken by customers under current arrangements to deliver supplies to a customer’s construction site? (8 marks)
5. Upon which people should Hans and Carlos concentrate their influencing efforts?
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