Case: Cabot Pharmaceuticals
DELIVERABLE ($200) – (4) Individual Midterm Assignment – Here you will have a maximum of 4 pages to craft a short report which critically assesses the Cabot Pharmaceuticals case. The last line of this case reads: “…how could this possibly happen to someone like Bob Marsh in a company like Cabot?” When you read this case and understand this complex situation, you’ll have a new appreciation for this quote and its multiple meanings.
For the mid-term assignment, assume that you have been hired as a Sales and Marketing consultant to the President of Cabot Pharmaceuticals (give your Consulting Firm a name). Doing whatever analysis you deem appropriate, recommend a comprehensive plan of action to the President, Cabot Pharmaceuticals. Focus your analysis and recommendations: (i) not only on the “crises” at hand related to Bob Marsh, but (ii) also on constructively assessing Cabot’s sales management system and policies so that it is best positioned for the future. Also, although the case makes it fairly clear that Marsh’s time at Cabot is up and he cannot be re-hired, the President of Cabot in hiring you as a consultant has made it clear that you can recommend whatever you deem best and most defensible concerning Marsh. Cabot management anxiously awaits your report.
Once all assignments have been submitted this week, we will have a series of Discussion Threads which will allow you to share your take on this case with your classmates.
In assessing this case, focus on the last line: “…how could this possibly happen to someone like Bob Marsh in a company like Cabot?”
In your analysis, think through: (a) what you would do about the crisis which has been created by Bob Marsh’s dismissal, and perhaps more importantly, (b) about how Cabot’s “Sales Management System” could and/or should be changed so that situations like the “Bob Marsh Affair” never happen again.
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