Case Number: 5-107-011, Year Published: 2007
HBS Number: KEL409
Organizational Change, Management, Customer-Centric Solutions, DC6, Customer Focus, Solutions-Centric Organization, Organizational Structure, Transient Solutions Model, Solutions Streamlined Enterprise, Adaptive Solutions Model
Siemens Medical Solutions (SMS) offered innovative products and systems, clinical solutions, and services for medical professionals. Its latest project, transforming a hospital to digital records and processes, was experiencing serious delays that had damaged the relationship with the client. Management believed the underlying problem was that SMS was not using the correct approach to organization and processes for solutions marketing. The executives in charge of on-time completion and successful delivery of the project must now agree on a different recommendation.
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