CASE STUDY : MILLARS BANK

Gallet Ombeline Hann Salimatou

305

OVERVIEW OF THE CASE SITUATION

Characters :

• T.R. Dunkan – Vice president of Millars Bank – London

• Mr P.D. Smother - Manager of Millars Bank in Abu Dhabi

• Janet Louise Marsh – New corporate loan officer in Abu Dhabi

Date and location

Summer 1994

Head Quarter in London ( Duncan – Vice president)

Millars Bank in Abu Dhabi, United Arabs Emirates ( Smother – Manager, Marsh – New officer)

London

Abu Dhabi

Synopsis of Exhibits

1) Fax from Dunkan : annoucing the remplacement of the loan Officer.

Synopsis of Exhibits« J. L. MARSH remplacement for mathers arriving

August 1rst »

Indicate also the latest positions of Marsh : Loan officer in Beirut and Cairo. Language : Fluent in Arabic. Performant co-worker.

Synopsis of Exhibits

• 2) Series of Fax between Dunkan and Smothers.

Synopsis of Exhibits

Smothers explain his feeling about the new arrivant.

« Arabs will not deal with women loan officer»

Dialogue

Dialogue

Participants : Mr. Smother and Mrs. Marsh

Subject : Smother express his doubts on women‘s ability to do buisiness in Emirates.

Key points :

Emirates more traditional, conservative than Egypt.

Customer / loan officer relation is a key to the sucess.

Synopsis of Exhibits3) CV of Janet Marsh

Synopsis of Exhibits

Interesting points :

Loan Officer in Cairo (1988-1994)

Assistant loan officer in Beirut (1985-1988)

Work with Millars Bank since 1982

Studies in London

Fluent in Arabic

Synopsis of Exhibits4) Letter of Mrs. Marsh to Mr. Smother.

Synopsis of Exhibits

4) Letter of Mrs. Marsh to Mr. Smother.

Try to convince Smother, that she has the adequate skillsKey Points :

Experiences in Cairo and Beirut

Worked with several Saudi clients

She is English woman not a Arab women

«If my performance is not satisfactory, I promise to step down from the position within 90 days »

Strengths and Weaknesses

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Second niveau de plan

Troisième niveau de plan

Quatrième niveau de plan

Cinquième niveau de plan

Sixième niveau de plan

Septième niveau de plan

Huitième niveau de plan

• Neuvième niveau de planModifiez les styles du texte du masque

▫ Deuxième niveau

Troisième niveau

Quatrième niveau

▫ Cinquième niveau

Existing Situation

• Strengths

- Communication: Fast and effective information exchange inside the bank

- Intercultural differences : Ms Marsh has experience in both cultures thus is an asset to the market

- Ethics : The vice-president employed her without prejudice - Management: M.Smothers seems to be a good manager whose first concern is the bank and how to maintain or increase profits.

• Weaknesses

- Intercultural differences : In the United Arab Emirates, women don't occupy high positions in business so clients might lost

- Ethics : M.Smothers wants to fire Ms Marsh because she is a woman

- Management : M.Smothers is not handling the situation well as he is not giving Ms Marsh a chance to prove herself before and is just assuming losses in business- Financial : Possible losses in clients and business

Statement of problem

• What is the position of women in United Arabs Emirates ?

• Does a woman in a position of Loan Officer can affect the buisiness of a firm ?

Review of possible options

Option n°1 :Maintain the status quo

Advantages Disadvantages Ms Marsh keeps her position

in Abu Dabi

Millars Bank keeps Ms Marsh’s as an asset to them and bring in more clients and profits

No need to look for another loan officer

The problem remains and might cause some issues between M. Smothers and Ms Marsh

Might cause some losses in productiveness

Possibility of M.Smothers prediction to come true (Losing clients)

Option n°2 :Grant Ms Marsh a trial periodAdvantages Disadvantages

• Ms Marsh keeps her position in Abu Dabi and gets to prove herself as an effective loan officer

•

Millars Bank keeps Ms Marsh’s as an asset to them and bring in more clients and profits

•

They might not have to look for another loan officer if the trial period goes well

• The problem remains and might cause some issues between M. Smothers and Ms Marsh

• The bank might have to look for a loan officer just in case

• Possibility of M.Smothers prediction to come true (Losing clients)

• Mrs. Could decide to grab a better offer from another bank in the meantime

Option n°3 : A male work with Mrs Marsh, in order to have contact with customers.

Advantages Disadvantages Millars Bank keep Mrs

Marsh’s competencies/Skill

No other move for Mrs Marsh

Potentially less losses of clients

Mrs Marsh can refuse, because she is used to work in this position alone.

Not ethical

Cost : Hire an assistance

Difficult to implement

Option n°4 : Mrs Marsh keeps the same positon but in another country.

Advantages Disadvantages Millars Bank keep Mrs

Marsh’s competencies/skills

Similar position for Mrs Marsh

Hire a new person at her current position, better in adequation with the market.

Potentially less losses of clientsm!

A new move for Mrs Marsh

Not ethical, and respectfull of Mrs Marsh

Need to have an other vacant position

Cost : Recruiting a new loan officer in Abu Dhabi, and adapation.

May be Mrs can refuse and go to competitors.

Option n°5 : Mrs Marsh is disqualified for the position and stays at her position in Cairo

Advantages Disadvantages Millars Bank keep Mrs

Marsh’s competencies/Skill

No other move for Mrs Marsh

Mrs Marsh continues working at the same position and country

Problably the problem will be the same if there is another female candidate for the position

Not respectfull of Mrs Marsh

The position stays vacant and they will have to look for another loan officer for Abu Dabi.

Our recommendation

Option n°2 :Grant Ms Marsh a trial periodAdvantages Disadvantages

• Ms Marsh keeps her position in Abu Dabi and gets to prove herself as an effective loan officer

•

Millars Bank keeps Ms Marsh’s as an asset to them and bring in more clients and profits

•

They might not have to look for another loan officer if the trial period goes well

• The problem remains and might cause some issues between M. Smothers and Ms Marsh

• The bank might have to look for a loan officer just in case

• Possibility of M.Smothers prediction to come true (Losing clients)

• Mrs. Could decide to grab a better offer from another bank in the meantime