Emerson Electric – “Need for cohesiveness”

Pros

Large global organization with many dimensions and a lot of talented people.

Cons

Since it's such a large organization that's grown through many acquisitions it's very fragmented. Can be very challenging to work with all the division's in productive manner. Very few people are aware all the organizations capablities.

Advice to Senior Management

Recommend restructuring and consolidating sales force. Look into acquiring LBP and or letting qualified LBP's absorb direct channel. Some divisions (e.g. Fisher) have too much imbreeding, reccommend more cross divisional training/pollenation is neeeded (GE has a good model). Very few people are aware entire orgnanizations capabilites. Reccemond nominating local Account Lead's for large key and strategic accounts so there is a well coordintated effort that has a higher return for both the customer and Emerson and allows for better penetration of account.