Running head: GAP ANALYSIS: INTERSECT INVESTMENTS
Gap Analysis: Intersect Investments
University of Phoenix
Gap Analysis: Intersect Investments
The external forces of change have made it necessary for Intersect Investment to retool the way they do business. Increased global competition, startling breakthroughs in information technology, and calls for greater corporate ethics are forcing companies to change the way they do business (Kreitner & Kinicki, 2004). In the next twelve months, Intersect Investment wants to transform into a company that is seen as a trusted advisor to its clients. It also wants to build long-term relationships by providing an array of financial services to its clients. The current sales team is resistant to the change. They believe their sales approach is working and have no incentive to change. The first step to realizing the new vision will be to identify the gap between where they are and where they want to be.
Situation Analysis
Issue and Opportunity Identification
According to expectancy theory, people are motivated to behave in ways that produce desired combinations of expected outcomes. The sales team at Intersect has been conducting business the same way for many years and producing positive outcome. However, that way of business is no longer producing the desired outcome.
Intersect Investment has a new vision to provide a broad set of products and services to consumer and small business customers using a model of customer intimacy that will build long-term relationships based on trust and value to the customer. To realize this transformational change, Intersect hired Janet Angelo who is fami ...