Interclean

The purpose of this paper is to identify opportunities that a small but successful cleaning and sanitation products company faces in its growth to change their strategy in providing an all inclusive product service. Today's organizations need and must have the ability to resolve issues if they want to get going, or in other words: succeed.

As stated in the Scenario InterClean, Inc. is an $8 billion dollars institutional and industrial cleaning and sanitation industry. They want to be able to offer a full-range of services packages tailored to individual accounts. InterClean will need to train managers and sales persons in order to do this. The staff will have to go to an intensive training in order to increase technical ad expertise skills.

There are many opportunities that can be identified from this situation. First, this change will bring a higher profitability; it will rise by 40 percent by next year. InterClean have another player that is really important for this change: EnviroTech, which already is very familiarized with this kind of approach and they are prepared to take lead roles in sales and marketing.

In order to get to this point and be able to offer new services, have train employees and hire new employees that will go along with this vision they will need to go to Human Resources restructure. This means that they will need to hire people that are familiarized with this kind of services. The will need to train their current employees while maintaining hi profitability. They will also need to "retain" current employee's that are afraid of the restructure of this company. A way to do this is motivating them and having a clear and constant communication. On the other hand, the company will have to let go employees that don't go along with this new range of services and goals.

The firsts step in developing a Staffing Training/hiring strategy is by identifying the company's way of competing. As proposed by Miles and Snow they are several ways of defining an organization. 1) Defender firm 2) Prospector firms and 3) Analyzer firms. It can be stated that InterClean is a Prospector firm and hence, they employee prospect tend to be risk taker and proficient in marketing and basic research. Then we need to develop and research on what are the required skills that the company is looking for. From the scenario it can be stated that the skills that are necessary in the sales representative area in order to meet InterClean's goals are 1) Skills in compliance and regulations, 2) skills in marketing and 3) affinity with InterClean's goals. This