2. OVERVIEW
WHO
- Mr. P. D. Smothers : Bank Manager of Millars Bank LtdAbu Dhabi
- Ms. J. L. Marsh : newly arrived Corporate Loan Officer assigned to the office inAbu Dhabi
-W.T. R. Duncan :Vice President International Banking Millars Bank in London
WHAT
The head office (London) of Millars Bank found Ms. Marsh, a highly recommended candidate as
the replacement of the former loan officer.
Problem :Women in UnitedArab Emirates don’t have high positions in companies.
Not accepted by Mr. Smothers who thought she was a man
WHERE
Millars Bank in Abu Dhabi, the UnitedArab Emirates
In the dialogue in Mr. Smothers’ office inAbu Dhabi
WHEN
In 1994
One week after Ms. Marsh had been assigned to
the office in Abu Dhabi
3. OVERVIEW
DIALOGUE Smothers and Marsh meeting in Smothers'
office in Abu Dhabi
EXHIBIT 1: Fax from Duncan to Smothers to talk about
new loan officer
EXHIBIT 2: Fax from Smothers to Duncan
EXHIBIT 3: CV of Janet Marsh
EXHIBIT 4 Letter from Marsh to Smothers
POINTSTO KEEP IN MIND Women in Arab societies
4. EXISTING SITUATION
- Good knowledge of the Middle
East (business, customs)
-Worked in Cairo and Beirut
before -> lived in the Middle East
for 10 years
- Speaks, write and read Arabic
- Millars BankAbu Dhabi : a
British bank in anArab country
(not a native Arab woman doing
business)
(dialogue + exhibits 3 & 4)
- In United Arab Emirates women
don’t have high positions
- InAbu Dhabi clients are
conservative, traditional
- Clients expect their loan officer
to be a man (dialogue)
- Conflict between East and
Middle East + traditional and
modern Arab societies (points to
keep in mind)
Intercultural differences
5. EXISTING SITUATION
- Ms. Marsh is fluent inArabic : not
many loan officers are fluent inArabic,
not even Mr. Smothers (dialogue)
- Fast exchanges of information
between head office andAbu Dhabi
(exhibits 1 & 2)
- Poor communication between
Smothers andWTR Duncan :
Telefax : not enough not communicate
efficiently
Mr. Somthers thought Ms. Marsh was a
man (misunderstanding) (exhibit 2)
- Pbs of communication between Ms.
Marsh and Mr. Smothers.
Disagreement on how to do business in
the Middle East : in the dialogue Mr.
Smothers doesn’t seem to listen to her
arguments (stubborn)
Communication
6. EXISTING SITUATION
The vice-president
employed her because of her
qualifications and without
prejudice of gender
(exhibit 1)
M. Smothers doesn’t want
Ms. Marsh to work inAbu
Dhabi because she is a
woman (exhibit 2)
Ethical issue : can Mr.
Smothers decide to fire or
refuse to work with Ms.
Marsh because she is a
woman ?
Ethics
7. EXISTING SITUATION
- Qualifications, experience (12
years in corporate banking), very
efficient (highly complex but very
successful loans) (background)
- Fluent inArabic (speak, read,
write) (dialogue + exhibit 3)
- Knowledge of the Middle East
(exhibits 3 & 4)
-Young woman (33), no children
to take care of (exhibit 3)
-Women not taken seriously
- Lack of understanding from your
clientele (relations with lending
institutions are very important)
- Fierce competition (foreign and
national banks, loss of clients)
- Cairo and Beirut are not like Abu
Dhabi (progressive business
outlook ≠ conservative, traditional
business outlook) (dialogue)
Is Ms. Marsh right for the job ?
8. STATEMENT OF PROBLEMS
Should the bank follow Emirates customs to
maintain the business or is it possible to combine
Ms. Marsh’s skills with a very conservative Arab
business culture ?
9. OPTIONS
1st solution : Status Quo
To keep Ms. Marsh as the corporate loan officer in Millars BankAbu Dhabi
Advantages:
-Lot of knowledge and experience with Millar Bank
-Highly successful in former position
-Knows the culture and traditions
-Agree with Mr. Ducan proposition
-Evolution of the mentality
Disadvantages:
-emirates very traditional
-Customers may not want to work with her (according Smothers)
-Possible Loss of clients
-Competition of other banks
-Conflict with Mr. Smothers
-Bad image of Millar Bank inAbu Dhabi
10. OPTIONS
2nd Solution :
Trial period/ test period of ninety days to see the reaction ofArabic customers
Advantages:
-Time to evaluate the reaction of the customers
-See how she works, her skills
-Evolution of mentalities
Disadvantages:
-Bad reaction of customers during this period
-Loss of customers + leads to problems with direct competition
3rd Solution
Ms. Marsh will work with a male who will have contact with customers
Advantages:
-Respect of theArabic culture
-Consent of Mr. Smothers
-Keep the experience and skills of Ms. Marsh
Disadvantages:
-Hire another person, need time and money
-No contact with customers, her work is reduced
-No evolution of mentalities
11. OPTIONS
4th Solution
Keep Ms. Marsh in Millars Bank but assign her to another country more open
Advantages:
-Keep her skills and experience in Millars Bank in another country
Disadvantages:
-Need to hire a new loan officer
-Loss of her skills in Millars BankAbu Dhabi
-No evolution of mentalities
5th Solution
Fire Ms. Marsh and Hire another loan officer, a man.
Advantages:
-Respect of theArabic culture with the position of women
-Consent of Mr. Smothers
Disadvantages:
-Lost of the good profile and experience of Ms. Marsh
-Lost of time and money to find another loan officer
