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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 Exhibits
3) 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 Exhibits
4) 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 skills
Key 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

Cliquez pour éditer le format
du plan de texte
− Second niveau de plan

Troisième niveau de
plan
− Quatrième niveau
de plan

Cinquième
niveau de plan

Sixième
niveau de plan

Septième
niveau de plan
Existing Situation
•
Strengths
- Communication: Fast
and effective
information exchange
inside the bank
- Intercultural
differences : Ms
Marsh has experience
in both cultures thus
•
Weaknesses
- Intercultural
differences : In the
United Arab
Emirates, women
don't occupy high
positions in business
so clients might lost
- Ethics : M.Smothers
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 period
Advantages 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
period
Advantages 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

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Case Study - MILLARS BANK

  • 1. CASE STUDY : MILLARS BANK Gallet Ombeline Hann Salimatou 305
  • 2. OVERVIEW OF THE CASE SITUATION
  • 3. 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
  • 4. 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
  • 5. Synopsis of Exhibits 1) Fax from Dunkan : annoucing the remplacement of the loan Officer.
  • 6. 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.
  • 7. Synopsis of Exhibits • 2) Series of Fax between Dunkan and Smothers.  
  • 8. Synopsis of Exhibits Smothers explain his feeling about the new arrivant. « Arabs will not deal with women loan officer»
  • 10. 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.
  • 11. Synopsis of Exhibits 3) CV of Janet Marsh
  • 12. 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
  • 13. Synopsis of Exhibits 4) Letter of Mrs. Marsh to Mr. Smother.
  • 14. Synopsis of Exhibits 4) Letter of Mrs. Marsh to Mr. Smother. Try to convince Smother, that she has the adequate skills Key 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 » 
  • 16.  Cliquez pour éditer le format du plan de texte − Second niveau de plan  Troisième niveau de plan − Quatrième niveau de plan  Cinquième niveau de plan  Sixième niveau de plan  Septième niveau de plan Existing Situation • Strengths - Communication: Fast and effective information exchange inside the bank - Intercultural differences : Ms Marsh has experience in both cultures thus • Weaknesses - Intercultural differences : In the United Arab Emirates, women don't occupy high positions in business so clients might lost - Ethics : M.Smothers
  • 17. 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 ?
  • 19. 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)
  • 20. Option n°2 :Grant Ms Marsh a trial period Advantages 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
  • 21. 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
  • 22. 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.
  • 23. 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.
  • 25. Option n°2 :Grant Ms Marsh a trial period Advantages 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