EIS simulation

1. EIS simulation
Cihan Sarikaynak – Karim Tounsi – Mohammed Marrachki –
Ayoub Elhariri – Cassandre Batin

2. Summary
• I- Our strategy
• II- Our results
• III- How we proceeded
• IV- What we have learnt
• To do
• Not to do

3. Our strategy
• Collect information on the company
• Identify the top managers
• Collect information about the most influent employees
and the links between them
• Identify the key employees to approach the CEO
• Choose the best ways to fit in the company and inform
the employees about the project
• Convince the employees and the CEO to try and then
use the new solution
• Expect that they will convince their own team

4. Our results
Number of
persons
Awareness 2
Interest 8
Test 4
Adopters 10
Days : 120 days
Decisions : 57
0
2
4
6
8
10

7. How we proceeded
• First hour :
We only took few decisions :
• Gather datas about the CEO and the 5 top managers (G. Glenn,
H.Ross, F. Scotti, D. Pierce, E. Stone)  personal profiles
initiatives.
• Underline relationship between them  coffee break & networks
initiatives in order to identify who was the best person able to
convince the CEO

8. How we proceeded
• Second hour :
We took more decisions, some of them were successful, others failed.
We analysed the results of the different actions in order to know how
we had to proceed to make the number of adopters increase. We
granted a great importance to the level of interest of our interlocutors
about our solution (awareness, trying…) to take the right decisions.
Examples of success Examples of failures
- Memorandum : It had a good effect
on the top managers
- Internal magazine : A lot of people
on the company took an interest in
our article
- External speaker : He managed to
support our actions
- Electronic mail : people actually
never read it
- Face to face meeting with the CEO :
she refused to talk with us twice in a
row
- Questionnaire : we got no answers
as people didn’t really care

9. What we have learnt
To do Not to do
Strategy - Get information about
people (everyone in the
company) and their relations
before going further
- Forget to consider the time that
each decision takes and how it
impacts on the deadline
Tactics -Get the support of key
people
- Deal only with top management
Team - Make quick decisions
- Appoint a team to manage
the level of progress
- Don’t try to make full analyses as
we don’t really have the time to (it
means letting Karim & Cihan
debate)