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Running head: MEDICAL EQUIPMENT IN SAUDI ARABIA

MEDICAL EQUIPMENT IN SAUDI ARABIA

Student Name

Course Number

Institutional affiliation

Lecturer`s Name

Date of Submission
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Does Grover understand the local culture?

Businesses from other countries were different from the local business of Saudi

Arabia which was founded as a country in 1932. Grover who despite of being raised in Saudi

Arabia, did not understand the culture of the people of Saudi Arabia. Grover thought that he

had enough knowledge about the culture because of the fact he was raised in Saudi Arabia.

Grover grew in Saudi Arabia although on an environment different from that of the people of

Saudi Arabia. He studied in an Indian school and then went to the USA to complete his

degree after which he then did his internship in France and USA, those were the reasons why

he did not understand the culture of the people of Saudi Arabia.

Although he had the experience of working in different countries, the business culture

and enviroment of Saudi Arabia were unique from those of the countries he had worked in.

when he started his business in Saudi Arabia he failed because he missed some of the

important points about the business of Saudi Arabia. Grover understood very well that

building relationships is an important factor for Saudi Arabia but he choose wrong

relationships with the wrong persons like, the Egyptian bio medical engineer and the foreign

cardiologist thus creating a problem.

Grover failed to understand the critical need for the public health challenge because

this issue received minimal media attention. Grover also neglected the use of statistical

findings, which were key to providing him with the importance of the issues to the wider

community of Saudi Arabia

How does that compare to giving AI Humaidi a bribe?

This can be compared to as a bribe because in doing this a key question is not tackled

which if tackled should provide definitions of proper guidelines in the sale of medical

equipment. Defining this terms will provide the reader with the permission to include and
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specify the composition of abuse of substance which should have the pattern of usage that

leads to significant impairment in the equipment functioning. AI Humaidi not consulting with

the other directors before giving the order.

This is also seems to compare to AI Humaidi being bribed because, Grover had tried

very many times to have a meeting with AI Humaidi, the purchasing director but everytime

he went he was told that he was out of the hospital but not on vacation. Grover had to meet

the purchasing manager in absence of the director whom he felt he developed a good rapport

and seek continue building and strengthening the relationship. When grover was able to meet

AI Humaidi he felt the meeting was rather formal compared to other meetings he had.

Despite making other attempts Grover was only able to meet AI Humaidi one more time,

where the meeting lasted only few minutes. During the meeting AI Humaidi said their were

still deciding which order to pursue which made Grover doubt if he was close to securing the

order. Grover then consulted the purchasing manager who told him that AI Humaidi was

about to give the order to Wilson`s despite them as cardiologists preferring Medical

Equipment`s solution leaving them with less to say about the issue. He also said that, that was

a good reason to believe that Najjar was offering a bribe to AI Humaidi.

What should Grover do now and why?

Grover should come up with a plan of purchase or procurement, such that the plan

will have the business analysis which will include the development of a strategy analysing

between expanding the water medical within the company or by lending to other companies.

This should involve analysis of a long term and the present or future environmental changes

and should be done in a strategic and operational level. In the make or buy analysis a lot of

matters like, regulation by government, trends in the market and the firms in competition hold

a very strategic impacts.

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Grover should offer Humaidi a trip to the USA or France or any other more developed

country to go and have a view of the medical equipment1`s showrooms, offering this trip

does have justifiable grounds contrary to what is stated in the company`s entertainment and

gifts policy. Although Humaidi may decline the trip or not gain what Grover want them to

gain, he would have no doubt that he taken every professional, social and ethical measures to

try and secure the sale.

Grover should select a fixed price contract type, which will provide an adjustable-

price; the contract should also provide the possibility of including a target price and cost. The

contract should have specifications that unless otherwise the price of the goods or services

will be subjected to adjustment at some stages. The changes that can be done in this contract

will be restricted to the operation of the contract clause.

Grover should also developed a purchasing policy that should provide detailed and

comprehensive forms to be used in the issuing of request for proposal. The request proposal

is a requirement that combines the project scope for description of the scope of the work for

the request for proposal, this provides the services required for medical equipment to attain

the deliverable. The policy should entail an elementary form with continued updates before

approval. The document must contain the standard terms and conditions where the contract

should be executed. The project manager will be required to collaborate with the quality

planning bureau officer and the contracts officer for grants and contracts. The document

should have information regarding the project. This will provide the services required for

medical equipment to attain the deliverable.

Grover should now first study the need for building firm relationships in business and

so come up with a way he could build firm relationships with the Saudi Arabia people instead

of collaborating with people from different countries like, the Egyptian bio medical engineer
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and the foreign cardiologist. Collaborating with Saudi people will improve his knowledge

about the culture of the people and the overall market of Saudi Arabia and will also attract

more customers from Saudi Arabia.

Grover should keep his actions ethical and legal. He should first confront Najjar about

the speculation that speculation of a bribe winning him the sale of equipment for Wilson`s.

Grover should gently and carefully remind his competitor of ethical standards that the

competitor is expected to follow and adhere to in their day to day business transactions. In

this case, Grover should be considerate of the great differences like the business norms and

environment`s. This will give him peace of mind and may increase the incomes from the

business.
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References