When a new manager Stumbles

WHOs at Fault?
GROUP 9 Abhishek Singh Arnab Roy Vijay Krishnan G Sujitha Tikka Vivek Kerketta Venkata Achyuth Kumar 12PGP004 12PGP011 12PGP016 12PGP048 12PGP053 12PGP054

AGENDA BACKGROUND

ISSUES ALTERNATIVE APPROACHES SW ANALYSIS BEST ALTERNATIVE

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BACKGROUND Rafferty Goldstone has been promoted to manager at Bulwark Securities. MBA from Kellogg, 8 years work experience as a sales representative. Competitor: Spinnacker. Paul Mackinley: Ex-Manager Christopher Woodbone: Bulwarks CEO Jim Slake: Head of Human Resources Gloria Ludlow: Regional Director Juba Puckett: Youngest Sales Representative Bill Durkee: Sales Representative Tony Skrow: Top performer
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BACKGROUND Management expects to launch Assurance Funds and Plus Service Account. Ludlow asks Goldstone to sell Woodbones policy to hit quota, and not to wait until theres a crisis. Goldstone is unable to meet his quota and his under huge work load, even thinks about calling Ludlow for help. Is facing attrition as his reps are quitting. Goldstone is under pressure from Ludlow, she even warns him and even suggests him to join an employee development program. Feels sorry about Durkee as hes working hard but is unable to meet targets due to family issues.

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BACKGROUND Thinks about talking to Slake as Ludlow is all about organizational agenda and customer satisfaction and is least concerned about employee problems. Employees started talking about overtime and no bonuses. Able to meet his quota for the 2nd quarter but Puckett terminates her contract. Performance keeps dipping, Ludlow gives him one week to get his things right. Calls Mackinley for help, who suggests to get his policies right and use his work experince. Thinks about quitting and going back.

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ISSUES

No idea how to handle workers personal problems Little knowledge about how to improve buy-in at organization Lack of relationship between management and sales reps Mindset not fit for being a manager Not able to manage time

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ALTERNATIVE APPROACHES

Option 1: - Quit job Option 2: - Return to Sales Rep position Option 3: - Stay in the current position, take some corrective action Option 4: - Keep him as an understudy before promoting him to manager post

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OPTION 1: Quit Job STRENGTHS WEAKNESSES

Neednt change his mindset Take Sales rep job outside, with the help of his good experience Wont lose respect with peers at Bulwark Happy Family

Settle with lesser package Sense of incompleteness Not a long term managerial prospect Inability to adapt to latest financial instruments will make it difficult to find a new job Cant fulfill his ambition

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OPTION 2: Return to Sales Rep Position STRENGTHS Familiar territory to work He will get back his confidence He can shape his own performance independent of others Stay in the pink of his health His vulnerable emotions will not be tested WEAKNESSES His peers might look down upon him Reduction in status and salary His dream of becoming a manager may not be fulfilled in near future

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OPTION 3: Stay in Current Position, Act Accordingly STRENGTHS He will not lose respect among his team members He proves himself as an efficient manager Scope to improve his emotional intelligence His ambition of working as a manager will not be lost WEAKNESSES Tougher learning curve. Stress and other health issues May not convince his family to continue Difficult to implement changes due to his emotional vulnerability

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OPTION 4: Understudy Management STRENGTHS

Can still nurture his ambition of working as a manager He wont be underprepared and can learn the managerial tricks from the superior Not too much stress, can give time to family Fear of failure is reduced Cordial relations with superiors and peers No need to switch company

WEAKNESSES Difficulty in Adapting to the role of understudy, from manager His decision making abilities might be affected Growth rate in organization will be slowed

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BEST ALTERNATIVE

Keep him as an understudy for sometime and then promote him as Manager

REASONS

Its a win-win situation for both the parties Rafferty does not have to look for a new job and still reduce the work pressure Company does not have to fire a good employee Rafferty can fulfil his dream of serving the company as manager in the future
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THANK YOU