Management Case Study

ManagementCase Study

ManagementCase Study

Leadershipand success at various management levels comes with greatopportunities and daunting challenges in almost equal measure. Thepositions create more advanced learning and coordination platformsthat may never have been experienced before in addition to exposingone to more sophisticated roles and closer scrutiny and focus, byother top management personnel and general company stakeholders. Ittherefore calls upon those who get promoted, appointed or recruitedto various corporate management and leadership dockets to carefullyexamine their new positions’ requirements in addition to theirauxiliary needs. This could involve proper mastery and understandingof company politics, power struggles and relationship balance acrosssenior, level and junior employees.

Thomasgreen is a relatively young professional employee who has alreadybeen lucky to work through advanced roles in two different companiesafter his graduation from the University of Georgia with an Economicsdegree (Earl and Beckham, 2008). After moving from National BusinessSolutions as a very successful business salesperson, he moved toDynamic Displays as a sales executive and later got promoted to avery challenging position of market specialist. Green has a lot ofchallenges facing him at the end of the case, the worst being therisk of a sack. There has been a variety of mails sent to thecompany’s vice president Ms. McDonald from his boss Mr. Davis whois the marketing director. All the mails convey a message ofdissatisfaction by his boss, stating how much Green has beenincompetent in his service delivery, office coordination and personalconduct (Earl and Beckham, 2008). This situation has put Green in atight situation of trying to choose a working decision for hispredicament. From the circumstances herein, green is being unfairlytargeted and victimized by his boss for reasons that are notprimarily tied towards his performance levels and indices. To behonest, at the age of 28 years, Green must have shown someextraordinary character and prowess to merit a high ranking positionlike this of a senior marketing specialist and from the focus of hisactivities, Green could be putting in a lot positive effort in favorof the company’s sake (Earl and Beckham, 2008).

Greentherefore is pushed to defend his cause and has to choose toelaborately respond by mail, set up a meeting with Ms. Mc Donald,accept all directives from Davis without question and adhere to theletter despite them being out of proportion and infeasible or evenbetter look for greener pastures in a different company. In hisdecision making criteria, Green has to ensure he upholds professionalethics of service and avoid intimidation but consciously deliver hisbest possible service to the company meaning that in his decisionmaking process, one of the very options he should shun is to bend tounrealistic sales forecasts by Mr. Davis, his threats or his illfated criticisms that don’t mean well for the development of thecompany. Mr. Green should endeavor to stand by his well researchedstrategies and modalities of administration provided they conform tothe company objectives (Earl and Beckham, 2008). In this regard, Mr.Green two better alternatives before gravitating to the most adverseone of quitting his position. To help make clear his cause, Mr. Greenshould write Ms. Mc Donald a detailed memo that elaborately explainsthe current situation, its root cause, what he has done himself tohelp have a working relationship with his boss in addition toelaborating the severity of this matter this far.

Thecompany should avoid plunging into crisis because of his differenceswith his director and therefore in his memo, Green should request foran urgent meeting with Ms Mc Donald to verbally clarify all he hasstated to help curb the situation and help bring matters to order.This will help the company vice president to impartially have a clearunderstanding of the situation on the ground so that in her ownwisdom, she can give the best advice for the way forward in thecompany’s management and help avert the foreseeable crisis. Bymaking a choice to quit the company, Green is most likely aiding Mr.Davis to continue with his bureaucratic nature of administration in amove that could see him keep intimidating any other person withdissenting views and this could thereby not help in giving anylasting solution to the company (Earl and Beckham, 2008).

Mr.Davis was all along against Green’s appointment to his position andthereby his appointment indirectly spurred internal political crisiswithin the company ranks. When Green held his first meeting with hisboss Davis, his boss seemed to major on Green’s outlook calendarupdate and doesn’t even take to interest or focus the valid reasonGreen offers for having had an inappropriate outlook calendar. Noteven the great gains he made for the company on that very trip toAtlanta is of debate to Mr. Davis. To aggravate the situation, Greencomplained about Davis’ unrealistic sale forecasts he had set forthe company departments Davis never loved this manner of challenginghis opinions and targets. Such instances of internal clashes happento be the major cause of Green’s break up with his boss. Thiscompany politics tend to be getting out of proportion and all of asudden green is realizing how difficult they can at times get andtherefore unable to instantly decide on how to maneuver through (Earland Beckham, 2008).

Davisshould equally be impartial and have an elaborate focus to thismatter. In his clear conscience, he knows that Green is a very ableand talented leader despite his age. Therefore, he should take itupon himself to grow Green for the future good of the company. Tohelp do this, Davis should summon Green and try to understand hismode of operation and administration after which he can give hisimpartial unbiased advice to help grow Mr. Green and make him abetter leader. In this situation therefore, he should shununprofessional power shows that are negatively affecting thecompany’s growth. This means that Davis should be veryunderstanding of these young leaders’ ambitions and give him aproper room for growth (Earl and Beckham, 2008).

Inthis situation, Green must understand the power of company politicsand know how best to cope with it. It is a tricky situation thatrequires Green to work extra hard so as to try his best to meet thecompany’s sales forecasts despite how unrealistic they may seemfrom a distance. He may lack any other alternatives but be forced totrack back his plans and schedules to meet the demands of his bossMr. Davis especially those of accepting and working towards a commontarget of the set sales forecasts. Mr. Green in this case has to cometo terms with the situation and set extra ambitious strategies tohelp him rescue endangered career.

Inthis situational analysis, Green will have to embrace analyticalmethods and procedures like the SWOT analysis, the 5C’s analysisand the Porter five forces analysis. In the resolve to meet theoutrageous sales target, Green will first have to adopt a verycompetitive marketing plan. The plan has to be very comprehensive soas to be able to capture the attention of all potential customersfrom a distance and clearly communicate the benefits of the company’sproducts to all potential customers. In his marking plan, he shouldoutline all essential steps that are necessary to have effectivemarket capture (Earl and Beckham, 2008). This could involveintroduction of the marketing plan, the situation analysis of themarket climate and environment in view of all the micro and macrofactors that could by any instance affect the business operations andgains. In the plan, he should also entail the marketing objectives,have a sound budget accompanied with very ambitious strategiesscheduled to help beat the competitors and gain massive dominance inthe market. Execution modalities and evaluation mechanisms shouldalso equally be include in the marketing plan.

Inthe 5C’s analysis of the marketing situation, Green will be deeplyfocusing on understanding and acquiring environmental information oninternal, macro and micro environmental factors that are playing ahuge part in the operation and running of the business. In the C’sconsideration, he will have to focus on issues like: Company,competitors, customers, collaborators and climate. On the companysection, Green’s analysis will major on the company’s objectives,strategies and capabilities to help him analyze how the company fitsin its external environment to help determine the areas that requireimprovement within the company’s ranks of management in addition tofully establishing the strength of the business model currently inplace so as to be able to determine the current model’s capabilityof achieving all the set targets by the company’s marketingdirector, Mr. Davis (Earl and Beckham, 2008).

Greenwill have to further undertake a rigorous review of the company’smission, marketing strategies and the marketing mix in place so as tobe able to effectively measure how best he can use his position tomatch the sales performances to the executive management’sexpectations. The improvement can be done by carefully analyzing thesuccess of the company’s products in the market and outlining allthat can be done to better the situation and help realize atremendous increase in the sales performances.

Theconsideration of the company’s competitors in the market is anothervery crucial aspect of focus to ensure improved performance in theindustry. In this sector, Green must retrospectively analyze andstrategize on the direct and indirect competitors issue by firstidentifying the current major and upcoming competitors together withtheir products, assess their goals, strategies and resources to helpthoroughly compare them with those of his company, ‘DynamicDisplays’ so as to be able to extensively decide on how to bestcounter them to claim a larger market share if not dominance in themarket that can aid in the discovery of the anticipated growth. Thiscan involve timely discovery and realization of the competitor’sfuture plans to help adequately prepare against any expected futurecompetition.

Customeranalysis is another very vital consideration that Green has to put inplace to help him achieve massive growth and rise above pettywrangles propelled by technical company politics. Some of the verycritical areas that Green will have to strategically lay focus onmatters as pertains the company’s customers is the customer needsacross various regions as they may not be similar through a varietyof areas. Analyzing the customer demographics will help him gauge howvarious advertisements will be carried out to effectively capture thetarget market. Green will equally be compelled to extensivelyunderstand the company’s market size and expected growth, thecustomer’s motivations to purchase the company’s products,analyze the income levels of various customers o enable them fullyunderstand how best to tailor his company’s products to them inaddition to refocusing on Dynamic displays’ channels ofdistribution as well as the quantity an frequency of the products’purchase by the customers. Hence, Green must seriously factor allthese customer aspects to enable him revamp his company’sperformance and realize tremendous growth.

Collaboratorsare also very essential for increased output in a company as theyalso help boost the creation of ideas in addition to increasing thepossibility of expanding the business opportunities to help securelarger markets at a lesser cost with increased efficiency. Greenshould therefore equally give collaborations a careful thoughtespecially in the line of partnerships as they could help ventureareas thought to be adverse and hence this may help venture newmarkets at a lesser cost, a move that could see sales riseastronomically to the point of even surpassing the projecteddepartmental sales forecasts.

Mostimportantly, Green must realize the sensitivity of his position andage to enable him take a closer focus on the climate and environmentof the business. These means that after scrutinizing and drawingresolutions and conclusions about the internal company politics andwork environment, he should move further and focus on the externalbusiness environment. This could involve focus on areas like checkingout on the economic environment to help analyze trends such as themacro economic trends like inflation that could greatly influence andaffect the performance of the business in the industry. Green shouldalso check on the social cultural environment to help studydemographic trends in addition to taking finer focus on thetechnological advancements that could aid in the improvements of thecompany’s modalities of operation in addition to creating new andbetter methods of running the business more efficiently. Technologyis currently the driving force across different business sectors andthis business at the Dynamic Displays must be brought forth to themost recent technological advances for it stay very competitive inits business industry. Therefore Green must use his position toensure that all marketing systems of the company are kept abreastwith the current technological advancements in the market to enableit progressively tap the resources and gains of technology to enableit realize increased market performance.

Toadditionally be able to consolidate his position and improve hisperformance, Green should equally counter-check his SWOT analysis.Through this method, Green will have to examine his strengths,weaknesses, opportunities and threats. This SWOT analysis will helphim focus on the current and future strengths and weaknesses inaddition to opportunities and threats that are bound to come his wayand in the line of his service delivery undertakings. This analysiswill be aiming at enabling Green to fully understand his strengthsand major on them in addition to reducing his weaknesses for the solepurpose and interest of ensuring improved performance and output. Onthe wider scope, the analysis can even help the company stay preparedfor a number of scenarios that could come its way and influence theirlevel of performance and business operations.

Greenshould equally get prepared on how best to tackle challenges of thethreats of new market entrants that could pose various marketchallenges for the company and resulting decreased performance inaddition to failure to meet the expected market sales targets.

Thebest way to help solve the leadership impasse at Dynamic Displays is

  • Ms Mc Donald should be very impartial in his decision making as pertains this very situation.

  • Mr. Green should be clear in delivering a response to Ms Mc Donald without wavering or intimidation.

  • It being that Ms Mc Donald played a key role in Green’s ascension and clearly understands the nature of the company’s internal politics and power struggles, Green should heed to her advice to the letter to avoid any further conflicts even though he may not be fully in concurrence with the decisions of his seniors. He should therefore embrace the company resolutions and work to achieve the set sales target forecasts using all means possible.

  • Mr. Davis should also be advised to take in dissenting views and try to give them a thought instead of utterly shunning them off.

MsMc Donald should therefore summon both Davis and Green on differentoccasions, take in their views and give her advice to help have thismatter solved once and for all in addition to setting guidelines toavoid future conflicts.


Earl,W. Sasser Jr. and Beckham, H. (2008). ThomasGreen: power, office politics, and a career in crisis. HarvardBusiness School Brief Case 082-095.