Fuzzy Math

Topics: Ethics, Culture, Edgar Schein Pages: 14 (5121 words) Published: February 6, 2013
An analysis on leaderships’ effect on culture|


Problem Statement4
Espoused Values8
Shared Assumptions and Values11
Alternative #1: Bring these numbers and issues to the President and CEO13
Alternative #2: Quit and find another job14
Alternative #3: Try to resolve issue without Chad MacDonald or Charlie Gallagher15
Action Plan18

ConnectCo is an outbound call center in Toronto, Ontario and is the Canadian Subsidiary of a U.S. marketing and sales consulting practice. The parent company has provided services to Fortune 500 companies over its five years of operations and employs approximately 75 people. ConnectCo has annual revenues of $29.4 million, with Symbol Office Solution as their biggest account at $20 million annually, for a contract length of three years. This contract awarded ConnectCo net profits as high as 35% of sales. What ConnectCo offers to clients is the convenience and cost savings of removing a costly field sales force and replaces them with a more cost efficient outbound call center. These call centers help customers with technical problems, provide new equipment updates, and disseminates knowledge about new technologies or equipment. The Symbol account, as previously mentioned, provides a significant sum of ConnectCo`s total revenue and was first negotiated by Charlie Gallagher, the vice-president of Canadian operations, and is managed by Chad Macdonald. Joe Davis is a passionate and experienced consultant that has worked closely with clients to identify and implement solutions to very specific problems. He joined ConnectCo hoping to learn from the pool of experience that he saw within the organization, with the majority of them being former Xerox employees with considerable knowledge in increasing sales. His role in the organization was to ensure that the level of service that ConnectCo provided met or surpassed the needs of clients. As per his position within the company he was the first to notice the discrepancy within the Symbol account. The contract that was signed between ConnectCo and Symbol required that there be a certain number of Inside Account Executives (IAE) that be trained at all times and at a phone making calls in the client`s interests. The recent decline in the IAE pool has left several seats open, with no calls being placed on behalf of Symbol, however they were still billing the customer as if the seats where all operating at full capacity while they should only be billing them for filled operators. The amount of the discrepancy totals $81000. The terms of the contract have been modified several times over its effective term with the first being an extension of the contract and the notice of intent to develop mutually agreed to service levels. Service level targets were never established. Symptoms

The four factoring symptoms are communication, trust, accountability, responsibility and integrity. These symptoms are the leading cause for Connectco’s inability to run operations smoothly and effectively. The lack of communication within Connectco is causing headaches for Davis as information continues to be blocked by “noise” within the company. The communication is next to nonexistent from the top of the hierarchy to the department managers within the company. The lack of trust throughout the company is not helping their cause when trying to create an effective and demanded product for fortune 500 companies. There is little trust between the top managers and employees that they will complete their respected jobs at hand with the level of trust level between employees and managers decaying over time and as the situation worsens. Accountability is near nonexistent within the organization. Davis is not able to hold his manager accountable because of his past record in doing so. Accountability is...
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