karen leary

Essay text:

Terminated 8 at new branch, some had been FCs for >6 yrs. 1985 goals: complete office renovation, open new satellite office, and develop small business trade. Desire to build culture of “high producing, successful group of professionals who help one antoher and work together” o On-the-spot informal, hands-on training. Very knowledgeable of product offerings, knack for matching to right client. o Invests time & original training ideas (mentor program pairing successful/experienced top producers with new blood ? “learn firsthand superior customer service & prudent money management” o Emphasis on compliance (avoiding unsuitability, misrepresentation, unauthorized trading) ? new compliance officer/administrative manager Fred Lewin 1) Identification of problem(s) in the case • Primary: Ted’s rejection of corporate culture of sharing and cooperation o private office space ? 8/45 with private offices ? the best & most experienced ? Request “totally inappropriate”, although 1 available ? Success symbol ? impact on rest of office, threat to culture o Ted’s unwilling to assist others perceived as lesser status/classification, Ted’s sense of appropriate chain of command o “Stiff formality and need for privacy” – objects to shared office space, rearranging materials prior to drop-in meetings (clash with Karen’s informal approach) o Growing displays of ego & temper • Ted’s alternative/independent business development approach o Instead of traditional/customary (200+ daily cold calls, participation in seminars) ? Taiwanese community involvement o Reluctance to accept assistance with account management using Merrill Lynch Asset Management, insistence to handle on own (not customary for large accounts) • Ted’s investment in risky stocks & use of margin borrowing (is client aware? Client-focused?) o Initial investments stuck to plan approved by Karen Leary (equal dist...