Documente Academic
Documente Profesional
Documente Cultură
Three Heads Middle Market Relationships with Loose hierarchy, report Leadership style is very Field Consultants highly
CEO,CFO, Admin Custom Software customers and colleagues direct to CEO effective skilled in sales
Three Divisions: The best in the field Systems: one-on-one, Non-Hierarchical Three leg approach
Development No matter where in the allocate time to small/med Interpersonal relationships Small company friendliness
Marketing world you live, if you work firms, small-co friendliness, Cooperative employees, find No bonuses to reward high
Sales for Kauflauf you live in informal relationships with high satisfaction in doing achievers
Heidelberg colleagues for fast inter-dept well Communication between
*Each Division has subdivisions contact HQ Development, Marketing
and Sales
1
9/11/2017
Task
2
9/11/2017
Problems Identified
By moving to level 1 and
Kauflauf built on
Trying Again
Strong retaliation from 2 accounts, Field
soldiering of middle
FCs Consultants will lose
market
small markets to rivals
No developmental
Lose uniqueness among
capacity to handle work
competitors
for class 1 & 2
Way Ahead
Entire sales
Why did team be Should I have
the earlier involved? taken support
from the FCs,
Rollout meeting
Change in in Heidelberg
Recommendations Recommendations
Discuss the plan with the RSD, FC, Developer and consultants to Boost Awareness
and conduct seminars and informal discussions
Build participation and engagement
3
9/11/2017
Thank You