Campbell and Bailyn’s Boston Office: Managing the Reorganization Case Study Analysis Principles of Management- July 2012 Synopsis • Fixed Income Division: International Investment Bank’s Securities Brokerage division facing rapid change • New Products flooding the markets‚ structural cyclical industry change challenges the limits of firm’s expertise and its traditional form of organization. • Kevin Winston‚ RSM Manages Boston Office and maintain high level of sales. • Created Key Account Team (KAT)
Premium Sales Management
Campbell And Bailyn’s Boston Office Case Study The ‘sub-prime’ crisis triggered by the meltdown of the US mortgage backed-securities market in 2007 was a precursor to the global financial crisis. It would drastically change the competitive landscape for all firms in the financial services sector‚ including Campbell and Bailyn (C&B)‚ one of the world’s five largest investment banks. In response to a loss of clientele to competitor firms‚ Ken Winston (C&B’s Boston Sales Office Director) assembled
Premium Management Customer Customer service
Campbell and Bailyn’s Boston Office: Managing The Reorganization Campbell and Bailyn’s (C&B) Boston Office has long been the leader in market share and sales. This office was also used as a testing location for new organizational structures and new products and services. Changes in customer demand have decreased market share based‚ so the office needs a restructure. In June of 2007 the Boston office is reorganized under Ken Winston‚ the regional sales manager into “key account teams” (KAT)
Premium Sales
Case: Campbell and Bailyn’s Boston Office: Managing the Reorganization Executive summary: This case was about issues that Ken Winston‚ the regional office manager Campbell and Bailyn’s Boston Office faced with as a result of the two recent changes in organizational structure and performance management system to react to the dynamic of the industry and market. The issues created by these two changes were process complication‚ limitation in competitive advantages‚ and discouragement
Premium Sales Marketing Consultative selling
When Campbell and Bailyn’s Boston Office made the decision to restructure their organization and place a new emphasis on specialization‚ the business and employees faced multiple challenges during the process. Although communication problems were evidenced in the scenario‚ I was also concerned with the lack of buy-in by the employees within the organization. According to a recent writing in Bloomberg’s Business Week‚ employees are an important factor in determining how customers perceive the company’s
Premium Management Employment Organization
securities group represented 60% of total sales in the office‚ C&B’s created KAT‚ a group of 5 highly specialized salespeople‚ to fulfill the need for more product expertise in higher margin segments. The advantage of having KAT was that customers now had salespeople who offered in-depth‚ technical advice on specific issues. Furthermore‚ Kat along with the new evaluation system increased the frequency of communication between the New York and Boston offices. Lastly‚ the new structure allowed the best salesperson
Premium Marketing Sales Customer service
beginning to end. It is not enough to have good ideas; you must communicate them clearly to your reader‚ with smooth transitions from one point to the next‚ and evidence to support every statement you make. Research Question+ Thesis : | RQ – Was Kim Campbell a significant individual during the post-World War II time period?-------------------------------------------------------------------------------------------------Thesis- | Main Arguments: | 1. Helped create a more socially just and peaceful
Premium English-language films The Real 20th century
Joseph Campbell Gayley Rousseau Psychology 300 February 18‚ 2013 Joseph Campbell The psychosocial‚ theoretical‚ and personality traits‚ of Joseph Campbell have all played significant roles in his overall personality development. He has spent the majority of his life studying and teaching based on his quest for knowledge about the similarities between mythology and religion and to make sense of the ethos of dreams. Mr. Campbell was born in 1904 to an upper middle class Irish Catholic family
Premium Religion Mythology Joseph Campbell
Engineering and R&D departments. Having a centralized organization with a decentralized engineering department makes meeting the company objective quite difficult. Also‚ if the company’s objective does not align with the department specific objectives Campbell Soup is setting their selves up for failure. Sales and Marketing are concerned with increasing market share and gaining profit‚ while the Plants are worried about operational performance‚ and Engineering is focused on individual parts of the system
Premium Project management
Campbell and Fiske Name: Instructor: Course: Date: Campbell and Fiske Introduction Psychology is the scientific study of the mental capability and behavior with the aim of creating an understanding of different groups of individuals‚ both human and nonhuman‚ in the society. In psychology‚ constructs refers to ideals or variables that is impossible to quantify since they do not possess any measurable attribute. Motivation‚ intelligence anger‚ personality‚ attachment‚ love and fear
Premium Psychology Validity Personality psychology