Carl, President of a mid-market service business asked me to
deal with his new Managing Director of business development, Frank.
The Facts
ü
Carl:
"Frank is going to cost me big bucks in the future. He lets deadlines drive his work
priorities...and one day he will miss one."
ü
Frank arrives 20 minutes late to our initial
meeting
ü
No interaction between Carl and Frank as to why
he is late
ü
I ask Frank "What is going on?" Frank: "I was out supervising our staff
in the field"
ü
Meeting with Carl: "Does not sound like you
have Frank in his business development roll. What is up?
ü
"I hired him because he owned a business
like mine that had subsequently failed".
Carl's real issues
¨
He is gambling that Frank has the ability
to develop new clients
¨
Frank does not really like business development
¨
Carl fears being too direct with Frank who is an
old friend
After three meetings Frank more clearly saw this was not the
place to be...and resigned!
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