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Kerry

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Submitted By jaynesusan
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After the quarterly financial review meeting of Access a financial industry corporation, each General Manager committed to a 15% operating cost budget reduction goal. This was in response to the state of the general economy along with signs of an impending recession. Kerrie Peterson, the General Manager for the corporate lending unit called an immediate meeting with her senior management team.
This team was comprised of Kerrie, Sam Wright the Vice President of Account Management, Harry Long the Vice President of Marketing and Advertising, Peter Brown in New Accounts, Tiffany Morris the Head of Strategic Planning and Sheila Chen the Vice President of Product Development. Additionally a Human Resources Leader David was asked to be a part of this initiative. Each team member agreed to the cuts in theory but did not want their respective area affected and argued with self-interest.
After some discussion several options were generated by this team. Each of Kerrie’s direct report were assigned an option. They were to provide potential savings and risks with the option they were assigned. They were given a week to complete their assignment.
After one week all information was submitted to Kerrie. The option to redesign the account management function was the only option that could deliver the desired cost reductions, so Kerrie choice it. Kerrie would send a letter out to all employees asking them to volunteer for a redesign team. The senior management team would then select from this pool of volunteers. A team of eight was selected including representation from marketing, account managers, business strategy, product development and information technology.
This redesign team was tasked to analyze the role of the current account managers, benchmark with other companies and speak to their customers about their expectations of their account managers.
The redesign

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