Case | HBS Case Collection | March 2007 (Revised March 2012)

Edward Jones in 2006: Confronting Success

by David J. Collis and Troy Smith


When Jim Weddle took over as Managing Partner of Edward Jones in January 2006, the brokerage firm was at a critical juncture. The firm's distinctive strategy had enabled it to grow from its roots in small-town America to become the 4th largest broker in the U.S. Weddle was concerned, however, that the firm's success, and the changing landscape of the financial services industry, were challenging the core aspects of the strategy that had brought the firm so far. He knew that the impending strategic decisions would determine whether Edward Jones could sustain its extraordinary performance and achieve its goal of growing to 20,000 financial advisors by 2017.

Keywords: Decision Choices and Conditions; Goals and Objectives; Growth and Development Strategy; Performance; Competitive Advantage; Financial Services Industry; United States;


Collis, David J., and Troy Smith. "Edward Jones in 2006: Confronting Success." Harvard Business School Case 707-497, March 2007. (Revised March 2012.)