Publications
Publications
- December 1987 (Revised September 1995)
- HBS Case Collection
IDS Financial Services
Abstract
Scarce managerial talent, sales force turnover, and client attrition were potential problems underlying IDS' disappointing performance at mid-year 1987. The marketing vice president had three potential "fixes": 1) increasing or decreasing the $35 million budget for marketing programs, 2) accelerating the expansion of the 6,746-person sales force numerically, and 3) emphasizing the strategic geographical expansion of the sales force. The teaching objective is to show the intricacies of planning, organizing, and budgeting as a three-way interaction which impacts results.
Keywords
Citation
Bonoma, Thomas V., and Minette E. Drumwright. "IDS Financial Services." Harvard Business School Case 588-044, December 1987. (Revised September 1995.)