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  • April 2008
  • Case
  • HBS Case Collection

Campbell and Bailyn's Boston Office: Managing the Reorganization

By: Anne Donnellon and Dun Gifford Jr
  • Format:Print
  • | Language:English
  • | Pages:10
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Abstract

Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into Key Account Teams (KAT) to increase sales of specialized, higher-margin fixed income products. Winston is also implementing a new corporate performance management system. To help improve coordination between sales and marketing, Winston must solicit feedback from marketing staff on how responsive his salespeople are to marketing directives. The marketing group has information on product costs that allow it to forecast product profitability, and by persuading the sales force to focus on those products the marketers can improve firm-wide margins. The KAT model, implemented six months earlier, has challenged the core internal values of the organization such as a salesperson's control of his or her customer base and the appropriateness of product specialization. However, the long-term test of the new organizational structure will be its alignment with external changes in the securities industry: how securities are bought and sold and the types of new products flooding the market.

Keywords

Organizational Behavior; Fixed Costs; Group Dynamics; Human Resource Management; Compensation; Matrix Organization; Sales; Leading Teams; Management; Leadership; Organizational Design; Organizational Structure; Groups and Teams; Organizational Culture; Organizational Change and Adaptation; Change Management; Salesforce Management; Compensation and Benefits; Financial Services Industry; Boston

Citation

Donnellon, Anne, and Dun Gifford Jr. "Campbell and Bailyn's Boston Office: Managing the Reorganization." Harvard Business School Brief Case 082-182, April 2008.
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  • Medisys Corp.: The IntensCare Product Development Team (Brief Case) By: Anne Donnellon and Joshua D. Margolis
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  • Campbell and Bailyn's Boston Office: Managing The Reorganization (Brief Case) 
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