Reference no: EM133029410
CASE STUDY QUESTIONS.
Differences at Work: Jenny (A) I was about to make my first official business pitch-an exciting moment for me. Lee, my boss, mentor, and owner of the boutique public relations firm where I had worked for the previous three years, was accompanying me to meet Piet, a potential new client. Piet and I had met several weeks earlier at a networking event; Piet was the head of marketing at a mid-sized pharmaceutical company. He was interested in working with us because we specialized in marketing drugs for alternate uses once the original patent had expired. As we sat in Amsterdam traffic on our way to lunch, Lee teased me for having groaned about attending another evening networking event, noting that here we were, about to meet with one of my leads from that very evening. After the event, I contacted everyone I had met, including Piet. Over the next few weeks, we emailed informally, describing our respective firms and sharing a few personal details. I told him that I had moved from New York to Amsterdam when I accepted my current job, and Piet mentioned his two young sons. After several emails, Piet accepted a lunch invitation to meet Lee and hear about the agency's capabilities more formally. Although I had participated in business lunch deals before, this one felt different because I had developed the initial relationship myself. In the taxi, I practiced my pitch on Lee one final time, who made sure we'd covered everything. I knew from past experience that, although sounding casual, Lee had high expectations. I planned to rise to the occasion. Piet was already there and seemed a little nervous. When I introduced Lee, he said, "Your firm is lucky to have a pretty girl like Jenny working for you." Taken aback, I felt myself getting red in the face, but I pressed on. I really wanted this deal. Pretending that I had not heard Piet's comment, I turned the conversation back to business, "Piet, as you know, we've had extensive experience in marketing drugs for alternate uses. Our past clients have been very satisfied with the press coverage they've received. I've worked closely with many in the medical press." We continued, and by the end, I felt I had addressed all the points that Lee and I had discussed during our strategy sessions. I thought we had a good chance of winning the business. Looking at Lee, Piet fidgeted and then said, "Isn't it wonderful to have someone as smart and good looking as Jenny working for you? I'm really interested in this project. If we do sign on, would Jenny be on the team assigned to us?" "Of course, Jenny would be working on the project," Lee replied. "When do you think you would need us to start?
My head was spinning. Although I had envisioned several different scenarios, this was not one of them. I looked over at Lee, who remained silent. I thought about saying something but couldn't think of a lighthearted comment that would send a message without ruining the opportunity. Piet's business was important to our firm, and Lee would be happy if we got this account. It would be reflected in my annual review, too. I smiled and answered in a very professional tone, "I'll be working on the project, and we'll also bring in other colleagues who have different knowledge areas to ensure that your drug launch is successful." I thought that put the discussion back on a business track. But as we got up to leave, Piet thanked us and said, "It always brightens my day to have lunch with such an attractive lady." I struggled with what to say, but nothing came to mind. So I just shook his hand and said, "It was a pleasure to see you again." Lee interjected that it had been great to learn more about his firm and that I would follow-up with him shortly. Lee and I walked out of the restaurant and hailed a cab back to the office.
The Case Study Assesses the following;
- Analyze the role and conduct Mr. Lee as the leader
- Evaluate various types of leadership styles which Mr Lee would have adopted and how it would have impacted on the meeting
- If you were Jenny, how would you have Integrated various tenets of strategic theories and leadership models in planning, decision making to solve the perceived problem