How Leaders Manage

2007-5-25 Three Silos - 6-11-2007 750

A local law office has been growing the last couple of years slower than it had in the early days. Maybe it’s the economic climate causing the slowing growth. Maybe it’s the win percentage that’s gradually creeping down that is scaring off new clients.  Maybe it’s simply bad customer service. Whatever it is, it has to stop. Things can’t continue to decline or everyone in the firm will be out of a job.

The founding partner decides to take action. He goes out and finds a hungry outside salesmen that will bring in new clients and head the firms marketing campaign.  The salesman is energetic and knows he has to be because his pay incentives are set up as a commission for each new client he brings in.

The founding partner is thrilled after the introduction of the salesman to the rest of the partners because everyone gets along so…

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