Chapter 1, Problem 1.2CFA

Summary Introduction

Case summary:

The case is relating to Company DGL, a manufacturer of refinery equipment bought person J for managing its sales division, the company managers informed him an urgent situation.

The sales engineering division is the highest paid, least-productive and best educated division in Company D. The task of Person T was to turn it around and show concerns about the welfare of its employees.

Person J projected a future plan that the engineers were freely to work with customers and self-directed teams for product improvement. Later a month, he collected the engineers’ reports and observed no one ever used to president. Later, he explained that, the reason for lack of productivity is due to excessive result of reporting and paperwork.

To discuss: Leadership era of Person J and the headquarters.